All Things Fundraising

In this episode of the Emerging Manager Growth Show Episode 19, several key insights for emerging managers are discussed, particularly focusing on fundraising strategies with family offices. There's a discussion on the current landscape of family offices, including their innovative nature and preference for referrals. The episode also provides a list of notable family offices and upcoming conferences relevant to emerging managers.

In the latest Rainmaker Podcast episode, Gui Costin, Founder and CEO of Dakota, sits down with Nick Wood from Baillie Gifford, exploring the intricacies of long-term growth investing and the power of the partnership model. Costin and Wood dive into the challenges faced in fundraising, emphasizing the podcast's aim to shed light on best practices and insights in a sector lacking public guidance.

Wood shares insights into Baillie Gifford's ethos, a firm with a century-long legacy prioritizing innovative businesses poised for societal impact and significant returns. With $290 billion in AUM, Baillie Gifford's global footprint and commitment to long-term investments underline its success, especially in the U.S. market.

In an engaging episode of The Rainmaker Podcast, host Gui Costin welcomes Doug Keller, T. Rowe Price’s Head of Alternative Investments. Keller shares his journey from a collegiate baseball pitcher to a finance professional, highlighting the influence of his family’s financial advisory background. He emphasizes the significance of teamwork, leadership, and the strategic blend of generalists and specialists in achieving sales goals within the vast portfolio of T. Rowe Price. Keller advocates for leveraging Customer Relationship Management (CRM) tools for effective sales strategy execution and underscores the importance of transparent communication and realistic expectations in cultivating a motivated sales team. This episode offers insights into the complexities of sales and distribution in the investment sector, presenting Keller’s human-centric leadership philosophy as a blueprint for fostering a productive and inspired workforce. Through Keller’s narrative, listeners gain valuable perspectives on navigating the competitive landscape of investment management with strategic acumen and personal integrity.

The Dakota Rainmaker Sales Coaching program helps investment sales professionals develop a repeatable and effective sales process, focusing on four key areas: setting aligned sales plans, targeting the right audience, delivering impactful pitches, and building a strong follow-up system. Led by Gui Costin, Founder of Dakota, the program leverages 25 years of industry experience to enhance sales productivity.

In this enlightening Rainmaker Podcast episode, host Gui Costin is joined by Lisa Harrow-Chodock, Managing Director at Lateral Investment Management, who brings 17 years of experience in institutional capital fundraising. Lisa shares her journey and the philosophies underpinning her successful fundraising strategies, emphasizing the importance of genuine relationships over traditional sales tactics. With a focus on the U.S. lower middle market, she discusses the value of understanding investor needs and preferences, akin to a matchmaking process in private equity. Her advice to newcomers stresses persistence and resilience, offering insights into the nuanced world of fundraising and the art of building meaningful connections with potential investors.

In this episode of the Rainmaker Podcast, Gui Costin interviews Steve Brennan of Hamilton Lane, exploring the evolution of sales strategies in the investment management industry. Steve shares insights from his journey starting in the operations department at Bank of New York, moving through relationship management at Goldman Sachs, to leading Hamilton Lane’s global private wealth solutions.

The discussion delves into the nuances of private wealth versus institutional clients, the importance of education in sales, and building a successful sales team from the ground up. Steve emphasizes the significance of relationship building, the strategic direction of Hamilton Lane, and the challenges of introducing private market solutions to the private wealth sector. 

The Emerging Manager Growth Show is a show that's focused on helping emerging managers do more with less. Episode 18 focuses on insights for emerging managers in the finance industry, particularly regarding engaging with Registered Investment Advisors (RIAs) and Family Offices for fundraising purposes. The episode also provides strategies for scheduling meetings effectively and discusses key myths associated with fundraising in the RIA space. Overall, the episode offers valuable advice and insights for emerging managers seeking to navigate the complexities of fundraising in the finance industry.

In the Dakota Rainmaker Podcast episode, Gui Costin interviews Pete LaMassa on storytelling's significance in finance. Pete discusses his journalism background and how narrative skills have benefited his finance career, especially in sales and fundraising. They delve into transitioning journalistic storytelling to finance, emphasizing communication, effective pitching, and personal storytelling to forge client relationships. The episode also covers teamwork, supportive work environments, and strategies for client engagement in wealth management and institutional fundraising. Pete's insights demonstrate storytelling's crucial role in building trust and success in finance, offering valuable communication and relationship-building tips for finance professionals.

In this engaging Dakota Rainmaker Podcast episode, Gui Costin converses with Chris Krein from Artisan Partners, delving into the evolving strategies of sales and distribution in the financial sector. Chris emphasizes the significance of talent acquisition, a diverse team environment, and Artisan's unique distribution model that aligns dedicated commercial teams with investment teams for optimized client service. They explore the essentials of impactful first impressions, integrity in recruitment, the benefits of CRM systems like Salesforce, and the importance of belief in one's product. Chris also highlights mentorship and continuous learning as keys to a successful sales career in investment, offering deep insights into sales excellence and client relationship management.

In this episode of the Rainmaker Podcast, Paul Heathwood, Head of Distribution at Boston Partners, and host Gui Costin engage in a thoughtful discussion on Heathwood's journey in the asset management industry. Paul shares insights into his transition from an equity trader to a leadership position emphasizing the crucial role of understanding the business's nuances and the importance of a consistent investment philosophy. The conversation dives deep into the art of relationship building, the perseverance required in the sales process, and the critical role of strategic alignment within the competitive investment community.

Listeners will gain valuable insights into the operational dynamics of Boston Partners' distribution team, including the significance of personalizing client interactions, leveraging advanced CRM systems for efficiency, and the importance of understanding and meeting client needs to foster long-term relationships. Heathwood’s experience offers a rare glimpse into the disciplined approach required to navigate the complex investment market successfully.