In this Rainmaker Podcast episode, Gui Costin speaks with Jane Greenfield, head of consultant engagement at Vanguard. Jane discusses her 23-year journey at Vanguard, a client-owned investment firm managing over $9 trillion in assets. Emphasizing Vanguard's client-first culture, Jane explains how their unique structure drives long-term relationships, fostering a collaborative and client-centered environment.

They explore the value of institutional knowledge, with Jane noting that longevity within a company helps build deeper connections and insight. She outlines Vanguard’s structured sales approach, which involves a strategic, discovery-focused relationship-building process and a tactical focus on preparation, listening, and follow-up.

Jane’s leadership style is rooted in being “in the arena” with her team, promoting high standards with empathy. She encourages aspiring sales professionals to be lifelong learners who deeply understand their clients and offerings. Her approach exemplifies how client focus and collaborative culture drive lasting success at Vanguard.