In this episode of the Rainmaker Podcast, Gui Costin, Founder and CEO of Dakota, hosts a special discussion featuring Jennifer Lundmark and Alex Catterick from Manulife Investment Management. Jennifer, Head of Institutional Distribution North America, and Alex, Senior Managing Director, Head of Alternative Investment Solutions, bring their extensive experience to the table, making this a unique episode with two guests from the same company.

The episode kicks off with introductions. Jennifer oversees institutional distribution activities, covering both public and private market business development and investor relations. She leads a team focused on providing solutions for institutional investors and has a history with firms like American Realty Advisors and Goldman Sachs. Alex, on the other hand, manages the alternative investment solutions team, focusing on private markets and retail strategies. His background includes significant roles at HSBC, Barclays Wealth Management, and JP Morgan Private Bank.

Gui explores the themes of leadership, communication, and best practices in distribution. Jennifer explains her team’s specialist model in North America, where sales professionals focus on specific asset classes, making them more effective when dealing with specialized asset owners. Alex discusses their generalist-specialist model, leveraging existing distribution channels to provide customized solutions to advisors and clients.

The conversation delves into the importance of communication within sales teams. Jennifer emphasizes her biweekly team meetings and regular one-on-one sessions with direct reports to ensure alignment and address issues. Alex talks about building a global team and the need for consistent messaging and approach across different regions.

A key topic is the integration of alternative investment solutions into existing sales processes. Alex highlights the challenge of selling through consultants and advisors and the importance of tracking and measuring efforts. Jennifer discusses the competitive nature of the institutional market and the need for differentiation through consistent marketing and unique solutions.

The use of CRM systems, particularly Salesforce, is highlighted as crucial for managing relationships and ensuring effective communication. Jennifer shares a best practice of sending call notes to her entire team, fostering collaboration and dialogue. Alex talks about developing a process to make CRM usage more efficient for his team.

Gui asks for advice for young professionals entering the industry. Alex emphasizes the importance of becoming a subject matter expert and being solutions-oriented. Jennifer highlights the value of networking and building relationships within the industry.

The episode concludes with a discussion on challenges. Jennifer points out the difficulty of breaking into a crowded market and the need for differentiation, while Alex discusses the challenge of integrating his team into established distribution processes.

This episode provides valuable insights into the strategies and best practices of distribution leaders in the financial industry, offering practical advice and a deeper understanding of the complexities involved in institutional and wealth management sales.

In this episode of the Rainmaker podcast, Gui Costin interviews Troy Chakarun, Managing Director and Head of Private Wealth and Alternative Distribution at Voya Investment Management. Troy discusses his journey from roles at Merrill Lynch and Bank of America to leading sales teams at Voya. He emphasizes the critical role of data in driving sales strategies and introduces his innovative roundtable approach, which enhances market intelligence and builds valuable relationships. Troy also explains Voya’s standardized sales process, the importance of effective communication, and the use of CRM systems to streamline operations. His leadership style, characterized by open communication and teamwork, offers valuable lessons for sales professionals. This episode is a must-listen for anyone looking to excel in sales leadership and data utilization!

The podcast episode of The Rainmaker Podcast, hosted by Dan DiDomenico, features TF Meagher, the Head of North America Institutional Distribution at Janus Henderson Investors. The episode provides insights into Meagher’s career, his leadership philosophy, and the strategies he employs at Janus Henderson to drive success in institutional sales.

Meagher begins by sharing his background, mentioning his roots in the Chicago suburbs and his educational journey at the University of Illinois. He highlights his career trajectory, including roles at Aegon Asset Management and UBS before joining Janus Henderson in 2021. At Janus Henderson, he oversees a team of 20 people focused on institutional sales, consultant relations, and client management. He emphasizes the importance of teamwork and the client-first approach, which aligns with the firm’s mission and values under the leadership of CEO Ali Dibadj.

Meagher discusses the sales process at Janus Henderson, noting the importance of being client-centric and the need for his team to be experts in the specific market segments they serve. This expertise allows them to understand and address the unique challenges of their clients, whether they are public pension plans, nonprofits, endowments, foundations, or family offices. He also mentions the balance between strategic and tactical sales plans, emphasizing the need to adapt to the macro-environment and client feedback.

The conversation shifts to the internal communication and management practices within his team. Meagher highlights the use of a CRM system to capture client feedback and track sales activities, despite the general reluctance of salespeople to engage with such systems. He explains how leveraging data from CRM and AI can optimize their sales processes and enhance their ability to meet client needs. Additionally, Meagher stresses the importance of maintaining internal relationships across the organization to ensure efficient operations and client satisfaction.

On leadership, Meagher advocates for a collaborative approach, focusing on team success rather  than  individual  achievements. He underscores the significance  of  staying in front of clients to maintain relevance and passion in the sales field. For young  professionals entering the industry, he advises developing a deep understanding of  investment products, fostering internal relationships, and outworking the competition.

The episode concludes with Meagher’s reflections on the challenges in the current market environment, particularly the need for differentiation and the effective use of data to back up sales strategies. Overall, Meagher’s insights offer valuable lessons on leadership, client  engagement, and the importance of a data-driven approach in institutional sales.

Welcome to a detailed summary of the "Rainmaker Podcast" episode featuring Gui Costin and special guest Madeleine Sinclair, hosted by Dakota. In this episode, Gui and Madeleine delve into intricate discussions about sales strategies, team dynamics, leadership, and much more, tailored especially for professionals in sales and distribution roles.

The episode kicks off with Gui Costin, the founder and CEO of Dakota, introducing the podcast's focus on sharing profound insights from leading sales and distribution executives. This session is particularly engaging as it features Madeleine Sinclair, the Head of Distribution for North America at Blue Owl Capital. Madeleine brings a wealth of experience from her previous roles at BlackRock and her comprehensive educational background with an MBA from NYU Stern.

Madeleine begins by providing an overview of Blue Owl Capital, highlighting its growth in the alternative asset management sector and its expansive global presence with offices worldwide. Her personal journey from Kansas City to a leading position in a significant financial firm sketches a narrative of ambition, timely opportunity, and professional evolution.

A significant portion of the conversation is dedicated to discussing the operational structure and sales strategies at Blue Owl. Madeleine outlines the organizational setup across various channels like wirehouses, regional independents, and RIAs. She emphasizes the importance of having a well-integrated team where each member plays a specific role, enhancing overall productivity and effectiveness in reaching and servicing clients.

The sales process at Blue Owl, as Madeleine describes, is underpinned by a dual strategy of deepening relationships with existing clients and expanding the market by onboarding new producers. She mentions the use of "Market Activation Plans" which combine data analysis and strategic outreach to optimize sales efforts and team performance. The dialogue also touches on the importance of leveraging technology and data analytics to streamline processes and enhance decision-making.

Leadership is another key theme addressed in this episode. Madeleine shares her philosophy of being a 'setup leader' who aims to empower her team by aligning their personal goals with the organization's objectives. Her approach emphasizes understanding and supporting her team's individual motivations and potential, fostering a culture of collaboration and collective achievement.

Furthermore, the use of CRM (Customer Relationship Management) tools is discussed in depth. Madeleine compares CRM to the central nervous system of an organization, essential for managing relationships and operational efficiency. She advocates for a strategic use of CRM to not only store information but to actively guide sales strategies and client engagement.

Gui and Madeleine conclude the podcast by discussing the critical role of communication within teams and the executive level. They highlight the importance of maintaining a regular and structured communication cadence to ensure everyone is aligned with the company’s goals and strategies.

Overall, this episode of the Rainmaker Podcast provides invaluable insights into effective sales management, strategic planning, and leadership from a seasoned professional in the field. It serves as a resource for sales professionals looking to refine their strategies and learn from the experiences of industry leaders like Madeleine Sinclair.

In this episode of the Rainmaker Podcast, hosted by Gui Costin, we delve deep into the intricacies of sales strategies and leadership in the financial sector, featuring Phil Shankweiler, Managing Director at Starwood Capital. The episode kicks off with an introduction to Dakota Marketplace, a comprehensive database designed to streamline the fundraising process for investment opportunities.

Phil Shankweiler shares his extensive background in sales and distribution, beginning with his early career at Hartford Funds and his pivotal role during the financial crisis. His journey from managing internal sales to leading significant fundraising initiatives provides a foundation for his current role at Starwood Capital, where he focuses on Private Wealth Solutions. Shankweiler's experience at PLANCO, a dedicated distributor and marketing firm, significantly shaped his approach to sales, emphasizing the power of storytelling in investment value communication.

Throughout the conversation, Shankweiler discusses the evolution of his career and the sales strategies that have stood the test of time. He highlights the importance of aligning sales narratives with client needs and the critical role of resilience in sales. His transition to Starwood Capital marked a strategic move to leverage his expertise in building and managing sales teams focused on the Registered Investment Advisor (RIA) channel.

The podcast explores the characteristics of the RIA channel, which differs markedly from traditional institutional channels due to its unique decision-making processes. Shankweiler outlines the strategic approach necessary for success in this space, including the recruitment and development of talent specifically skilled in investment knowledge and client communication.

Further, the episode delves into the operational strategies at Starwood Capital, where Shankweiler leads a team dedicated to RIA engagement. He discusses the segmentation of markets, the challenges of gaining access to top-tier advisors, and the utilization of events and personal outreach to build relationships and present Starwood’s investment capabilities.

In discussing the sales process, Shankweiler emphasizes the importance of structured communication and regular team meetings to align on goals, strategies, and the nuances of client interactions. He advocates for a comprehensive understanding of the sales funnel from prospecting to closing deals, underscoring the use of CRM tools to enhance efficiency and effectiveness.

The episode concludes with Shankweiler sharing insights on leadership, emphasizing the need for a clear perspective and the ability to simplify complex concepts. His advice to young sales professionals stresses the lifelong commitment to learning and adapting to the evolving landscape of financial services.

This insightful discussion not only sheds light on Shankweiler’s strategic approach to sales and leadership but also provides valuable lessons for sales professionals in any field looking to enhance their effectiveness and impact.

In this enlightening episode of the Rainmaker Podcast, Gui Costin hosts Jonathan Kingery, Senior Vice President and Head of US Wealth Management Sales at Franklin Templeton, offering a deep dive into the strategies that have shaped his successful career in investment sales. Kingery shares his journey from a financial advisor to a leadership role, emphasizing the unconventional paths that can lead to success in the financial industry. His insights are particularly valuable for those in investment sales, as he discusses the importance of adaptability and strategic pivots in one’s career.

Kingery’s approach to leadership and team management is a central theme, focusing on effective communication and the structured use of CRM systems to enhance client relationships and operational efficiency. He stresses how a well-implemented CRM system is not just a tool but a crucial asset that can transform the way a company interacts with its clients and manages internal processes.

For investment sales professionals, Kingery's detailed discussion on the integration of technology in sales processes, and his strategic outlook on team structure and client interaction provide actionable strategies that can be applied to optimize sales performance and client engagement.

This episode is a must-listen for anyone in the field of investment sales looking to gain insights from a seasoned leader on building a successful sales strategy, leveraging technology, and leading a team effectively in the ever-evolving landscape of financial services. Kingery’s experiences and advice offer valuable lessons in enhancing sales techniques and improving team dynamics.

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.

The discussion further unravels the nuances of Baillie Gifford's team dynamics, client engagement strategies, and the unique benefits of its partnership structure, fostering stability and a shared long-term vision. Wood's leadership philosophy, emphasizing support, work-life balance, and the nurturing of strategic client partnerships, showcases the human element pivotal in finance.

The episode is a testament to Baillie Gifford’s dedication to innovation and client-centric investment strategies. Listeners gain a comprehensive understanding of the strategic pillars that guide Baillie Gifford, making it a compelling episode for those interested in the intersection of investment wisdom and visionary leadership.

In this insightful episode of The Rainmaker Podcast, host Gui Costin is joined by Doug Keller, Head of Alternative Investments at T. Rowe Price. With a rich background in the financial advisory world, shared by both his parents and himself, Keller brings a wealth of experience from his tenure at reputable institutions like Blue Owl, Pantheon Ventures, and Bank of America Merrill Lynch.

This conversation delves into Keller's personal journey, revealing his early life's influence on his career. Growing up in a family deeply entrenched in financial advisement, his transition from a collegiate baseball pitcher to a prominent figure in alternative investments seems almost predestined. Keller's narrative is not just a story of professional success but a testament to the power of long-term relationships and personal growth.

The dialogue shifts focus to the importance of teamwork and leadership in the context of sales and investment. Keller's approach to leadership—emphasizing team orientation, individual support, and a strategic balance between generalists and specialists—highlights the critical role of collaborative efforts in achieving sales goals. This approach is particularly evident in T. Rowe Price's management of its extensive portfolio, which necessitates a nuanced understanding of market demands and client needs.

Keller's insights into the sales process are both practical and strategic, offering listeners a glimpse into the complexities of fund distribution and the importance of aligning sales activities with overarching business objectives. His emphasis on leveraging Customer Relationship Management (CRM) tools underscores the technological backbone supporting modern sales strategies, facilitating precise tracking and efficient management of sales activities.

Moreover, Keller's leadership philosophy is profoundly human-centric, focusing on empowerment, accountability, and the recognition of individual contributions. His belief in transparent communication and setting realistic expectations serves as a guiding principle for nurturing a productive and motivated sales force.

This episode not only provides a deep dive into the mechanics of sales and distribution in the investment world but also celebrates the human elements that drive success in this field. Listeners will come away with a richer understanding of the strategies that underpin effective sales leadership, the challenges of managing a diverse portfolio, and the personal qualities that distinguish exceptional leaders in the competitive landscape of investment management.

Through Keller's experiences and perspectives, The Rainmaker Podcast once again affirms its commitment to offering valuable insights to sales professionals, enriching their understanding of the industry's dynamics and equipping them with the knowledge to navigate their careers with confidence and strategic acumen.

In the Rainmaker Podcast episode hosted by Gui Costin, the spotlight was on Lisa Harrow-Chodock, a distinguished figure in the realm of institutional capital fundraising. With a rich background that spans roles at Comvest Partners, Triago, Och-Ziff, and Duff & Phelps, Lisa brings an impressive two decades of experience in the alternative asset industry to the table. She is currently the Managing Director at Lateral Investment Management, where she plays a pivotal role in capital raising for the firm.

The episode kicked off with an introduction to Dakota Marketplace, underscoring its utility in streamlining the fundraising process for fundraisers by providing a unified platform to access a comprehensive database of institutional and intermediate investment opportunities. This tool is presented as a solution to the challenges of managing multiple databases and channels in the search for the right investment opportunities.

Lisa delved into her journey, starting from her initial foray into the finance world, focusing on illiquid valuation work, and evolving into a career centered around capital raising. She highlighted her focus on the U.S. lower middle market across various sectors such as buyout growth equity, venture, and secondaries. Lisa's passion for her work shines through as she talks about her love for the intricacies of fundraising and her success in executing over 30 mandates.

Residing in Rhinebeck with her family, Lisa provides insights into her personal life while also detailing her professional ethos at Lateral Investment Management. She emphasizes the firm's focus on the U.S. lower middle market, targeting companies with substantial EBITDA and aiming to be the first institutional capital in businesses poised for growth, particularly in technology and business services.

The conversation transitions to Lisa's sales philosophy, where she advocates for building genuine relationships with investors rather than traditional selling tactics. She describes her approach as a meticulous process of understanding an investor's needs and matching them with appropriate investment opportunities, akin to a matchmaking process in private equity.

Lisa's narrative extends to the importance of being organized and prepared, sharing techniques that ensure consistent follow-up and engagement with potential investors. She underscores the significance of personal interaction, preferring direct phone calls over mass emailing for establishing initial contact.

The podcast also touches on Lisa's strategy for navigating the vast landscape of LP (Limited Partners) in the U.S., advocating for a targeted approach that focuses on core LPs actively allocating capital. She shares insights on the nuances of effective fundraising, including the strategic use of personalization in communication to stand out and resonate with potential investors.

Lisa’s narrative concludes with a profound piece of advice for newcomers in the industry: to persevere and maintain a strong resolve despite the challenges inherent in investment sales. Her journey and insights not only shed light on the art and science of fundraising but also serve as an inspiration for sales professionals seeking to excel in the dynamic world of institutional capital raising.

In this Rainmaker Podcast episode, Gui Costin and Steve Brennan, from Hamilton Lane, delve into the evolving dynamics of sales within the investment management industry, focusing particularly on the private markets sector. Steve shares his extensive journey, starting in the operations department at the Bank of New York, progressing through relationship management at Goldman Sachs, and eventually leading Hamilton Lane's global private wealth solutions. His insights into the transition from institutional to private wealth clients highlight the nuanced approach required in sales strategies, emphasizing the importance of education and understanding client needs.

Steve discusses the critical aspects of building a successful sales team, including the importance of recruitment, training, and retention, focusing on the significance of product and market knowledge. The conversation also explores the strategic direction of Hamilton Lane, particularly the firm's efforts to introduce private market solutions to the private wealth sector. Steve points out the challenges and opportunities this expansion presents, including the need to adapt sales approaches to meet the sophisticated demands of private wealth clients.

Furthermore, Steve emphasizes the growing importance of technology and digital platforms in sales strategies, suggesting that innovation, coupled with traditional relationship-building, will be key to future success in the industry. The episode provides a comprehensive look at the sales landscape in investment management, offering valuable lessons for professionals seeking to navigate the complexities of selling investment solutions, especially in the private markets.

Listeners are given a rare glimpse into the strategic thinking behind Hamilton Lane's success in engaging both institutional and private wealth clients, underscored by Steve's belief in the power of education, tailored sales strategies, and the art of relationship building. The discussion serves as a testament to the evolving nature of sales in the investment management sector, highlighting the need for adaptability, strategic foresight, and a deep understanding of client needs.