In this episode of the Rainmaker Podcast, host Gui Costin welcomes Shane McCarthy, Managing Director at LAB Quantitative Strategies, for a thoughtful and practical conversation on building a lean, high-performing fundraising function in a data-driven investment firm. With over 25 years in the investment industry across operations, risk, product development, and portfolio management, Shane brings a rare full-stack view of capital formation.

Shane shares how LAB QS, a $1.8 billion multi-strategy hedge equity manager based in Denver, is built around a risk-first, liquid, and return-per-unit-of-risk mindset. Originally spun out from one of the largest family offices in the U.S., LAB QS retains a strong cultural alignment with high-net-worth and family office investors, with growing interest from RIAs and small institutions. Their hedged equity strategy is structured to smooth volatility, limit drawdowns, and complement broader asset allocations.

The business development team is lean—just two people—but Shane emphasizes that LAB QS operates with a firmwide fundraising mentality, supported by every department, from operations to compliance. The sales strategy is guided from the executive committee level, with clear goals and aligned resource allocation. Everyone has defined roles, responsibilities, and expectations, which ensures a unified commercial mindset across the firm.

McCarthy stresses that face-to-face interaction and trust-building are still paramount in capital raising, especially in today's saturated and competitive investment landscape. While Zoom helps with efficiency, nothing replaces the relationship-building power of sitting across from an investor.

LAB QS’s tech-forward approach is another key strength. They rely heavily on Salesforce for CRM, integrated with Dakota Marketplace for seamless prospecting and pipeline management. With support from a 10-person tech team, LAB QS uses proprietary tools to customize analytics and automate reporting, enabling more effective and informed client interactions.

Culturally, LAB QS embraces a challenge process, encouraging employees at all levels to contribute ideas and question assumptions. This openness fosters humility, collaboration, and innovation—qualities that Shane believes are essential for long-term success.

To young professionals, Shane offers grounded advice: embrace the long game, expect rejection, and focus on knowing your client deeply. His leadership and experience reinforce a message that great sales organizations are built on cross-functional collaboration, disciplined execution, and the humility to keep learning.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 15 of the Dakota Research Podcast, we dive into the evolving world of co-investing—how LPs are gaining direct deal exposure, cutting fees, and strengthening GP relationships. From traditional buyouts to infrastructure and private credit, co-investments are reshaping portfolio strategies across the private markets.

We explore key structures, benefits, and risks, as well as data from StepStone and Goldman Sachs showing co-investments’ rise among institutional investors. The episode also highlights strategies from leading firms like HarbourVest, Ardian, Pantheon, Adams Street, and AlpInvest. We close with real-world case studies, including ArcLight’s natural gas pipeline co-investment and Niobrara’s stake in Polar Semiconductor.

Whether you're a fund allocator, family office, or institutional investor, this episode unpacks the co-investment landscape and how it fits into broader asset allocation goals.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In this week’s Dakota Fundraising News Podcast, André Mehta joins Michaud Capital Management as senior managing director to lead client success and investment strategy, while Ronald Meraz takes on the role of regional director at Citigroup overseeing over 275 branches across California and Nevada. BNP Paribas sees leadership changes in Southeast Asia as See Piu Chua departs and the Malaysia team expands under Sean Tay. On the RIA front, LPL Financial adds $330M Merrill Lynch advisor Mai Park, Raymond James recruits a $205M team from Janney, and Carson Group fully acquires $365M SRQ Wealth, marking its 25th wholly owned office. The City of Philadelphia delayed its vote in the private markets consultant search, with Meketa, Verus, and Marquette as finalists. Arkansas Public Employees Retirement System finalized six infrastructure secondary fund options including Blackstone, Pantheon, and Partners Group. On the investment side, LACERS committed $75M across three funds including a new relationship with Mavik Real Estate, TCDRS committed $50M to H.I.G.’s small-cap fund, and Santa Barbara County Employees’ closed two $7.5M commitments to Novacap and High Street.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Christopher Zook, founder and chairman of CAZ Investments, for an in-depth conversation on building a capital formation powerhouse rooted in intentional language, disciplined processes, and unwavering alignment. With over 30 years of investing experience, Zook shares his journey from brokerage beginnings at PaineWebber and Lehman Brothers to launching CAZ Investments—driven by a goal he set in 1991 to start his own firm within a decade, a promise he fulfilled nearly to the day.

At CAZ, everything begins with personal capital. The firm identifies thematic opportunities, invests their own capital, and invites others to join alongside them—creating a culture of alignment captured in their mantra, “lead with alignment.” CAZ now manages over $9 billion in assets, up from $350 million in 2013, through 100% organic growth.

A major theme of the episode is language and positioning. Zook emphasizes the importance of words in shaping perception. His team doesn’t “pitch” or share “decks”—they educate, advise, and present thoughtfully crafted materials. Their business development team is known as “Capital Formation,” reflecting the consultative, relationship-based approach they bring to investors.

Zook shares how he built a capital formation team modeled on his own early sales experience, hiring in waves and fostering peer cohorts to build camaraderie and consistency. Their process includes detailed metrics—outreach volume, presentation count, conversion rates, and line depth with investors. Zook stresses the value of cultivating multiple lines with clients, which statistically improves retention and referrals.

The team operates under a three-pillar framework: find new investors, deepen relationships with existing ones, and turn clients into raving fans. Zook underscores the power of consistent communication, proactive outreach during market volatility, and delivering standout service when most others retreat.

CAZ has long embraced CRM, becoming an early adopter of Salesforce in 2005. Zook believes that the right CRM setup—customized for usability and leveraged for reporting—can drive a competitive, transparent, and merit-based sales culture. Dashboards, stack rankings, and responsiveness metrics keep the team focused and accountable.

Zook also shares the story of co-authoring The Holy Grail of Investing with Tony Robbins and closes with timeless advice: success is built on hard work and attention to detail. For young professionals and leaders alike, this episode is a masterclass in building a high-integrity, high-performing investment firm from the ground up.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In this week’s Dakota Fundraising News Podcast, Humberto Garcia de Alba is named CEO of BBVA Global Wealth Advisors, Peter Mistina joins QP Global Family Offices as VP of Investments, and Bruno Saintonge takes on a senior private markets role at Quebec’s $3B RRCEGQ pension. On the RIA side, Focus Financial is merging $35B Kovitz into $140B Focus Partners Wealth in a major hub firm consolidation, while former UBS advisors launch GLR Partners and ex-Choreo advisors establish XRSM Wealth under Mariner Independent. Institutionally, Quincy Retirement is running a $10M private equity search and Mendocino County prepares a real estate search, while CalSTRS revealed nearly $3B in second-half 2024 commitments, including to Thoma Bravo, Summit Partners, and CVC. Additional allocations came from LAFPP, LACERA, and others. On the fundraising front, Archway Capital is targeting $100M for its second opportunity fund, and Carlyle plans to expand its Japan team to support deployment of a $2.96B buyout fund.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In this episode of the Rainmaker Podcast, Gui Costin is joined by Stacy Havener, founder and CEO of Havener Capital Partners, for a masterclass on raising capital through storytelling, behavioral finance, and human connection. Stacy’s path into the investment industry defies convention. With a background in English literature—not finance—and no Wall Street pedigree, she’s raised over $8 billion for emerging managers, resulting in more than $30 billion in follow-on assets under management. Her secret? A repeatable, story-led, data-backed approach that meets investors where they are.

Stacy shares how behavioral science and human psychology inform every layer of her process. Her philosophy is simple but powerful: “Investors don’t make decisions with spreadsheets alone.” Instead of the traditional pitch-first, data-heavy approach, she advocates for flipping the script—connecting emotionally first, then backing it up with data. From how a PM smiles in a meeting to the power of a well-timed question, she details the overlooked human cues that build trust and open doors.

One of the standout moments of the episode is Stacy’s take on pitch decks: ditch them, at least in the first meeting. Research shows prospects feel more positively about meetings when they do 70% of the talking. That kind of engagement doesn’t happen when fund managers are reading slides. Instead, she encourages sales professionals to focus on making meetings conversational, choreographing the interaction like a late-night talk show host—her version of the “Jimmy Fallon strategy.”

Stacy dives deep into meeting preparation, suggesting salespeople treat every meeting like a performance: prepare with a one-page brief, run a 15-minute pre-meeting with the PM, and walk into the room ready to humanize the conversation. She emphasizes that salespeople are not “carrying bags”—they are critical orchestrators of connection, learning to read the room, ask better questions, and track not just activity, but allocator behavior.

Closing the episode, Stacy offers clear advice to young professionals: perfect the craft before scaling the activity. Learn how to sell with purpose and intention, and let repetition come only after mastery.

This episode is a blueprint for any sales professional, allocator, or fund manager looking to break the mold and raise capital through authenticity, insight, and human connection.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 14 of the Dakota Research Podcast, we break down how artificial intelligence is transforming private markets—from infrastructure M&A to private equity strategy. We explore the CoreWeave–Weights & Biases deal, Coatue’s $1B innovation fund backed by Bezos and Dell, and how firms like EQT and a16z are integrating AI into everything from sourcing to value creation.

The episode covers foundational AI concepts, subfields like NLP and generative AI, and how industries such as healthcare, finance, and logistics are evolving with the technology. We also highlight top AI-focused venture firms—Sequoia, a16z, Khosla Ventures—and the valuations of major players like OpenAI, xAI, and Anthropic.

Whether you’re navigating investment opportunities, fund strategy, or operational improvements, this episode is a must-listen for anyone tracking AI’s role in reshaping private equity, venture capital, and the global innovation economy.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In Episode 31 of the Emerging Manager Growth Show, we explore the public pension channel and its evolving approach to emerging managers.

Gui Costin and Dan DiDomenico break down common myths—like needing three years of track record or massive AUM to engage pensions—and explain why that thinking could be holding you back. They highlight the nuances across Emerging Manager Programs (EMPs), from differences in AUM and vintage limits to how diversity ownership is defined.

The episode also covers how consultants fit into the process, the growing role of internal analyst teams, and why it's essential to know who really influences manager selection. Whether you’re a first-time fund or scaling your strategy, this discussion offers practical guidance on how to approach pensions with purpose, clarity, and consistency.

A must-watch for investment sales professionals looking to unlock opportunities in the pension space—even on a limited budget.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Joe Grogan, Head of Distribution for the Americas at WisdomTree, for an energizing conversation on leadership, sales strategy, culture, and the power of treating people like owners. With over 25 years of experience at firms like Fidelity and State Street, Joe shares how his humble beginnings and early exposure to sales instilled a relentless drive that continues to shape his leadership style.

Joe’s journey to WisdomTree began with a cold call from a recruiter and evolved into a long-standing leadership role at one of the most innovative ETF providers in the industry. He fell in love with WisdomTree’s entrepreneurial culture and commitment to transparency, client outcomes, and constant innovation. Today, he leads a 50-person distribution team across the U.S. and Latin America, focused on providing consultative value to financial advisors rather than just pushing products.

Grogan walks listeners through his approach to team structure and culture, emphasizing the importance of clear expectations, open communication, and professional development. His team spans national accounts, wires, RIAs, and enterprise channels, with a strong emphasis on career pathing from analyst roles to field sales. Weekly calls, one-on-ones, and a highly transparent performance tracking system help drive accountability while fostering healthy competition.

Joe also discusses how CRM and AI tools have transformed his team's efficiency. From automated meeting notes to engagement-based compensation tracking, WisdomTree leverages data to reduce administrative burden and keep salespeople focused on high-impact client interactions. He views CRM entries not as micromanagement but as “gold bars” that unlock insights and create better investor experiences.

Leadership, for Joe, is about servant mindset, vulnerability, and long-term retention. He believes in empowering his team, maintaining low turnover through trust and autonomy, and treating teammates like the professionals they are. Rather than managing activity for its own sake, Joe rewards outcomes and teaches his team to think like owners of their own territory.

His advice to young professionals? Nail your current role. Master the fundamentals. Don’t worry about the next job—it will come if you focus on being excellent where you are. This episode is packed with tactical insight, cultural wisdom, and authentic leadership takeaways from one of the most respected distribution leaders in the business.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.