In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover key job moves, including Blake Shorthouse joining Blue Owl Capital as Global Head of Family Capital, Sam Anderson and Harris Baltch taking leadership roles at Dynasty Investment Bank, and Colin Simpson moving to Manulife as CFO. In RIA/FA M&A, LPL Financial acquires The Investment Center, adding $7B in assets, Integrated Partners expands with Prout Financial Design, and Kovitz acquires Transform Wealth, bringing in $3B in client assets. Institutional updates include Illinois Police Officers Pension Fund preparing a $390M RFP for small-cap equity managers and Mendocino County Employees’ Retirement selecting Artisan Partners for emerging markets equity. Fundraising news features Stafford Capital Partners closing a $1.04B timberland fund and Morgan Stanley raising $4.1B for North Haven Infrastructure Partners IV. 

Tune in for the latest in institutional and intermediary fundraising!

In this episode of The Rainmaker Podcast, host Gui Costin sits down with Brad Jung, Head of North America Advisor and Intermediary Solutions at Russell Investments. Jung shares insights on sales leadership, team alignment, and how to effectively manage a large, remote sales force while maintaining high performance.

Jung opens with his personal story, reflecting on his early work experiences, from a childhood paper route to working construction in college. These formative experiences instilled in him the value of hard work, relationships, and the importance of service—principles that have shaped his leadership style today.

As the conversation shifts to Russell Investments, Jung discusses the firm’s evolution from institutional investment management to serving individual investors. He explains how the company's institutional sales approach trickled down into financial advisory services, allowing individual investors to benefit from the same level of sophistication as large institutions. With over $331 billion in assets under management as of 12/31/24, Russell Investments is a global leader in investment management solutions.

A key focus of the episode is managing a remote sales force effectively. With 70% of his 120-person North American team working remotely, Jung emphasizes the importance of alignment, communication, and transparency. He structures his leadership approach around five pillars: strategy, structure, people, process, and performance. Weekly pipeline meetings ensure sales teams remain accountable, while leadership focuses on removing roadblocks to success. He also highlights the importance of tracking and reporting sales activity to prevent misalignment between internal and external sales teams.

Jung introduces a "collision" communication method, where informal, unplanned conversations replace rigid, scheduled meetings. He actively reaches out to team members for short check-ins, believing these real-time interactions provide deeper insights into challenges and opportunities. He also discusses the necessity of a robust CRM system, ensuring all sales activities are logged, analyzed, and leveraged for smarter decision-making.

As the discussion unfolds, Jung emphasizes the role of mentorship and continuous learning. He urges young professionals to find mentors, stay curious, and master their craft. He also shares leadership lessons from his own journey, emphasizing the importance of knowing your “why”, inspiring a shared vision, and leading with a personal, relationship-driven approach.

The episode wraps with a discussion on prioritization and adaptability in leadership. Jung stresses the importance of focusing on what truly matters, staying agile in the face of industry changes, and fostering an environment where salespeople feel supported, valued, and motivated to perform at their best.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover key job moves, including Ben Meng's appointment as Head of Investment Portfolio Management at CPP Investments, David Vickers becoming CIO at Windmill Hill Asset Management, and Sholton Davidson joining Abu Dhabi Investment Council. In RIA/FA M&A, LPL Financial acquires The Investment Center, adding $7B in assets, expands with a four-advisor team via Carnegie Private Wealth, and recruits Charles Kraft from Wells Fargo. Institutional updates highlight consultant searches at Worcester Retirement System and Quincy Retirement System’s $62M in private market commitments. Fundraising news features Brookfield Asset Management closing its first middle-market infrastructure fund at $1B. 

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In this episode of The Dakota Research Podcast, the team explores the latest private equity news, highlighting major fundraising rounds, notable acquisitions, and key industry moves. The discussion centers on lower middle market (LMM) buyouts, featuring insights from Eden Capital. The conversation covers the appeal of LMM investments, including valuation arbitrage, buy-and-build opportunities, and operational enhancements. The episode also examines investment risks, mitigation strategies, and exit options for private equity firms in this sector. Concluding with upcoming events, this episode provides actionable insights for investors navigating the LMM landscape.

In this episode, CEO and Founder Gui Costin is joined by Investment Sales team member Tim Dolan to discuss everything Family Offices relating to emerging managers. The two discuss family office insights, upcoming conferences, and best practices.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover notable job changes, including Reid Spears joining Texas Permanent School Fund as Senior Investment Officer for Private Credit, Bryan Pinedo moving to Jefferies Prime Brokerage, and Innes McKeand transitioning to Abu Dhabi Investment Authority as Chief Investment Officer for Equities. In RIA/FA M&A, Apella Wealth acquires Marrella Private Wealth, Americana Partners expands with the acquisition of $2B Boulevard Family Wealth, and HUB International recruits advisors Steve Glasgow and Jordan Sibler in Nashville. Institutional updates include investment consultant searches at CalSTRS and TRS of Illinois, private equity commitment pacing at LA Water & Power, and private markets investments at San Francisco Employees Retirement System. Fundraising highlights feature Eurazeo surpassing €3B for its latest mid-large buyout fund. Tune in for the latest in institutional and intermediary fundraising!

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover key job changes, including Terri Sanchez retiring from PA PSERS, Matt Marshall joining Mass PRIM as a Private Equity Investment Officer, and Jimmy Ross moving to Aon as a Senior Investment Consultant. In RIA/FA M&A, Mariner Wealth Advisors acquires $730M Ocean Heights Advisors, CAPTRUST picks up Carolinas Investment Consulting, and LPL Financial recruits the $250M Shorepoint Wealth team from Wells Fargo. Institutional updates include international equity manager searches at Oakland Police and Fire Retirement System and Alameda County Employees Retirement Association, while Rhode Island State Pension commits $51M to BPEA Private Equity Fund IX. Fundraising highlights feature BlackRock’s Global Infrastructure Partners Fund V nearing its $25B target and 400 Capital closing its fourth private credit fund at $1.39B. 

Tune in for the latest in institutional and intermediary fundraising!

In this episode of The Dakota Research Podcast, the team covers the latest private equity news, featuring major fundraising rounds, deals, and industry shifts. The main discussion focuses on investing in sports, exploring the increasing role of institutional investors in major leagues and the expansion of private equity in sports franchises. Topics include media rights, sponsorship trends, and the rise of women’s sports as a major investment opportunity. The episode also examines emerging segments like youth sports, sports betting, and technology-driven fan engagement. Closing with upcoming events, the discussion provides actionable insights for investors.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover key job changes, including JJ Figlin joining Evoke Advisors, Jack Wildermuth moving to Sendero Wealth Management, and Teddy Repko joining the sovereign wealth fund of the San Manuel Band of Mission Indians. In RIA/FA M&A, Cetera acquires Concourse Financial Group Securities, Raymond James recruits Edward Gallie from Wells Fargo, and LPL Financial secures a $400M team from Synovus. Institutional updates include private equity commitments from Los Angeles City Employees’ Retirement System and Massachusetts PRIM, while Wisconsin Board of Commissioners of Public Lands allocates $25M to PGIM Senior Loan Opportunities Fund II. Fundraising highlights feature CAZ Investments launching a new professional sports ownership fund, GCM Grosvenor closing a $615M co-investment fund, and Blackstone closing its $5.6B energy transition fund.

Tune in for the latest in institutional and intermediary fundraising!

In this episode of The Rainmaker Podcast, host Gui Costin, Founder and CEO of Dakota, sits down with Allen Gray, Managing Director at Silvercrest Asset Management Group. With decades of experience in institutional sales and marketing, Allen shares insights into his career, leadership philosophy, and the evolving landscape of institutional investing.

Allen begins by discussing his career journey, which started at Kidder, Peabody & Company despite having no formal business education. He quickly adapted, completing accounting courses and participating in a management training program. After the firm's acquisition by General Electric, he sought partnership opportunities and co-founded Radnor Capital Management, growing assets from $10 million to $1.6 billion in six years before selling to U.S. Trust Company. Later, at Osprey Partners, he helped expand assets from $800 million to $4.2 billion in just two and a half years.

At Silvercrest, Allen was tasked with building an institutional business from the ground up. When he joined in 2008, the firm had $6.5 billion in ultra-high-net-worth assets but only $100 million in institutional assets. Through strategic acquisitions and disciplined growth, Silvercrest now manages $10 billion in institutional assets, with top clients averaging over $400 million each. The firm has expanded investment capabilities, adding growth and international strategies.

Allen’s sales strategy emphasizes process over volume. His teams are structured into small, specialized silos with dedicated investment, client service, and business development professionals. He stresses relationship-building over transactional sales, ensuring long-term partnerships. Silvercrest also leverages subadvisory relationships, allowing distribution through larger platforms without engaging in retail sales.

Communication and transparency are essential to Allen’s leadership. Silvercrest tracks an "actionable pipeline", focusing on opportunities likely to close within six months. His trust-based leadership allows experienced professionals the freedom to execute their responsibilities while maintaining accountability. He prioritizes hiring skilled individuals, providing them with the right tools, and minimizing bureaucracy.

For young professionals entering the fundraising business, Allen advises deep investment knowledge beyond sales materials. Understanding market dynamics, analyzing performance data, and maintaining transparency in tough times are key to success. He highlights industry challenges, including increased competition from consulting firms offering multi-manager funds, making direct institutional outreach more crucial.