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.