Explore every episode of the podcast Dakota Rainmaker Podcast

In this episode of the Rainmaker Podcast, Gui Costin sits down with Larry Pokora, Managing Director on the Investor Relations team at Tilden Park Capital, to unpack a 30+ year career spanning traditional asset management, alternatives, and institutional fundraising. The conversation moves from Pokora’s blue-collar upbringing in Pittsburgh to his hard-earned perspective on what actually drives long-term success in fundraising.

Pokora begins by tracing his career back to an unconventional starting point: working as a programmer analyst at Mellon Financial Services after attending the Community College of Allegheny County. That early technical role, he explains, trained him to think linearly, diagnose problems, and stay disciplined when things didn’t work the first time. Those habits—problem-solving, persistence, and accountability, became foundational as he transitioned into product specialist and sales roles within Mellon.

A pivotal chapter followed at SEI Investments, where Pokora gained broad exposure to how asset managers, consultants, and investment teams operate. His time at SEI provided a full view of the institutional ecosystem, from OCIO mandates to consulting dynamics, while reinforcing the importance of preparation and repetition in winning mandates. Despite success, Pokora recognized a gap in his experience: he wanted to work closer to firms actually managing capital.

That realization led him to Brandywine Asset Management and later to what he describes as a career-defining move, joining Paulson & Company in 2006, just ahead of the Global Financial Crisis. Fundraising during this period required more than performance figures; it demanded the ability to clearly explain complex strategies to consultants and allocators navigating fear, skepticism, and unfamiliar instruments. Pokora emphasizes that sales at this level is ultimately about education and translation, not persuasion.

Throughout the conversation, Pokora outlines a clear fundraising philosophy. First, knowledge is non-negotiable, knowing your product, understanding portfolio fit, and being fluent in competitors’ strategies. Second, there are no shortcuts. Even decades into his career, Pokora still prioritizes volume, preparation, and follow-through. Third, disciplined CRM usage is a competitive advantage, enabling better client engagement, internal reporting, and accountability.

Beyond tactics, Pokora highlights the less discussed but equally important role of energy and leadership. Investor relations professionals set the tone within an organization, particularly during challenging periods. Showing up prepared, optimistic, and transparent builds trust internally and externally.

The episode closes with practical advice on internal communication, executive interaction, and final presentations, reinforcing a recurring theme: success in fundraising is built through consistency, clarity, and doing the work, day after day, cycle after cycle.

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, Gui Costin sits down with Nate DaPore, Founder of Roo Capital, to explore how an operator’s mindset, disciplined sales execution, and hands-on value creation have shaped a differentiated venture capital platform.

DaPore’s story begins with early exposure to sales and entrepreneurship out of necessity. Paying his own way through college, he convinced a car dealership to give him a trial selling cars over the summer, quickly outperforming expectations and earning enough to fund his education. That formative experience reinforced two core themes that would define his career: accountability and relationship-driven selling.

Following college, DaPore co-founded Benefitfocus, a healthcare software company that digitized employee benefits enrollment at a time when paper processes dominated. Starting as the firm’s first salesperson and eventually leading a 200-person sales organization, he helped scale the business from zero to $200 million in recurring revenue and through an IPO. The experience gave him firsthand exposure to scaling teams, building go-to-market engines, and operating through rapid growth.

DaPore later founded and served as CEO of PeopleMatter, a venture-backed SaaS company focused on talent management for hourly workers. While the company was ultimately successful, raising over $60 million in venture capital and exiting to a strategic buyer, the experience revealed critical shortcomings in traditional venture models. As a founder, DaPore observed that many investors were capital providers first and operational partners second, often lacking the infrastructure or incentives to meaningfully support execution.

Those lessons became the foundation for Roo Capital. DaPore built the firm around a three-part model—capital, talent, and growth, designed to actively support founders beyond the check. Roo integrates an in-house executive search business and a dedicated growth team that works directly with portfolio companies on hiring, go-to-market strategy, pricing, and systems. This structure allows Roo to participate deeply in value creation rather than relying on passive oversight.

A recurring theme in the conversation is DaPore’s emphasis on transparency and relationship-building, particularly with LPs. Roo replaces traditional static quarterly reports with interactive video-based portfolio updates, featuring founders directly and allowing real-time Q&A. This approach not only strengthens trust but also gives LPs a clearer understanding of how value is being created between annual meetings.

On the investment side, DaPore outlines Roo’s disciplined early-stage framework, centered on the “6 Ps”: People, Passion, Pain, Possibility, Priorities, and Product. The firm prioritizes founder quality and problem relevance, investing primarily at the pre-seed, seed, and early Series A stages across cybersecurity, healthcare, and vertical SaaS.

The episode closes with practical insights on fundraising as a sales process. DaPore emphasizes repetition, iteration, and feedback, using early LP meetings as pressure tests to refine messaging and sharpen differentiation. By treating fundraising like enterprise sales, Roo was able to exceed its first fund target and build momentum for future growth.

Overall, the conversation highlights how operator empathy, disciplined sales execution, and hands-on engagement can translate into a differentiated and durable investment platform.

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 speaks with Mark Levy, a differentiation expert and founder of Levy Innovation, known for helping individuals and organizations stand out through what he calls “big sexy ideas.” Levy has worked with major companies and thought leaders, including Simon Sinek, and emphasizes the power of clarity, surprise, and storytelling in business communication.

The episode centers around the critical importance of differentiation in the investment business, especially for fundraisers and marketers constantly facing competition. Levy explains that being “better” than competitors often leads to vague or forgettable comparisons, whereas being “different” creates a unique category—a “category of one”—that sets a brand apart.

Levy shares techniques for uncovering differentiation, such as listing all industry assumptions and flipping them to find unconventional approaches. He illustrates this with the story of Schlitz Beer, which became a top brand after advertising its “ordinary” brewing process that, while standard in the industry, was unknown and impressive to the public. This story underscores Levy’s point that what’s obvious to insiders may be extraordinary to outsiders.

Costin and Levy agree that every investment strategy has a story, even if the portfolio managers don’t immediately see it. They discuss how identifying moments of surprise, change, or passion can reveal a firm’s uniqueness. A practical tip from Costin involves asking fund managers, “What gets you out of bed in the morning?” to uncover authentic motivation and inspiration behind a strategy.

Levy stresses that in fundraising, where clients must sell strategies internally, numbers alone won’t stick—memorable stories will. The goal is to tell a story so compelling that someone can repeat it to others and sound insightful. Storytelling becomes essential not only in marketing materials but also in meetings, pitches, and quarterly updates. These stories should reflect how the firm thinks, why decisions are made, and how anomalies or blips lead to insights and improvements.

The conversation concludes with a strong message: in a crowded, noisy, and data-heavy investment world, your differentiation is your brand. To stand out, you must communicate how you think, not just what you do, through stories that show how your approach uniquely benefits clients.

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, Gui Costin sits down with Afzal M. Tarar, Founder and Managing Partner at Quartus Capital Partners LLC, to discuss his journey in AI and technology, management consulting, venture capital, strategies for capital raising, and building a high-performance investment platform. Afzal shares his insights on the evolving landscape of alternative investments, the importance of disciplined investment processes, and the techniques that have allowed Quartus to differentiate itself in a competitive market.

Afzal opens by detailing his professional journey, including his early experience in AI and technology, management consulting, finance, wealth and investment management, which provided him with a solid foundation in portfolio strategy, risk management, and investor relations. He emphasizes that a deep understanding of client needs, coupled with the ability to anticipate technology, industry and market shifts, has been crucial in shaping his approach to building a successful investment firm. 

A central theme of the episode is relationship-driven fundraising. Afzal highlights the importance of developing trust with investors, particularly family offices, high-net-worth individuals, and institutional clients. He discusses how Quartus approaches each relationship with tailored communication, transparency, and a consultative mindset, ensuring investors understand both the strategy and the risk-reward profile of the firm’s offerings. According to Afzal, building a strong, long-term network of investors is just as critical as generating strong returns.

Afzal also delves into team building and leadership philosophy. He underscores the importance of hiring talented, disciplined individuals who align with the firm’s culture and values. By fostering collaboration, mentorship, and accountability, Quartus has been able to scale operations while maintaining high stan-
dards of client service. Afzal emphasizes that leadership in venture capital is not just about directing strategy but about empowering teams to take ownership of their work.

The episode explores Quartus’ investment approach, focusing on growth-stage venture capital deals and value creation strategies that involve both operational improvement and strategic guidance. Afzal explains how the firm identifies opportunities, performs rigorous due diligence, and works closely with
management teams to unlock growth potential.

Finally, Afzal offers guidance for young professionals entering the investment space: prioritize relationship-building, continuous learning, and operational discipline. He emphasizes that persistence, preparation, and a strong ethical foundation are key to long-term success in fundraising and venture capital.

This episode provides actionable insights into capital raising, investor relations, and leadership in venture capital, making it a valuable listen for fundraisers, portfolio managers, and emerging investment professionals.

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 interviews Alisa Kolodizner, Co-Owner and Managing Partner at Prairie Hill Holdings, an alternative investment firm focused on triple-net lease commercial real estate. Alisa shares her compelling journey from immigrant roots to high-impact financial professional and entrepreneur.

Alisa began her career in financial services at TD Ameritrade, eventually becoming one of the top five financial advisors company-wide within two quarters—despite no formal advisory background. Her early success, especially as a young woman in a male-dominated field, inspired her to mentor peers. She went on to establish TD Ameritrade’s first women’s networking group and moved into training roles, where she coached financial advisors across the country. Her division later became the top-performing in the company.

After over a decade at TD Ameritrade, including institutional sales and product development, Alisa transitioned to entrepreneurship. She co-founded Prairie Hill Holdings in 2021 with business partner Matt, whom she met while exploring business acquisition opportunities. Prairie Hill is an open-end fund that invests in triple-net lease properties with high-quality, e-commerce-resistant tenants in sectors such as education, medical, industrial, and grocery. The fund is designed to offer institutional investors a stable, bond-like return profile with equity-level upside, addressing a common gap in traditional portfolios.

Alisa emphasizes the importance of playing to your strengths rather than overinvesting in fixing weaknesses—a lesson she learned through the growing pains of entrepreneurship. She also highlights the significance of building a strong, complementary team to scale a business effectively.

The discussion also touches on Alisa’s embrace of AI tools and large language models to increase operational efficiency. Prairie Hill uses AI-powered CRM and meeting software to support investor communications, follow-ups, and internal coordination.

For young professionals entering financial services or sales, Alisa’s advice is clear: reach out to your network, stay curious, be authentic, and focus on being reliable. Reliability builds trust—and trust is the currency of leadership, teamwork, and successful sales.

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, Gui Costin sits down with Daniel Duncan, Managing Director of Business Development and Client Services for Seafarer Capital Partners, for an in-depth conversation about building a differentiated emerging markets manager distribution plan, navigating the U.S. investment professional landscape, and scaling relationships with institutional investors. Daniel, with decades of experience in global emerging markets, shares how his background managing complex distribution landscapes informed his approach to building credibility with multiple client types centered on expertise, integrity, and long-term relationships.

At Seafarer, Daniel emphasizes the firm’s commitment to long-term alignment with investors, particularly institutions such as Multi-Family Offices, Large RIAs, Endowments, and Retirement Consultants. He explains how the firm maintains high-touch relationships, providing detailed reporting, market insights, and ongoing communication to ensure investors are informed and confident in the firm’s strategies. Daniel notes that trust and credibility are central to capital formation, and building those relationships requires consistency, responsiveness, and integrity.

A major theme of the episode is how Daniel communicates about Seafarer’s efforts to differentiate itself in a competitive market. The firm’s team combines deep technical expertise in emerging market equities with a disciplined, research-driven process to identify mispricings and relative value opportunities globally. Daniel explains that this combination – what Seafarer would describe as its disciplined active management approach - embody Seafarer’s aim to deliver consistent, risk-adjusted returns while providing investors with a clearly articulated investment philosophy.

Daniel also shares insights into the firm’s culture and leadership. He stresses the importance of hiring talented, curious, and disciplined professionals, fostering an environment where team members can challenge assumptions and contribute to decision-making. This collaborative approach enables Seafarer to operate nimbly while maintaining rigorous investment standards.

Finally, Daniel offers guidance for young professionals entering the investment world: focus on mastering the fundamentals, develop a global perspective, and prioritize building trust and credibility in every interaction. This episode provides actionable insights for fundraisers, portfolio managers, and investors seeking to navigate the complexities of global investing with discipline and integrity.

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, Gui Costin speaks with Michael Ashmore, Founder of Rondeivu, an end-to-end InvesTech platform transforming how institutional investors source diligence, transact, and monitor investments across private markets. Michael, with over 20 years of experience in finance, private equity, and venture capital, shares his journey from a background in law and economics to founding Rondeivu after recognizing the inefficiencies in private markets and deal processes.

Michael recounts his career path, starting with a desire to pursue corporate law, but transitioning into the investment world after realizing that law wasn't the right fit for his long-term career. He began his career in institutional investments, gaining valuable experience managing multi-billion-dollar portfolios for pensions and fund-of-funds. His time at firms like OMERS and PGGM laid the groundwork for his entrepreneurial venture into the tech-enabled private market space.

Rondeivu, founded in 2021, was built to address the inefficiencies Michael experienced as an investor at OMERS. These inefficiencies included duplicative efforts, disparate data, and lack of centralized systems for managing private market deals. Michael and his co-founder set out to create a platform that would streamline the deal process, making it more efficient for both investors and managers. The platform includes automated tools for sourcing deals, conducting due diligence, and managing transactions, with a focus on real-time updates and seamless workflows.

Michael discusses Rondeivu’s initial success, including its ability to secure $371 billion in investor mandates, representing discretionary private market capital from sovereign wealth funds, pension funds, insurance companies, and family offices. He also shares how the firm has been able to close deals with large institutional players, and his approach to business development and building a client base. The platform’s ability to help investors leverage technology to save time and improve decision-making is a central part of its value proposition.

Rondeivu’s value proposition, according to Michael, is its ability to provide a quicker “yes or no” for investors, cutting down on the time spent analyzing opportunities and giving them the tools they need to make faster, more informed decisions. He describes how their algorithmic matching and deal sourcing capabilities help reduce inefficiencies and create a seamless experience for institutional investors.

In the episode, Michael also shares his leadership style and the challenges of scaling a fintech startup. He emphasizes resilience, the importance of learning from mistakes, and staying focused on building the business. Michael’s advice for young professionals is clear: embrace the challenges, keep learning, and stay patient.

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 welcomes Dean Kantor, the founder and CEO of CoreGro, a private equity real estate firm focused on generating long-term value through strategic acquisitions and structured investments. Dean, who has over 20 years of experience in finance, private equity, and real estate, shares his journey from starting in wealth management to creating CoreGro, a platform focused on mid-market investments in U.S.Healthcare real estate.

Dean reflects on his early career, beginning in wealth management where he built strong relationships with family offices and ultra-high-net-worth individuals. He credits his wealth management experience with shaping CoreGro’s focus on capital preservation and long-term value creation, key pillars of the firm’s philosophy. After over a decade of managing investments across various sectors, Dean launched CoreGro in 2018 to provide investors with access to real estate opportunities focused on wealth generation, downside protection, and long-term value creation.

The firm operates in the mid-market, focusing on properties ranging from $3 to $15 million and above, which are too large for retail investors but too small for most institutional funds.

Dean also highlights the importance of culture and the need for strategic alignment in leadership. He emphasizes that trust and collaboration are at the core of CoreGro’s success, both within the team and with investors. The firm’s culture is built on openness, transparency, and communication, which Dean believes is critical in building strong, lasting relationships. CoreGro’s global presence allows them to efficiently manage investments, with team members based in the US and South Africa, providing a seamless 24-hour work cycle.

Finally, Dean shares his vision for CoreGro’s future: expanding the investor base, continuing to build relationships with both family offices and institutions, and growing the firm’s platform in the healthcare real estate space. He reflects on how consistency, credibility, and a focus on culture have been key factors in CoreGro’s success and will continue to be as they scale.

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, Robert Morier sits down with James Curry and Andrew Brown of Dundas Global Investors, who share their insights into investment management, sales strategy, and the growth of the firm. James and Andrew, both experienced portfolio managers, explain how Dundas operates across three geographies: Australasia, the UK, and the US. They delve into the firm's unique sales approach, which leverages third-party distributors in Australia and the UK while shifting to a direct distribution model in the US after a key team member retired in 2022.

The conversation starts with a look at each guest's journey into the investment management world. James Curry’s background is rooted in agriculture, where he grew up on a farm, learning valuable skills like patience and resilience that would later serve him in investment management. He co-founded Dundas in 2010 with a focus on building a value-driven firm. Andrew Brown, on the other hand, joined Dundas in 2023 after 18 years at Aberdeen Asset Management, where he managed emerging and developed market portfolios. Andrew’s transition to Dundas was motivated by his desire to work in a smaller, more dynamic firm with ample growth potential.

As a boutique firm, Dundas focuses on long-term, sustainable relationships with clients. They use a hybrid distribution model, combining direct sales efforts with established third-party distributors in key markets. They prioritize servicing existing clients and strengthening relationships over aggressive prospecting. James and Andrew emphasize the importance of consistent engagement with clients and understanding their unique needs. They explain that their success doesn’t hinge on quick wins, but on building long-lasting partnerships where clients are aligned with their strategy.

A major theme of the episode is the firm’s commitment to disciplined, consistent communication. James and Andrew meet weekly to plan their business development efforts and assess their progress. They also host a business development committee every two weeks to share best practices and market feedback. This structure ensures everyone at Dundas is aligned in their goals and consistently moving toward them.

Finally, they offer advice for young professionals entering the industry: embrace learning, build relationships, and stay patient. They discuss how their team operates like a well-oiled machine, combining experience with a forward-thinking approach to distribution.

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 speaks with Leon Brujis, founder of 65 Equity Partners, about his journey in private equity, the firm’s investment philosophy, and his leadership approach. Leon shares his unique background, having grown up in a multicultural environment, which he believes has played a significant role in shaping his perspective in the investment world. After starting his career at Lehman Brothers and spending 16 years at Palladium Equity Partners, Leon sought a more entrepreneurial opportunity and co-founded 65 Equity Partners.

At 65 Equity, the focus is on providing partnership capital rather than control capital, which distinguishes the firm from traditional private equity models. They aim to work alongside family-owned and founder-led businesses, allowing them to retain control while providing the capital and guidance needed to help the business grow. Leon explains that the firm’s strategy is based on the idea that businesses perform best when led by their founders or families, and 65 Equity aims to empower these leaders to execute their vision without taking away control.

Leon details how his firm is actively involved in the value creation process for its portfolio companies. He speaks about the five levers of value creation the firm uses: human capital management, commercial excellence, operational efficiency, digital transformation, and acquisitions. By leveraging these levers, the firm enhances its portfolio companies, increasing both their efficiency and profitability. Leon shares how 65 Equity often helps companies with acquisitions to scale, particularly when organic growth isn’t enough, and explains how successful acquisitions need to align with the core business strategy.

Another theme discussed in the episode is the role of AI in private equity. Leon believes AI is a game-changer and will play a critical role in future portfolio management. He points out how AI can assist portfolio companies in areas like marketing, customer engagement, and data analytics, ultimately driving efficiency and boosting profitability. However, he also emphasizes the importance of knowing how to effectively deploy AI within portfolio companies.

Finally, Leon offers his thoughts on the importance of culture within portfolio companies. He stresses that a strong, open, and collaborative culture is essential for achieving sustainable growth and success, noting that founders and leaders must invest in fostering such an environment.

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, Gui Costin welcomes Andrew Saunders, founder of Castle Hill Capital Partners, to discuss his firm’s innovative sales structure and how he has grown the firm from a small partnership into a thriving broker-dealer platform with over 35 registered representatives. Andrew shares his journey, from his non-traditional entry into finance—spending four years in Asia as a teacher and entrepreneur—to his time in corporate investor relations consulting, which laid the foundation for his transition into alternative investments.

Andrew co-founded Castle Hill in 2013 with a vision to build a different kind of distribution platform, one that encouraged independence, collaboration, and accountability among sales representatives. The firm operates with a strong set of core values: integrity, accountability, collaboration, and control. This philosophy shapes everything from recruitment to team culture, empowering salespeople to manage their own success while maintaining a high degree of collaboration across the team. With a unique compensation model based on straight commission, Castle Hill incentivizes sales professionals to take ownership of their efforts while maintaining a collective team spirit.

A core theme of the conversation is Castle Hill’s unique sales structure, where registered representatives are encouraged to act independently but are supported through regular communication, collaboration, and a shared sense of purpose. The firm uses tools like Slack for internal communication, ensuring that sales professionals can stay connected and share insights, even when they work remotely. The firm also hosts monthly sales collaboration calls, which bring everyone together to share successes, insights, and strategic updates, fostering a culture of learning and mutual support.

Andrew emphasizes the importance of building relationships and creating win-win situations. Rather than fostering competition among salespeople, Castle Hill focuses on ensuring that each person’s success is linked to the firm’s collective success. He explains that understanding your client’s needs—whether they’re high-net-worth individuals, family offices, or institutional investors—is key to providing value and building lasting relationships.

Looking to the future, Andrew discusses his firm’s continued growth, focusing on attracting the right talent, building a strong client base, and expanding the firm’s capabilities. His advice for young professionals entering the sales industry? Develop a strong work ethic, be persistent, and prioritize relationships. Through these principles, Andrew believes that anyone can achieve success in the competitive world of alternative investments.

In this episode of the Rainmaker Podcast, Gui Costin welcomes Seth Weissman, founder and CEO of Urban Standard Capital, for an engaging conversation about building a successful emerging investment management firm, fundraising, and the importance of direct, consistent communication. Seth shares his journey from being a real estate enthusiast in high school to incorporating Urban Standard Capital in 2014. After spending years in investment banking and private equity, Seth transitioned to entrepreneurial real estate investment, focusing on value-add and core-plus strategies.

Seth highlights the evolution of Urban Standard Capital, which specializes in real estate credit, focusing on lending on middle-market projects. As an emerging manager, he emphasizes the importance of relationships and consistent, transparent communication. Early on, Seth was hands-on in raising capital, relying on his network and building relationships by engaging potential investors over coffees, lunches, and dinners. This proactive, personalized outreach strategy was crucial to his first raise. Seth also emphasizes the importance of “thinking big” as an emerging manager—acting with the professionalism and infrastructure of a larger firm, even when starting out. This mindset helps build confidence with investors and positions the firm for sustainable growth.

Today, Urban Standard has built a team of eight on the investment side, operating with a unique model that integrates both deal origination and asset management. Seth believes in continuity—ensuring the same team works with the borrowers from start to finish, providing better service and insights. The firm has been highly successful at managing repeat clients, with 80% of their loans coming from existing relationships, direct outreach or referrals. This is a key driver of alpha for LPs by avoiding dependency on competitive mortgage brokerage channels for deal flow.

Seth and his team are relationship-driven and prioritize communication and transparency as a key differentiator, staying in regular contact with both investors and borrowers. He shares how their approach to relationship management is one of transparency, service, and flexibility, often involving texts, calls, or informal updates to maintain a flow of information. For Seth, this high-touch strategy helps strengthen bonds and leads to ongoing opportunities.

When discussing the importance of CRM systems, Seth emphasizes that having the right technology platform allows firms to efficiently track relationships, ensuring no opportunity is missed. He stresses that leveraging CRM isn’t just a best practice but a critical part of scaling operations without losing the personal touch.

Seth closes with advice to emerging managers: be open to rejection, focus on building relationships, and don’t shy away from outreach. Building a network of contacts and always following up, whether you’re big or small, is essential to success.

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, Gui Costin sits down with Andrew Fentress, Co-Founder of ACRES Capital, to discuss his career path, the formative experiences that shaped his leadership style, and the lessons he carries forward from multiple market cycles. The conversation blends personal background with practical insights on sales, investing, and long-term platform building.

Fentress begins by tracing his early life in the Washington, D.C. area, where he grew up surrounded by competition, entrepreneurship, and professional athletics. Exposure to business builders and elite performers at a young age instilled an appreciation for discipline, preparation, and accountability, themes that recur throughout his career. That competitive mindset was reinforced at Boston College, where he spent four years on the varsity sailing team, learning how consistent effort and teamwork translate into performance under pressure.

After college, Fentress entered the workforce through a direct sales role outside of financial services, gaining early, hands-on experience with prospecting, persistence, and client engagement. Recognizing the need for stronger technical and financial grounding, he later pursued an MBA at UNC’s Kenan-Flagler School of Business. Graduate school proved to be a critical inflection point, equipping him with the analytical tools and language necessary to operate effectively in institutional markets.

His entry into Wall Street came through opportunistic networking rather than a traditional recruiting path. A last-minute opening in Morgan Stanley’s summer analyst program provided the gateway into institutional finance, where he went on to build foundational skills in communication, risk-taking, and navigating complex organizations. Fentress describes the trading environment as a daily test of judgment and accountability, where feedback is immediate and credibility matters.

In the mid-2000s, Fentress transitioned into private credit, helping to build a platform at a time when the strategy was still relatively nascent. That experience, combined with living through the Global Financial Crisis, shaped his long-term perspective on risk. He emphasizes that credit investing is ultimately defined by losses avoided, not just returns generated, a lesson that continues to inform his approach today

Those lessons became central when Fentress co-founded ACRES Capital. He explains that the firm was built with a risk-first mindset, emphasizing discipline, downside analysis, and alignment across the platform. Rather than optimizing for short-term market conditions, ACRES was designed to endure volatility and perform across cycles.

Throughout the episode, Fentress also highlights the importance of staying close to clients and assets. Being on the road, meeting investors, and seeing markets firsthand is not just relationship-building, it’s a critical learning tool. For him, real insight comes from continuous exposure to people, properties, and conditions on the ground.

The conversation ultimately underscores a consistent message: durable success in investing and sales comes from preparation, humility, and respect for risk. Cycles change, markets evolve, but discipline and curiosity remain enduring advantages.

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, Gui Costin sits down with John Donovan, Head of Wealth Management Distribution at TowerBrook, for a deep dive into distribution strategies, leadership, and fostering a culture of transparency and service. With over 16 years of experience in the financial services industry, John brings valuable insight into managing relationships with family offices, RIAs, and private banks, and shares the key principles that have guided his career.

John’s career journey spans several prestigious firms, from Blackstone to Schroder Investment Management, before joining TowerBrook to lead their North American investor relations efforts. His focus now is on the wealth management channel, where TowerBrook’s modern value approach targets middle-market companies across sectors like health services, business services, financial services, and consumer products. The firm’s strategy is simple yet impactful—find high-growth, founder-led companies in these sectors and invest at attractive multiples, all while ensuring a firm-wide commitment to championing others.

The conversation dives into the evolution of TowerBrook’s investor relations strategy, which John describes as a three-phase process. Starting with the firm’s early years when founding partner Filippo Cardini led the IR function, John’s addition to the team represents the firm’s commitment to expanding its wealth management presence. He explains how TowerBrook’s IR team of around 12 professionals is structured to ensure transparency, shared goals, and a focus on both wealth and institutional LPs.

A major theme of the episode is the importance of communication and transparency. John highlights how TowerBrook emphasizes open, honest conversations with both internal teams and external clients, ensuring every team member is held accountable. He points to the use of CRM tools to track relationships, manage outreach, and ensure the team is aligned in their goals. John also stresses the value of maintaining service excellence, noting that building trust with LPs requires consistent communication, a collaborative approach, and the ability to share information and execute on deals efficiently.

John’s leadership style centers around servant leadership, empowering his team to make decisions and fostering an environment where everyone feels ownership over their contributions. He shares that “championing others” is a key part of the culture at TowerBrook, as the firm strives to help its employees, LPs, and portfolio companies succeed.

This episode is a great listen for sales leaders, fundraisers, and investment professionals looking to build strong relationships, improve communication strategies, and lead with integrity.

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, Gui Costin sits down with Danielle Brown, founder and CEO of Altriarch, for a powerful conversation on strategy, leadership, and building a differentiated private credit platform. With 25 years in alternatives and a background that spans diligence, investing, and operations—including key roles at Dyal Capital Partners and Wachovia—Danielle shares how Altriarch was designed from the ground up to reflect the best practices (and lessons learned) from across the asset management industry.

After witnessing firsthand how firms succeed—or falter—through her work with GPs at Dyal, Danielle committed to building a firm defined by equity ownership, clear communication, and strategic focus. Every Altriarch team member becomes an equity holder after one year, creating alignment and encouraging a culture of ownership.

Danielle and her partner Meghan Brook launched Altriarch in 2021 with a distinct strategy: lending to specialty finance companies, including factoring and niche private credit. These borrowers often face challenges securing capital from traditional banks due to complexity and collateral structures. Altriarch seeks to fill that gaps, offering senior secured, subordinated, or co-investment solutions. The firm’s investment process is operationally intensive, involving weekly borrower communication and real-time collateral monitoring by dedicated investment and ops teams.

The distribution approach reflects the firm’s strategic edge. Danielle shares how Altriarch runs an education-first sales process, acknowledging the complexity of their offering. Each prospective investor’s process is organized into a trackable project—tracked in Asana, managed through Affinity CRM, and supported by customized content. Because most LPs are unfamiliar with accounts receivable-backed credit, Danielle emphasizes why she thinks deep diligence preparation and proactive investor education as keys to closing. Her team meets weekly to review top-priority relationships and brainstorm ways to re-engage leads with meaningful insights.

Danielle also reflects on her leadership evolution—initially struggling to relinquish control before realizing that empowering her team led to better results. She fosters autonomy, encourages smart risk-taking, and supports her team through questions and coaching, not micromanagement.

To young professionals, she advises: “educate, don’t sell,” and always “keep the ball in your court”—follow up with accountability and intention. Her final insight: pattern recognition matters in sales, and a few missteps in a meeting can derail a deal, so preparation is essential.

This episode is a blueprint for leading with clarity, building trust, and executing with depth in the complex world of private credit.

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, Gui Costin sits down with Michael Rubenstein, Managing Director at RMWC, for an insightful look into disciplined sales execution, solo practitioner fundraising, and the mindset needed to succeed in a competitive investment landscape. As RMWC’s first employee and the architect of its capital formation strategy, Michael shares his evolution from top-performing financial advisor at State Farm Investment Management to leading sales and investor relations for a specialized real estate credit firm.

Michael credits his early success to embracing a structured, metrics-based sales process he learned through the “Circle of Wealth” system. This replicable model enabled him to track inputs like calls and meetings, tailor conversations to client needs, and consistently close multiple lines of business. Today, he brings that same process discipline to RMWC, where he leads sales as a solo practitioner, backed by a firmwide culture of accountability and ownership.

Michael recounts how RMWC pivoted from a fund-of-funds model to its current focus: short-duration, floating-rate, senior-secured real estate credit. With roughly $5–$20 million check sizes, RMWC primarily targets family offices, multi-family offices, and RIAs. In 2024 alone, Michael conducted over 400 investor meetings—an impressive volume he attributes to strategic cold outreach, warm referrals, and carefully curated in-person events that foster peer-to-peer influence among LPs.

Communication is central to Michael’s approach. He tracks opportunities by stage—lead, intro call, diligence, soft close, hard close—and reports regularly to leadership using Backstop CRM and a detailed relationship spreadsheet. But he’s quick to emphasize that no tool replaces the human element. A personal follow-up to a canceled meeting at iConnections led to a rebooked conversation simply because he took the time to check in. “Trust is what we’re selling,” he says. “People want to do business with people they connect with.”

Michael’s leadership style blends “shock and awe” with “land and expand.” He believes strong first impressions and consistent service create loyal, scalable relationships. His advice for young professionals? Nail your sales process, get a mentor, and be meticulous about CRM hygiene—small follow-ups can be the difference between a deal and a missed opportunity.

This episode offers a tactical, real-world roadmap for fundraisers navigating today's tight capital environment—and a reminder that great salespeople lead with process, empathy, and persistence.

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 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. 

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 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. 

In this episode of the Rainmaker Podcast, guest host Pat Tighe welcomes DeWayne Louis, founding partner of Versor Investments, for a deep dive into how the firm uses technology, process, and leadership discipline to scale a lean, global investment business. With over 20 years of experience spanning hedge funds, private equity, and investment banking, DeWayne shares how his career shaped the culture and strategy behind Versor’s quantitative investment platform.

Versor, managing approximately $1.4 billion in AUM, specializes in quantitative equity strategies including single stocks, event-driven, and global equity index futures, all powered by proprietary research and robust data infrastructure. Founded by a team that previously worked together at Investcorp, Versor’s mission was to spin out and commercialize the quantitative research insights they had developed over a decade of institutional investing.

A central theme of the episode is Versor’s use of AI and automation to maximize efficiency. With just five people on the distribution team, the firm leverages tools like Salesforce, Microsoft Teams transcription, Motion AI for project tracking, and automated DDQ systems like Qvidian to streamline operations and boost productivity. DeWayne emphasizes that embracing AI isn’t optional—it's a strategic advantage. He shares how junior team members often lead innovation by identifying new tools, and leadership’s openness to those ideas allows the firm to stay nimble and competitive.

DeWayne also walks through how the team organizes itself using OKRs and A+ projects—firmwide priorities with measurable outcomes that drive growth and innovation. These initiatives are reviewed and executed collaboratively by a partner group, ensuring alignment across departments and clear accountability.

When it comes to fundraising, DeWayne discusses the evolving landscape and their expansion into the wealth management channel via new mutual fund products. He credits platforms like Dakota Marketplace for helping them efficiently reach a wider RIA audience.

As both a player and coach, DeWayne shares leadership lessons on empowerment, trust, and mentoring. He advises younger professionals to become fluent in investment strategy, embrace technology, and approach relationships systematically. For fellow leaders, he stresses the importance of removing barriers to innovation and listening to voices at every level of the firm.

This episode is packed with valuable insights for sales professionals, fundraisers, and distribution leaders looking to scale smarter with fewer resources and stronger processes.

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 welcomes Drew Dolan, co-founder and principal of DXD Capital, for a compelling conversation on data-driven development, investor relations, and building a specialized real estate platform. With over 20 years in real estate and a deep passion for ground-up development, Drew shares how he transitioned from technical sales into leading one of the most forward-thinking firms in self-storage.

Founded in 2020, DXD Capital was built on the belief that self-storage is a real estate-driven asset class where location and timing are everything. By leveraging a proprietary analytics platform, Radius+, co-created by Drew’s partner, DXD is able to assess rates, density, competition, and demographic trends with precision. This data-first strategy has helped DXD identify and develop prime self-storage projects across the U.S.—from Nantucket to Maui.

Drew walks through the firm's capital strategy, explaining their evolution from a $63M LP fund to a flexible model incorporating both funds and one-off joint ventures with family offices. This structure allows DXD to cater to both high-net-worth individuals and large institutions, with a focus on customization, transparency, and performance. Drew emphasizes that communication is key—monthly updates, timely financials, and responsiveness help build trust with their 300+ investors.

Internally, DXD runs a lean, focused operation with 30 employees spread across three main offices and remote locations near active projects. Slack and weekly check-ins are central to internal communication, while in-person retreats help maintain cultural connection. Drew also shares his leadership philosophy, centered around empowering others, encouraging ongoing learning, and hiring people who are better than him in key roles.

From an IR standpoint, DXD recently expanded its team, bringing in professionals with strong relationship instincts and private equity backgrounds. Drew underscores that while industry knowledge can be taught, trust and human connection are what open doors. Their tech stack, including Juniper Square and HubSpot, helps them manage investor communication and track data, but Drew admits the most effective outreach still comes down to “hand-to-hand combat.”

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 Daniel Noonan, Executive Vice President and Head of Wealth Management Consulting at Cohen & Steers, to explore what it takes to lead and scale a top-tier distribution team in today’s evolving investment landscape. With more than two decades of experience at firms like Nuveen, PIMCO, and State Street Global Advisors, Daniel brings a thoughtful, measured approach to sales strategy, team leadership, and client engagement.

Daniel offers an inside look at how Cohen & Steers is expanding beyond its core REIT franchise into private real estate, retirement solutions, and most recently, active ETFs. With a 50-person U.S. wealth distribution team, the firm is structured to stay agile while maintaining deep relationships across channels including RIAs, wirehouses, independent broker-dealers, and private banks.

A central theme in the conversation is intentional sales process. Daniel emphasizes the importance of identifying the right advisor profile—those who embrace active management, endowment-style portfolio construction, and value in real assets. The firm leverages CRM technology, specifically Salesforce, as a “force multiplier,” empowering the sales team with data, segmentation, and efficiency to spend more time with high-potential clients. He stresses that success comes from combining the “art” of client engagement with the “science” of targeting and tracking.

Daniel also discusses the challenges and opportunities of new client acquisition, particularly in the fast-growing but complex RIA channel. He advocates for a consultative, business-minded approach, focused less on product pushing and more on providing value—whether that’s market insight, operational advice, or branding strategy.

On leadership, Daniel defines his style as collaborative, present, and servant-oriented. He believes in staying close to the business and investing time with his team to remove roadblocks and reinforce shared goals. He encourages open communication across levels, structured reporting, and measurable goals that prioritize effort and process over uncontrollable outcomes.

For young professionals, his advice is to be a “student of the game”—stay curious, work hard, and differentiate yourself through depth and breadth of knowledge. His biggest challenge today? Focus. With multiple initiatives underway, Daniel’s priority is maintaining clarity on what matters most and building infrastructure to support that focus. This episode is a masterclass in strategic sales leadership and thoughtful organizational growth.

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, Gui Costin sits down with Brian Willer, Senior Vice President and National Sales Manager of Institutional Business Development at Federated Hermes, to discuss leadership, communication, and the operational discipline required to scale an institutional sales organization.

Willer begins by reflecting on his early background growing up in Maine with no direct exposure to investment management. His interest in financial markets was sparked by curiosity rather than formal guidance, eventually leading him to Bryant University, where a trading simulation room cemented his desire to enter the industry. He launched his career at Fidelity Investments on the inside sales desk, gaining foundational training during the Global Financial Crisis. This period proved formative, teaching him how to navigate difficult market environments, client uncertainty, and the importance of preparation and resilience.

After several years at Fidelity, Willer sought a path that allowed him to move into the field without leaving New England. Following a stint in recordkeeping sales, he joined Federated Hermes in 2013, entering the institutional business during a period of growth. Over time, he progressed into a leadership role overseeing an eight-person institutional sales team across North America, while working closely with the firm’s liquidity, treasury, and consulting relations groups.

A central theme of the conversation is culture and communication. Willer emphasizes that Federated Hermes’ culture is built on trust, transparency, and long-term tenure, supported by a relatively flat organizational structure. He believes leaders must stay deeply connected to their teams, noting that sales leadership cannot be effective from a distance. His communication model blends structure and consistency—biweekly team meetings, monthly one-on-ones, and formal quarterly reviews—with constant daily interaction to stay close to opportunities, challenges, and client conversations.

Willer also highlights the importance of tapping into collective intelligence. He encourages open sharing across the team, allowing reps to learn from one another’s positioning strategies, client objections, and successful approaches. By deliberately creating forums where ideas and insights are exchanged, he helps eliminate silos and raise the performance of the entire group. This philosophy extends beyond sales to cross-functional collaboration with product, marketing, and RFP teams.

The discussion also covers the role of CRM systems, particularly Salesforce, as a core business tool rather than an administrative burden. Willer stresses the importance of data quality, capturing meetings early, and documenting detailed notes to support long institutional sales cycles. A well-maintained CRM enables better internal coordination, more relevant client outreach, and improved prioritization across teams.

When asked about leadership philosophy, Willer describes his approach as trust-based and intentional. He prioritizes kindness, thoughtful communication, and honest feedback delivered in the right setting. For young professionals entering the industry, his advice centers on building relationships early and focusing on controllable factors such as preparation, process, and continuous learning. He concludes by noting that time management is his greatest challenge as a leader, and that prioritizing what best serves clients and the team is the framework he uses to stay focused and effective.

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, Michele Colucci, founder and managing director of DigitalDx Ventures, joins Gui Costin to discuss how artificial intelligence is revolutionizing healthcare diagnostics—and how her firm is leading the charge. With a background spanning law, technology, entrepreneurship, and venture capital, Michele brings a multidisciplinary approach to investing in early-stage diagnostic companies that leverage AI and data to detect disease earlier, more accurately, and with less invasiveness.

Michele describes the mission of DigitalDx: to identify startups that enable faster, more accessible diagnostics for major diseases, particularly in areas like neurology where early detection is critical but traditionally difficult. She explains that the human body is essentially a data problem—and that by harnessing AI, it becomes possible to detect issues long before symptoms appear. One of the firm’s standout investments includes an FDA-approved over-the-counter syphilis test with a 10-minute result time.

She walks listeners through the firm’s investment criteria, focusing on statistically significant sample sizes, scalability, and team coachability. DigitalDx looks for companies under a $20 million pre-money valuation and plays an active role post-investment, often joining boards and supporting portfolio companies through major growth milestones. Michele emphasizes the power of deep bench support—her team includes experts from NVIDIA, Stanford, Siemens, and more—alongside an innovative “Entrepreneur in Residence” program and a fellowship that sources global deal flow while nurturing underrepresented talent in venture capital.

DigitalDx distinguishes itself not just by investing capital, but by offering founders access to a robust, highly experienced network that helps de-risk startups across science, regulatory, reimbursement, and go-to-market strategies. Michele also touches on the importance of aligning passion with professional purpose, both for her team and young professionals entering venture capital. Her leadership style prioritizes conviction, team ownership, and positivity, steering away from zero-sum thinking and toward collaborative problem-solving.

As Michele reflects on market headwinds, she points to fundraising as a current challenge but emphasizes that conviction-driven investors—those looking ahead to where innovation is going, especially at the intersection of AI and healthcare—are best positioned for long-term success.

This episode offers a powerful look into how visionary leadership, deep domain expertise, and a mission-driven model can reshape the future of healthcare investing.

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 welcomes Doug Krupa, Managing Director and Head of Global Wealth Solutions in the Americas at KKR. Doug shares the story of his career—from his early days as a financial advisor working with New York City firefighters to leading one of the most innovative wealth distribution platforms at KKR. His passion for making private markets more accessible stems from those early experiences, where he saw firsthand how institutional allocations to private equity contributed to long-term success.

Doug walks listeners through the structure and mission of his team at KKR, which has grown significantly since he joined in 2019. Focused on intermediaries like financial advisors and RIAs, his team has developed evergreen investment solutions across asset classes, delivering institutional-quality strategies in a more accessible format. He emphasizes a localized, relationship-driven approach, with team members embedded in major metro markets across the U.S.

Communication and process are at the heart of Doug’s leadership style. KKR’s wealth team operates with a high level of collaboration, leveraging instant messaging, a custom CRM, and content centralization platforms to share real-time insights, content, and KPIs across channels. Weekly sales meetings and monthly all-hands calls ensure the team stays aligned, while quality interactions, new advisor penetration, and sales versus budget remain key performance indicators.

Doug also discusses how his team prioritizes rapid communication of what’s working (and what’s not), and the importance of tracking structured client feedback through CRM. His leadership philosophy centers around curiosity, responsiveness, and removing roadblocks for his team. He likens himself to a “chief agitation officer,” continually challenging the status quo to improve transparency, technology, and product innovation.

For young professionals entering investment sales, Doug encourages a relentless curiosity, a willingness to ask “why,” and involvement in product development and messaging—skills that not only build credibility but also fuel long-term career growth. He stresses the importance of education, noting that broader adoption of private markets relies on helping advisors and clients better understand the asset class.

This episode is a must-listen for distribution leaders and sales professionals seeking to scale their efforts, adopt a tech-forward sales strategy, and drive long-term engagement through thoughtful innovation.

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 GT Sun, Senior Vice President of Investor Relations at Turning Rock Partners, for an engaging conversation about data-driven fundraising, leadership, and building trust in the world of private credit. GT shares his dynamic career journey, from humble beginnings in the AIG mailroom to working at Lehman Brothers during the 2008 financial crisis and later helping build out fundraising operations at firms like Fortress, Golub Capital, and Pretium. His experience spans both the client-facing and operational sides of capital formation, giving him a unique perspective on the intersection of data, relationships, and process.

At Turning Rock, GT leads a small, nimble investor relations team and emphasizes process as a cornerstone of success. He walks listeners through their disciplined weekly cadence, from Monday partner meetings to regular pipeline reviews and strategic engagement planning. He highlights the importance of communication, preparation, and execution—drawing parallels between the sales process and the investment process. GT emphasizes how using case studies to tell the firm’s story and show live deal execution helps investors connect with the firm’s strategy in a tangible way.

One of the key takeaways from the conversation is GT’s focus on process, particularly CRM and data management. He discusses the critical role a robust CRM plays in managing LP relationships, tracking touchpoints, and driving accountability across the sales process. GT underscores the need for clean, accurate, and regularly updated data to keep fundraising efforts efficient and effective. He also explains how capturing detailed notes and tracking patterns in investor questions helps tailor messaging to different audiences, whether pensions, insurers, or consultants.

GT also shares his leadership philosophy—"be a captain on the team"—highlighting the importance of preparation, attention to detail, and humility. He leads by example, believes no task is too small, and stresses the value of clarity, respect, and integrity. For younger professionals, his advice centers around building trust, staying curious, and viewing every experience as an opportunity to compound your skills over time. His passion for the work and belief in continuous improvement shine throughout the episode.

This episode offers a masterclass in combining discipline, empathy, and process to build lasting investor relationships in a competitive fundraising landscape.

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, founder and CEO of Dakota, sits down with John Bailey, co-founder of OneFund Investments, to discuss how his firm is democratizing access to venture capital and private equity. Bailey shares insights into his journey from working at General Atlantic to launching OneFund and the strategies that have contributed to the firm’s growth.

Bailey begins by reflecting on his background, from studying at Tufts University to earning an MBA from Wharton. After working in consulting and growth equity, he realized a fundamental issue in the investment industry: access to top-tier private equity and venture capital funds was restricted to institutional investors and ultra-high-net-worth individuals. With minimum check sizes in the millions, most investors were effectively shut out of these opportunities. Seeing this gap, Bailey co-founded OneFund Investments, a fund of funds designed to provide accredited investors with diversified access to top-performing funds in the private markets.

Launching OneFund required a strategic approach to building investor relationships from the ground up. Unlike established firms with large institutional networks, OneFund had to develop a go-to-market strategy tailored to a new investor demographic. One key lesson Bailey shares is the importance of listening to potential investors before designing a product. Many firms build their funds first and then try to sell them, but OneFund engaged with investors early to understand their needs, shaping its offerings to provide the access and diversification they were looking for.

Bailey also highlights the crucial role of technology in managing investor relationships. A well-implemented CRM system allows the team to track investor engagement, refine outreach efforts, and tailor communications based on behavior patterns. Rather than relying on broad content distribution, OneFund takes a personalized, high-touch approach, ensuring investors receive relevant and timely information. Education has been a major focus, as many of their investors are new to private equity. To address this, OneFund offers webinars, investor calls, and detailed materials to help clients make informed decisions.

Reflecting on leadership, Bailey believes in leading by example and embracing every aspect of the startup process, from high-level strategy to granular tasks. His advice to young professionals is to align themselves with a product they truly believe in, as conviction is key to long-term success. This conversation offers valuable insights for sales professionals, fundraisers, and investors looking to navigate the evolving private equity landscape.

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 Rainmaker Podcast, host Gui Costin sits down with Jonathan Harari, Managing Director and Global Head of Investor Solutions at Crescent Capital Group. The discussion offers an in-depth look into the sales philosophy and strategic approach behind Crescent’s success in institutional investment sales.

Harari begins by sharing his background, from growing up in Paris to studying in the U.S. at NYU and Wharton. His career has spanned roles at PIMCO and Blackstone before he took on his current leadership position at Crescent. Throughout the conversation, Harari emphasizes his commitment to the word "sales," rather than dressing it up as business development, explaining that successful sales teams embrace the challenge of uncovering new opportunities.

A key theme of the episode is the importance of focusing on "new names"—finding and building relationships with potential clients that the firm has never engaged with before. Harari shares how he instills this mindset in his team, setting up CRM alerts and tracking new contacts in real time to ensure constant outreach and pipeline growth. He and Costin discuss the fundamental role of cold outreach in sales, a strategy both believe to be the backbone of a thriving business.

Harari also offers insights into team structure, sales strategy, and leadership principles. His team is divided into three core functions—client service, business development, and product management—working in tandem to provide a seamless client experience. He believes in treating regional sales leaders as CEOs of their respective territories, empowering them to take full ownership of their success. Transparency is a major pillar of his management style, ensuring that everyone on the team is aware of each other’s activities and progress.

Costin and Harari dive into leadership philosophies, emphasizing availability, urgency, and focus. Harari makes it a priority to be present and accessible to his team, believing that being in the trenches with them is crucial to fostering a high-performance culture. He highlights the importance of culture in retaining top talent, arguing that while compensation is critical, the daily work environment and career development opportunities are just as important.

The conversation also touches on innovation in asset management, with Harari warning that firms that fail to adapt to changing market demands risk irrelevance. He stresses that constant evolution, whether through new product structures or sales techniques, is necessary for long-term success.

The episode closes with advice for young professionals entering the industry—read extensively, observe experienced colleagues, and develop a unique voice. Harari underscores that knowledge and confidence are key differentiators in making a lasting impression.

Overall, this episode is a masterclass in sales leadership, offering valuable lessons on building a high-performing sales team, fostering a winning culture, and maintaining a relentless focus on growth and innovation.

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.

In this episode of The Rainmaker Podcast, Gui Costin sits down with Todd Cassler, Chief Growth Officer and Partner at Cerity Partners, to explore the strategies and mindset that have fueled Todd’s success in financial services. With over 25 years of industry experience spanning roles at Mariner Wealth Advisors, John Hancock Investments, and Manulife Investment Management, Todd shares his journey from an unexpected start in insurance to leading growth initiatives at a firm managing $130 billion in assets.

Todd discusses the nuances between institutional, wealth management, and retail channels, highlighting the key differences in decision-making processes. While institutional markets rely on professional buyers and defined frameworks, the wealth management space offers more flexibility to influence decisions at the point of sale. Todd emphasizes the importance of focusing on channels where firms have the highest probability of success, rather than chasing large mandates with low chances of conversion.

The conversation delves into leadership and growth strategies. Todd stresses starting with clear goals, the “big rocks”, and having an honest reflection on an organization’s capabilities. He advocates for focusing on high-impact areas rather than spreading resources too thin. On leadership, Todd champions empowerment, accountability, and adaptability. He believes in hiring talent for the future, fostering transparent communication, and delivering both positive feedback and constructive criticism to drive growth.

Todd also touches on the critical role of technology, particularly CRM systems, in enhancing productivity, managing risk, and supporting data-driven decisions. For small teams skeptical of CRM adoption, he underscores its value not just as a sales tool but as an essential part of client retention and business continuity.

Wrapping up, Todd offers advice to young professionals: show up, listen more than you speak, ask insightful questions to establish expertise, and invest in personal development. His insights provide actionable takeaways for fundraisers, sales leaders, and anyone looking to excel in financial services.

In this episode of the Rainmaker Podcast, Gui Costin interviews Eric Green, Chief Investment Officer at Penn Capital, about the firm’s innovative approach to small-cap investing and current market opportunities. With over 25 years of experience, Eric shares how Penn Capital employs its Complete Capital Structure Analysis™, a methodology that examines a company’s entire capital structure, from secured debt to equity, to uncover hidden value and mitigate risk. This integrated perspective allows Penn Capital to spot market inefficiencies and make better-informed investment decisions, distinguishing them from traditional small-cap managers. 

Eric explains how Penn Capital focuses on leveraged small-cap companies, which many managers avoid, as they historically outperform over the long term. By leveraging credit expertise, Penn Capital ensures these investments are carefully selected to minimize risk, boasting an impressive track record of avoiding bankruptcies in their equity portfolios. He also stresses the importance of partnering with true small-cap managers who align with the Russell 2000, warning that many managers operate with inflated market caps that fail to deliver the expected diversification and growth potential of small-caps. 

Eric highlights macroeconomic factors positioning small-caps for a rebound, including deregulation, M&A activity, and anticipated interest rate cuts. He identifies sectors like natural gas, which is critical in the energy transition, and consumer industries such as gaming and restaurants, which benefit from strong spending trends, as key areas of opportunity. 

The episode concludes with Eric’s advice on diversification within small-cap investing. Penn Capital’s alpha-generating strategies thrive during upcycles, making them a valuable complement to more defensive small-cap managers. This episode offers actionable insights into navigating the small-cap space, helping investors capitalize on emerging opportunities in today’s market. 

In this Rainmaker Podcast episode, Gui Costin, Founder and CEO of Dakota, interviews Brian Maute, Head of U.S. Wholesale at DWS. Brian shares his career journey, leadership philosophy, and insights into sales, leadership, and talent development in the asset management industry. 

Brian discusses his transition from wealth management to asset management, advancing through roles at Van Kampen Investments and DWS. He highlights the importance of longevity in career success, emphasizing how institutional knowledge and trusted relationships have helped him navigate challenges and achieve long-term impact. 

Brian outlines DWS’s team structure, which prioritizes collaboration, client-centric approaches, and specialization. He explains their segmentation strategy and commitment to continuous learning, regular communication, and accountability to ensure team success and adaptability to market changes. 

The conversation also explores the critical role of CRM systems, like Salesforce, in operational efficiency. Brian stresses the importance of accurate data entry, pipeline management, and task-setting to maximize client engagement and results. 

As a leader, Brian focuses on creating a vision aligned with client needs, fostering a collaborative and competitive culture, and maintaining accountability with kindness. For young sales professionals, he emphasizes curiosity, disciplined follow-up, and confidently asking for the order as keys to success. 

The episode concludes with Brian addressing industry challenges, including adapting to client needs and retaining top talent, while highlighting his commitment to building an exceptional work environment at DWS. 

In this episode of the Rainmaker Podcast, featuring Mark Tower, Senior Institutional Sales and Marketing Professional at Asset Management One USA, delivers a comprehensive masterclass in relationship-driven sales strategy, leadership, and career longevity within the asset management industry. With 25 years of experience, Tower offers a mix of practical advice and personal anecdotes that emphasize the importance of consistency, adaptability, and authenticity in building a successful sales career.

Tower shares his background growing up as the youngest of eight children in New Jersey, an experience that helped him develop strong interpersonal communication skills. After initially exploring a career in radio while studying at Boston College, he pivoted to finance after a pivotal career fair encounter led to an internship at Orbitex. This early exposure to asset management sales shaped his view of the business as deeply relational rather than purely transactional.

Throughout his career, from retail wholesaling to institutional alternatives, Tower has maintained a wholesaler’s mentality, centered on volume, persistence, and regular in-person meetings. He stresses that while the sales process has evolved, particularly in the post-COVID world, the fundamentals remain the same: show up, follow through, and build trust over time. Tower describes structuring his travel plans like a “milk route,” ensuring consistent visibility with clients, which builds credibility even when meetings aren’t immediately productive.

At Asset Management One, Tower leads a small business development team but operates within a global firm backed by Mizuho Bank and Dai-Ichi Life. He explains how even with a lean U.S. team, global coordination is key, and everyone, from operations to compliance, is considered part of the broader sales function. Internal communication is facilitated through Microsoft Teams, allowing seamless collaboration across time zones and remote work environments.

Tower emphasizes the critical role of technology, particularly CRMs, in organizing and scaling a salesperson’s efforts. He’s a strong advocate for Salesforce, especially when integrated with tools like Dakota Marketplace, which he credits for increasing efficiency and effectiveness in prospecting and follow-ups. He believes that proper CRM usage not only supports personal productivity but also improves firm-wide communication and accountability.

Leadership-wise, Tower positions himself as a “player-coach,” actively supporting his team without micromanaging. He highlights the importance of empathy, advocacy, and leading by example, whether through hands-on involvement in RFPs or making time for late-night coordination with global colleagues.

For aspiring sales professionals, Tower’s advice is simple but powerful: be present, be authentic, and be helpful. He encourages young professionals to prioritize face-to-face engagement, attend conferences, and resist the temptation to overly rely on digital outreach. In an era where emails and automation dominate, Tower argues that true relationship-building still requires showing up and offering genuine value.

Overall, this episode delivers valuable insights into what it takes to build and maintain a successful institutional sales career in asset management. Tower’s experience-driven wisdom and grounded leadership philosophy offer lessons not just for sales professionals, but for anyone navigating a relationship-intensive industry.

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, Dan DiDomenico, President of Dakota, engages Nancy Vailakis, Principal of Ancram IRBD, in a dynamic discussion about trends, challenges, and strategies in the private funds industry. Nancy shares her wealth of experience, offering practical insights for fundraisers and sales professionals navigating today’s complex investment landscape.

Nancy, a seasoned professional with over 18 years in alternative asset management, founded Ancram IRBD, a boutique placement agency and investor relations firm. Her expertise spans private equity, private credit, and real assets, focusing on niche strategies and first-time fund launches. With prior roles at IQ-EQ, Cerberus Capital, and BlueMountain Capital, and an MBA from NYU Stern, Nancy has built a reputation as a leader in fundraising and investor relations.

The conversation highlights the evolving private funds market. Nancy emphasizes the increasing investor interest in defensive strategy sectors, such as industrials, business services, and healthcare. She notes challenges in liquidity, which have slowed allocations, but anticipates an improved fundraising environment in the coming year as interest rate decreases settle in and dealmaking continues to pick up.

Nancy explains her sales process, focusing on relationship-building and understanding investor needs. She stresses the importance of aligning offerings with LP mandates, avoiding mismatches that can harm credibility. Nancy speaks about the flexibility her broker-dealer platform enables, to pivot between mandates based on market demand. Tools like CRMs and collaborative platforms enhance her efficiency, enabling her to track investor preferences, maintain strong relationships, and tailor pitches to meet specific needs.

The discussion explores the value of meticulous preparation and professionalism in sales. Nancy advises young professionals to perfect their craft by mastering details, such as error-free communications and compelling pitch materials. She underscores that every interaction, whether an email or a call, can influence the success of a sale. Dan reinforces this, noting that while a first email might not close a deal, it can easily derail one.

Nancy also shares her views on leadership. She attributes her success to a combination of data-driven decision-making, instinct, and deep industry knowledge. She highlights the importance of listening to LPs, understanding their unique constraints, and providing tailored solutions. Transparency and thoughtful communication, especially during challenging times, build trust and long-term partnerships.

Looking ahead, Nancy remains optimistic. She sees opportunities in the evolving global fundraising landscape, particularly in regions like the Middle East and Asia. Despite the tough fundraising climate, she emphasizes the importance of resilience, specialization, and sticking to what you know best.

This episode offers a masterclass in fund distribution and investor relations, providing practical takeaways for both seasoned professionals and newcomers to the industry. Nancy’s focus on thoughtful relationship management and adaptability shines as a guiding principle for navigating the complexities of alternative asset management.

Welcome to another insightful episode of the Rainmaker Podcast hosted by Gui Kostin, Founder and CEO of Dakota. This week, Gui engages in a thought-provoking conversation with Jeff Carlin, CFA, Senior Managing Director and Head of Global Wealth Advisory at Nuveen. Jeff shares his extensive journey from his roots in San Francisco to becoming a pivotal figure in the investment industry, highlighting the milestones of his career, including his roles at Smith Barney, Charles Schwab, and IndexIQ before joining Nuveen in 2010.

Jeff unpacks the evolution of Nuveen’s wealth distribution strategy and the shift towards prioritizing impactful advisor relationships. By leveraging lessons from the SaaS industry, Jeff and his team focus on efficiency, segmentation, and team-oriented structures to optimize advisor engagement. He emphasizes the importance of de-channelization, segmenting advisors by their operational style rather than labels, and aligning sales structures to address dynamic client needs.

A key highlight of the episode is Jeff's analogy of sales teams as jazz ensembles—finding harmony by following a consistent core structure while allowing individual creativity. He delves into the significance of clear communication, leveraging CRMs for accountability, and fostering a culture of respect and collaboration within sales teams.

Jeff also provides advice for aspiring professionals in sales, stressing the value of patience, continuous learning, and embracing mentorship—whether through direct interaction or by observing industry leaders. He touches on the challenges of attracting and retaining top talent, emphasizing the necessity of aligning individual motivations with organizational culture.

The episode concludes with Jeff's vision for sustainable success: building teams that are not just results-driven but also operate cohesively and ethically. Gui wraps up by reflecting on the core principles shared and their applicability to building thriving distribution organizations.

In this episode of the Rainmaker Podcast, host Dan DiDomenico sits down with Rob Logan, Managing Director and Head of Distribution for Retirement Investments at Principal Asset Management. Rob brings nearly 30 years of experience to the discussion, sharing actionable insights on sales leadership, team culture, and navigating a rapidly evolving marketplace.

Rob provides a detailed overview of Principal’s operations, including its position as a Fortune 500 financial services company and its growth in global asset management, now managing $513 billion in assets. He outlines his team's structure, which focuses on three key sales channels: DCIO, high-net-worth RIAs, and retirement investment support. Rob highlights how his team leverages business intelligence, CRM tools like Salesforce, and a consultative sales approach to drive results in a competitive landscape.

The conversation dives into Rob’s leadership philosophy, emphasizing servant leadership, transparent communication, and respect as critical to building a successful and cohesive team. He also offers advice for aspiring sales professionals, encouraging them to become students of the industry, develop a consistent sales process, and maintain a healthy work-life balance.

Rob and Dan explore current market trends, including the rise of alternative investment vehicles, market consolidation, and the convergence of retirement and wealth management. Rob’s forward-thinking approach and dedication to his team provide valuable lessons for leaders and sales professionals alike.

This episode is packed with insights on driving growth, fostering collaboration, and staying ahead in a dynamic industry. Don’t miss the opportunity to learn from Rob’s wealth of experience.

In this captivating episode of the Rainmaker Podcast, host Gui Costin engages with Wayne Kimmel, CEO and founder of SeventySix Capital, a venture capital company revolutionizing the sports industry. With a career spanning investments in tech, sports media, and entertainment, Kimmel shares insights into his company’s mission to back entrepreneurs who are redefining the sports landscape using innovative technologies like AI, data analytics, and augmented reality.

Kimmel recounts how SeventySix Capital started in 1999, focusing on groundbreaking ventures like SeamlessWeb, Take Care Health Systems, and NutriSystem, before transitioning to the sports industry in 2018. Today, the firm is laser-focused on investing in technologies that enhance both on-field performance and the fan experience. From AI-driven data solutions to smart bats developed by portfolio companies like Diamond Kinetics, Kimmel illustrates how technology is democratizing access to professional-grade tools, making them available to athletes at all levels.

A recurring theme in the discussion is the intersection of sports and innovation. Kimmel highlights notable investments, such as C360, which developed the pylon cam technology widely used in NFL broadcasts by all the major media networks. He explains how these technologies create immersive experiences for fans and unlock new revenue streams for sports organizations. Kimmel also delves into SeventySix Capital’s strategic use of thought leadership and media, including the SeventySix Capital Sports Leadership Show, to attract top-tier entrepreneurs and maintain its industry edge.

The conversation touches on broader trends shaping the sports ecosystem, including the integration of AI and data analytics, the rise of sports betting, and the expanding role of major tech players like Amazon and Apple in sports broadcasting. Kimmel also underscores the critical importance of integrity and compliance in regulated industries like sports betting, emphasizing SeventySix Capital’s commitment to creating safe, fun, and sustainable business models.

Closing the episode, Kimmel reflects on the immense opportunities within the $3 trillion sports industry, from fan engagement to advanced tech adoption. He credits SeventySix Capital’s success to its ability to source groundbreaking ideas, build meaningful relationships, and push the boundaries of innovation. This insightful episode is a must-listen for anyone interested in the future of sports, technology, and investment.

In this episode of Rainmaker Live!, Gui Costin, Founder and CEO of Dakota, and Tim Dolan break down the Four Core Principles of the Dakota Sales System, offering a step-by-step guide to achieving sales success in the investment management industry. They discuss the launch of Dakota Talent, a specialized job board connecting talent and employers, and introduce the Rainmaker Podcast, a platform where industry leaders share their strategies. Gui and Tim dive into key topics, including setting clear sales expectations, identifying high-impact target markets, mastering sales meetings, and building a robust follow-up system using CRM tools. Packed with actionable insights and real-world examples, this episode is a must-listen for investment professionals looking to refine their sales approach, improve accountability, and drive meaningful results. Tune in for practical advice and a roadmap to sales excellence!

In this Rainmaker Podcast episode, Gui Costin, Dakota’s Founder and CEO, interviews Valentine Whittaker, Director at Epic Funds. With over 20 years of private market experience, Valentine shares his career journey, his role at Epic Funds, and insights into his leadership approach, particularly in sales and investor relations. Valentine has a deep background with firms like Abbott Capital Management, Schroders Capital, and JP Morgan, bringing a unique perspective to managing investor relationships and business development in the private fund space.

Valentine explains that Epic Funds prioritizes providing niche, capacity-constrained strategies, viewing investor relations as a crucial, solution-driven role. His team leverages a process-driven approach to sales, using tools like Dakota’s technology to maximize efficiency and target client engagements. Valentine highlights the importance of advance planning, building a forward calendar that outlines key meetings and opportunities in each city, ensuring a streamlined and purpose-driven travel schedule.

Cold outreach is a cornerstone of Valentine’s strategy, emphasizing the value of personal touchpoints, whether through phone calls or follow-up emails. He discusses how tools like LinkedIn and Dakota help track industry shifts, such as when professionals change roles, turning these moments into genuine engagement opportunities. Valentine advocates for using CRMs to maintain organized records of client interactions, making follow-ups and deal progress easy to manage. The consistent and process-oriented approach, he notes, is critical to staying efficient and focused, especially for smaller teams.

In a segment on leadership, Valentine describes his style as collaborative and supportive, emphasizing teamwork and empowering colleagues. For those new to investment sales, he stresses the importance of mentorship, product knowledge, and diligent preparation. To him, successful investment sales require not just mastering pitches but also understanding the nuances of investment products and building authentic relationships with clients.

Valentine also highlights the challenges in educating clients about private market funds, particularly trustees unfamiliar with the space. He sees this as an ongoing effort, where educating allocators helps cultivate meaningful partnerships, positioning Epic Funds as a reliable resource. His passion for sales and client education comes through as he reflects on the privilege of serving clients in the private markets.

This episode is packed with actionable insights on sales strategy, client engagement, and leadership, making it a must-listen for anyone in the investment sales arena.

In this episode of The Rainmaker Podcast, host Gui Costin interviews Jane Greenfield, the head of consultant engagement at Vanguard, a leader in investment and wealth management with over $9 trillion in assets. Jane shares insights into her career journey from banking to her current role, emphasizing Vanguard's unique client-centered culture. With a mission-driven focus, Jane highlights how Vanguard’s client-owned structure, established by founder Jack Bogle, creates a strong emphasis on long-term client relationships, which she has been a part of for over 23 years.

A major theme of their discussion is the value of institutional knowledge gained through longevity within a company. Jane explains how Vanguard’s rotational culture allowed her to develop a comprehensive understanding of the firm, which she believes is vital to serving clients effectively. Gui and Jane also discuss the importance of company culture in fostering success, with Jane sharing that Vanguard prioritizes team collaboration, support, and a commitment to the client’s best interests. This dedication to the client is reflected in their approach to sales, where the team treats consultant relationships with the same care they would with clients.

The conversation dives into Vanguard’s sales process, with Jane outlining the team’s strategic approach to building relationships and their tactical focus on client engagement, preparation, and follow-up. Weekly and monthly team huddles, along with town halls and dashboards, keep everyone aligned and foster transparency. She also discusses Vanguard’s commitment to using CRM systems to capture critical client interactions, reinforcing the importance of clear, structured communication within the team and with leadership.

Jane’s leadership style is grounded in being “in the arena” with her team, supporting a long-term approach and balancing high expectations with compassion. She concludes by offering advice to aspiring professionals: be relentless learners about clients, offerings, and the sales craft itself. For Jane, an effective leader is one who is accessible, focused, and committed to the growth and success of both the team and its clients, embodying a culture where teamwork and client focus lead to sustained success.

In this episode of the Rainmaker Podcast, host Dan DiDomenico, President of Dakota, sits down with Frank Riccio, Head of U.S. Wealth Solutions Sales and Strategic Relationships at First Eagle Investments. Frank brings over 20 years of leadership experience in the financial industry, having previously held prominent roles at PIMCO and Allianz Global Investors. In this conversation, he delves into his background, career journey, and current role at First Eagle, where he oversees daily operations and drives strategic initiatives for the Wealth Solutions team.

Frank gives listeners an insightful overview of First Eagle Investments, a privately held asset management firm managing $140 billion in assets. He highlights the firm's commitment to active management and its rich history dating back to 1864. First Eagle’s investment approach emphasizes resilient wealth creation, a philosophy that has proven its value across market cycles, particularly during periods of market volatility.

A significant portion of the conversation centers around the importance of sales leadership and team management. Frank explains how First Eagle’s sales team is organized to maximize efficiency, including a dedicated focus on major metropolitan areas, and how the firm leverages data to optimize sales efforts. He shares insights on his leadership style, emphasizing transparency, direct communication, and the value of cultivating a strong company culture. Frank also talks about the importance of feedback loops within his team, discussing how regular communication and collaboration ensure alignment with the firm’s goals.

For those early in their career, Frank offers advice, encouraging young professionals to take full advantage of the opportunities in entry-level sales roles, such as gaining exposure to different areas within an asset management firm. He stresses the importance of controlling what you can control and staying positive, even when faced with rejection.

The episode concludes with a discussion of the challenges and priorities facing First Eagle in the future, particularly in terms of balancing internal responsibilities, client engagement, and maintaining a focus on long-term growth through strategic hiring and team development. This episode provides valuable insights into the leadership strategies of a seasoned industry veteran and offers practical advice for those looking to succeed in the financial services sector.

In this episode of the Rainmaker Podcast, guest Mark Clewett, President and Managing Partner of Conestoga Capital Advisors, sits down with host Dan DiDomenico to discuss his career, leadership philosophy, and the growth of his firm. Clewett shares his professional journey, beginning with his education in finance at Penn State and early roles at SEI Investments and Delaware Investments. He reflects on joining Conestoga in 2006 when the firm was relatively small, managing $200 million in assets with a team of just seven people. Over the years, Conestoga grew into an established boutique firm with over $8 billion in assets under management.

Clewett credits much of Conestoga's success to its focus on small- and mid-cap growth equity strategies and its emphasis on long-term, durable relationships. He emphasizes the importance of consistency and quality in client communications, especially when engaging institutional consultants. Clewett also highlights the firm’s niche strategy of concentrating on portfolios of companies with a competitive advantage and sustainable earnings growth, which has positioned Conestoga well within the competitive investment landscape.

The conversation touches on the key role consultants have played in Conestoga’s growth. Initially, Clewett focused on institutional relationships to leverage consultant networks, which helped expand the firm’s reach. Over time, the sales team grew to include dedicated personnel for institutional and advisor relations. Clewett also discusses the importance of a strong internal culture, where all teams—whether investment, client service, or operations—work closely and respect each other’s roles.

Clewett offers practical advice for young professionals and sales leaders, emphasizing the long-term nature of relationship-building and the need to embrace change in career trajectories. He reflects on his personal leadership style, noting that maintaining the firm’s collaborative, respectful culture is a priority as Conestoga grows.

The episode concludes with a discussion about scaling a boutique firm, the challenges of competing with industry giants, and the constant need to elevate marketing materials and communications as the firm expands. Clewett's insights provide a thoughtful roadmap for navigating the complexities of growing and leading a boutique investment firm.

In this episode of the Rainmaker Podcast, host Gui Costin, CEO and Founder of Dakota, interviews Mark Allan, Managing Director at New Republic Partners, about the intricacies of alternative investments and the growing demands within the private fund space. Allan, who has a deep background in hedge funds and alternative assets, shares insights into his career trajectory, starting from equities trading to eventually transitioning into the family office and RIA (Registered Investment Advisor) space.

The discussion begins by setting the stage for the massive expansion of private fund managers across various asset classes, including credit, equity, real estate, and infrastructure. Allan explains that this growth has led to a significant increase in family offices, which has made managing the overwhelming number of investment opportunities more complex. He emphasizes the need for professional guidance to help navigate this vast landscape, especially for RIAs and family offices that may lack the internal resources to handle such complexities.

Throughout the episode, Allan offers a detailed account of his professional journey, highlighting his time at Ridgecrest Partners, Clovis Capital, and Scopia Capital, before ultimately landing at New Republic Partners. His background in managing risk, overseeing trading, and working closely with business development provides a strong foundation for his current role, where he focuses on offering alternative investment solutions tailored to specific client needs.

A central theme of the conversation is the growing importance of alternative investments in modern portfolios. Allan discusses how New Republic Partners aims to fill a gap in the market by offering middle-market and lower-middle-market managers to provide diversified solutions. He also addresses the operational challenges of managing such investments, including capital calls, liquidity, and the complexities of subscription documents.

The episode wraps up with Allan reflecting on his leadership style, characterized by optimism, collaboration, and a focus on creating value for clients. He shares advice for young professionals entering the investment space, encouraging them to take risks, ask questions, and be open to learning through experience. Allan's final thoughts center on the importance of time management and the need to stay adaptable in an ever-evolving industry.

For sales professionals and investment leaders, this episode offers valuable insights into the world of alternative investments and highlights the need for thoughtful, diversified strategies in today’s fast-paced market.

In this episode of the Rainmaker Podcast, host Gui Costin welcomes Karl Engelmann, co-founder and COO of Sarmaya Partners, to share the story behind the firm’s rapid emergence and his philosophy on sales, leadership, and entrepreneurship. With over three decades of experience in financial services, Karl offers listeners a rare, behind-the-scenes look into launching an asset management firm and the strategic thinking driving its success.

Karl begins by tracing his unconventional career path, from aspiring journalist to accomplished sales leader. His communication skills and passion for storytelling laid the foundation for a career that spanned roles at Angel Oak Capital, Cambiar Investors, and AIM/INVESCO. These experiences culminated in the co-founding of Sarmaya Partners, where Karl saw the opportunity to build a firm aligned with his vision and values.

The conversation dives deep into Sarmaya’s unique investment strategy, which centers around a thematic belief in a new commodity super cycle. Rather than chase overcrowded markets, Karl and his partner Wasif identified a return to tangible assets like gold, silver, and copper as the next long-term trend. After initially structuring the firm as an LP, they pivoted to launching an actively managed ETF in January 2024 to better serve a broader investor base.

Karl shares Sarmaya’s go-to-market strategy and how they’ve grown from two founders to a six-person team, carefully hiring seasoned professionals with deep industry relationships. He emphasizes the power of focus, targeting RIAs, family offices, and mid-sized broker-dealers—segments often overlooked by larger firms but open to differentiated strategies. A major theme throughout is the importance of relationships over transactions, and Karl’s approach is deeply rooted in decades of trust and credibility built across the industry.

Sales process and infrastructure also play a key role in the discussion. Karl highlights the importance of having a clean, well-maintained CRM as the central nervous system of the firm’s sales efforts. Partnering with Dakota has helped Sarmaya stay agile and organized in an environment where client rosters and firm dynamics are constantly shifting.

The episode also explores Karl’s leadership style, which blends high accountability with trust and autonomy. He believes in empowering experienced salespeople to execute without micromanagement, while maintaining clarity through communication and shared goals. His mantra—"take the bit out of the mouth and let them run"—underscores his belief in hiring the right people and giving them room to perform.

As the episode closes, Karl speaks candidly about the biggest challenge facing Sarmaya: growing assets under management. Yet his energy is unwavering. With a strong product, clear strategy, and relentless optimism, Karl’s approach to sales and leadership provides an inspiring blueprint for anyone building a firm from the ground up. This episode is a masterclass in execution, resilience, and the long game of relationship-driven sales.

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 the latest episode of the Rainmaker Podcast, hosted by Gui Costin, the guest is John Halaby, Executive Vice President and Head of Distribution at Harbor Capital. The episode dives into Halaby’s extensive career in the financial services industry and explores key sales strategies that have helped shape Harbor Capital’s success.

Halaby begins by sharing his personal journey, starting as the son of Haitian immigrants, growing up in Brooklyn, New York, and how his upbringing influenced his career trajectory. He reflects on his 32-plus years of experience in financial distribution, with significant time spent at T. Rowe Price before joining Harbor Capital, where he has led the distribution team for the past five years. Halaby underscores his passion for leadership and growth, explaining how his leadership style fosters a team-first culture built on trust and transparency.

The conversation then shifts to the structure of Harbor Capital's distribution strategy. Halaby describes the firm as a research and due diligence-driven company that partners with boutique managers from around the world. With a growing distribution team, currently numbering 85 members, Harbor Capital leverages the synergy between sales, marketing, and analytics to drive success. Halaby elaborates on the firm’s innovative approach to empowering salespeople by freeing them from tasks that can be handled by marketing and data analytics teams, allowing them to focus on relationship-building and closing deals. This streamlined process, as Halaby notes, is a key part of Harbor Capital’s success in the competitive financial services landscape.

Halaby also provides insights into the firm’s use of data and CRM systems, particularly Salesforce, to enhance productivity and tailor sales strategies to individual clients. The firm’s focus on continuous feedback loops between sales teams and leadership ensures that marketing materials and sales tactics are constantly refined to meet market demands. Halaby emphasizes the importance of communication and transparency at every level of the organization, from weekly sales meetings to executive committee updates.

Finally, Halaby offers advice to young professionals in the industry, stressing the value of building a network of peers who can provide support and challenge one another to excel. The episode concludes with Halaby reflecting on the importance of recruiting and retaining great talent as the foundation of long-term success.

This episode provides valuable insights for sales professionals and leaders, emphasizing the importance of innovation, collaboration, and leadership in building successful sales organizations.

In this episode of The Rainmaker Podcast, host Dan DiDomenico sits down with Damion Hendrickson, Managing Director of AGF Investments’ U.S. business. The conversation delves into the strategic initiatives that Damion has spearheaded since joining the firm, particularly focusing on expanding the firm's presence in the U.S. market. With over 30 years of experience in investment distribution and financial services, Damion brings a wealth of knowledge from his time at Fidelity Investments, BNY Mellon, and HSBC Global Asset Management.

The discussion begins with an introduction to AGF Investments, a 67-year-old Toronto-based firm, and its goal of expanding its reach in the U.S. Damion explains how he has been tasked with accelerating the growth of its U.S. business, particularly through strategic partnerships and enhancing distribution across key intermediary channels. He shares insights on how AGF Investments has adapted its offerings in the U.S. market, shifting toward separately managed accounts (SMAs) and model portfolios while streamlining the firm's fund lineup to focus on one key ETF offering. This shift has allowed the firm to stay competitive in a crowded market and to deliver new investment strategies quickly through strategic partnerships.

Damion highlights the importance of innovation and adaptability in sales and distribution, emphasizing the need to stay ahead of industry trends. He shares his approach to building a collaborative team culture at AGF Investments, where salespeople work together rather than in competition, focusing on understanding client needs and delivering tailored investment solutions. This collaborative approach, combined with a clear strategic direction, has been key to the firm’s success in the U.S. market.

Throughout the episode, Damion offers valuable advice for both seasoned sales leaders and those new to the industry. He stresses the importance of being a student of the business, continuously learning and adapting to changes in the market. He also highlights the value of building strong relationships and leveraging data to enhance sales processes and client interactions.

The episode wraps up with Damion reflecting on the challenges of staying current in a rapidly evolving industry and the importance of finding key partners to drive growth. His insights provide a deep understanding of what it takes to build and lead a successful sales organization in the competitive world of investment management.

Listeners are left with a clear sense of the strategic vision driving AGF Investments' U.S. expansion and the leadership qualities that Damion brings to the table, making this episode a must-listen for anyone involved in sales, distribution, or investment management.

In this episode of the Rainmaker Podcast, hosted by Gui Costin, we meet two distribution leaders from FS Investments: Kirsten Pickens and Ryan Robertson. Kirsten and Ryan bring decades of experience in the finance industry and currently serve as co-heads of U.S. distribution at FS Investments. They share insights about their roles, their experiences, and the leadership styles that have shaped their careers.

Kirsten, whose background includes national accounts, marketing, investment research, and fund communication, describes her path from working at Vanguard to becoming a managing director at FS Investments. She emphasizes the importance of creating a supportive and inclusive environment, particularly focusing on empowering women in the finance industry. Her passion for mentorship and advocacy for diverse talent in the field comes through as she shares the personal side of her career journey.

Ryan, with his unique background as a former NBA player turned finance professional, discusses how the skills he developed on the basketball court—such as teamwork, competitiveness, and resilience—have translated into his leadership in distribution. Ryan oversees the external and internal sales professionals at FS, driving a consultative approach to sales and encouraging his team to ask the right questions and build strong client relationships.

The conversation also touches on the challenges and rewards of their co-head structure. Both Kirsten and Ryan highlight the importance of collaboration, transparency, and communication in leading a large distribution team. They discuss how they’ve structured their sales processes to be as consultative as possible, ensuring that their team focuses on client value rather than simply pushing products.

One of the key takeaways from the episode is their shared belief in the importance of fostering a culture of accountability and kindness within their team. Both leaders stress the value of clear communication, both within their sales teams and up to the executive committee. They describe their regular biweekly catch-ups and semi-annual business reviews as crucial for maintaining alignment and driving performance.

Finally, Kirsten and Ryan share advice for young professionals entering the finance industry. They emphasize the need to be a student of the business, work hard, and bring energy and passion to their roles. For them, success in the industry comes down to continuous learning, strong relationships, and a relentless focus on delivering value to clients.

This episode offers a rich look into the strategies behind building a successful distribution team and the leadership qualities that foster long-term success.

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Steve Dunn, the Head of U.S. Distribution and Exchange Traded Funds at abrdn. The discussion opens with Steve sharing his journey into the financial services industry, noting that like many in distribution, his entry was somewhat accidental. Starting his career at Vanguard, Steve quickly recognized his passion for the client-facing side of the business and the investment aspects that kept him engaged. A pivotal moment early in his career occurred when a client introduced him to the concept of ETFs, sparking his interest and eventually leading him to a long and successful career in the space.

Steve shares an anecdote about how a chance encounter at a conference connected him with iShares, a major player in the ETF market, which became a cornerstone of his career. Despite initial uncertainties, his move to iShares set the stage for nearly 25 years in the ETF business, leading him through roles at major firms like BlackRock, Deutsche, and eventually abrdn.

The conversation transitions into Steve's approach to distribution. He highlights the importance of having a small, nimble team that is versatile and able to cover multiple areas. Rather than working in silos or by territory, Steve emphasizes the need for flexibility in distribution teams, ensuring that the right person is always matched with the right opportunity, regardless of geographical boundaries.

Both Gui and Steve stress the benefits of not channelizing sales, a common practice in many firms. Steve explains that this approach allows his team to focus on client needs rather than rigid territorial rules, creating a more efficient and client-focused operation. He values collaboration and believes that the best results come when everyone works together to capitalize on opportunities.

When discussing leadership, Steve describes his management style as one rooted in transparency, consistency, and compassion. He believes in creating an environment where team members feel supported but also held accountable. Each individual on his team is treated fairly, though not necessarily equally, as Steve tailors his approach to meet the unique needs of each team member. This personalized leadership style fosters trust and encourages his team to take initiative while knowing they have his support.

A key topic in the podcast is the role of data in distribution. Steve points out that while there is an abundance of data available, the challenge lies in extracting actionable insights from it. He mentions that as distribution shifts to being more data-driven, it’s crucial for teams to have the skills to interpret data and apply it effectively to target clients and grow the business. Steve believes that using data effectively will allow smaller teams, like his at Abrdn, to compete and thrive in the market.

Finally, Steve discusses the importance of communication, both within his team and with higher-level executives. He emphasizes constant, clear communication as a critical factor in keeping the team aligned and moving toward common goals, especially in a fast-paced, ever-changing industry like finance.