Dakota Rainmaker Podcast

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 fundraisingprocess 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, 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 Dakota Fundraising News Podcast, Pat and Konch cover key job moves, including Erika Olson joining Meketa as Director of Public Markets Manager Research and Ken Mathieson moving to US Capital Wealth Advisors. In RIA/FA M&A, Wells Fargo recruits the $1.6B Broadleaf Wealth Management Group from UBS, Sanctuary Wealth adds $200M NewSpring Wealth Partners, and Bryn Mawr Trust expands with a four-member team from Truist. Institutional updates feature pension fund searches and commitments, including San Francisco Employees Retirement System and Teacher Retirement System of Texas. Fundraising highlights include Longshore Capital closing Fund II at $325M and Hamilton Lane surpassing its target with a $615.3M venture fund. Tune in for the latest in institutional and intermediary fundraising!

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 Dakota Fundraising News Podcast, Pat and Konch cover major job changes, including Julia Mord joining Commonfund as Deputy CIO and Spencer Comeaux moving to ERS of Texas. They highlight RIA/FA M&A activity, including Cetera's recruitment of a $250M White Plains team and Rockefeller's addition of a $1B team from Janney. Institutional updates feature pension fund searches, private credit strategies, and recent commitments from Fresno County Employees' Retirement Association and Hollywood Police Officers' Retirement System. Fundraising news includes Mayfair Equity Partners closing a £500M growth fund and Pearl Energy Investments hitting its $999.9M hard cap. Tune in for the latest insights in institutional and intermediary fundraising!

In this episode, Pat and Konch cover major industry updates, including leadership moves at Focus Partners Wealth, Legalsuper, and Finvia Family Office. On the RIA/FA M&A front, LPL adds a $600M Charter Oak team, and Pinnacle Financial expands with new advisors. Institutional highlights include Florida SBA's $1.3B in Q4 alternative fund commitments, Oregon PERS's private equity pacing plan, and new real estate debt managers for Massachusetts Water Resources Authority. Plus, we discuss Jefferies' third private credit fund and Cogenuity Partners' $425M debut fund. Tune in for all the latest in fundraising and investment trends!

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 episode of the Dakota Fundraising News Podcast, Pat and Konch cover the latest industry moves, including key job changes at Hawthorn Bank, Johns Hopkins University, and the Council on Foreign Relations. They dive into major RIA/FA M&A deals, including Sequoia Financial's $3.8B acquisition of Carlson Capital and LPL's recruitment of a $1B LA Metro team. Institutional updates feature pension fund searches, private credit strategies, and recent commitments from major investors like New Mexico SIC and Vermont Pension Investment Committee. Plus, fundraising highlights include Blue Sage Capital's $618M fund close and Colesco's €800M climate debt fund launch. Tune in for the latest insights in institutional and intermediary fundraising!

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover updates across job changes, RIA/FA M&A, institutional coverage, and fundraising. Highlights include Patrick Charbonneau being named CIO of PSP Investments, Jeffrey Chang joining NYU as Managing Director of Investments, and Christopher Wolfe becoming President and CIO at Pennington Partners & Co. In M&A, Focus Financial acquired $4.16B Seattle RIA Merriman Wealth, and Compound Planning recruited four advisors with 50 years of combined experience. Institutional updates feature Boston Retirement System's hedge fund search, Connecticut Retirement Plans' $6.75B 2025 pacing plan, and recent commitments like $250M to Strategic Value Special Situations Fund VI. Fundraising news includes Fengate closing its fourth infrastructure fund at $1.1B and GCM Grosvenor raising $800M for its first Emerging Managers Fund. Stay tuned for more insights in upcoming episodes!

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 Dakota Fundraising News Podcast, Pat and Konch cover key updates across job changes, RIA/FA M&A, institutional coverage, and fundraising. Highlights include Jeffrey Chang joining NYU's Investment Office as Managing Director, Scott Poore becoming CIO at Kingswood Wealth Advisors, and Jenny Buck being named CIO of London LGPS CIV. In M&A news, Klingman & Associates brought on NYC-based advisor Lizzie Decarlo from UBS, LPL recruited a $385M team from Kestra in Atlanta, and Sanctuary Wealth secured a $700M Miami team from Truist. Institutional updates featured asset allocation shifts at Austin City Employees' and Tulare County Employees' Retirement Systems, alongside recent commitments from Oregon PERS ($650M across private equity and international equities) and Texas County & District Retirement System ($150M to Ares European Credit Strategies Fund X). Fundraising news included Thoma Bravo closing its third credit fund at $3.6B and Kline Hill Partners targeting $300M for its new private equity secondary fund. Stay tuned for more insights in upcoming episodes!

In this episode of the Dakota Fundraising News Podcast, Pat and Konch highlight Dakota Research's launch and recent job changes, including Viktoras Vatinas joining Julius Baer as Head of Private Investments and Andre Koo Jr. founding K8 Capital, a hybrid venture capital and private credit firm in New York. In RIA/FA M&A updates, Corient Private Wealth acquired Geller & Company, adding $10.4B in assets, while RBC Wealth Management and Ashton Thomas Private Wealth expanded their teams with significant acquisitions. Institutional coverage featured the Miami Beach Fire & Police Pension Fund's real estate manager search, Sewerage and Water Board of New Orleans' recent equity and fixed income manager hires, and CCCERA's RFP for investment consulting services. Investment updates included TCDRS committing $100M to Pathlight Capital Evergreen Fund and LACERS allocating over $200M across private equity, private credit, and real estate funds. Fundraising news highlighted Colbeck Capital closing its flagship fund at $700M, Sagard launching an evergreen private equity fund for Canadian investors, and Sky Island Capital surpassing its $225M target with a $300M close for its second private equity fund. Stay tuned for more institutional and fundraising insights in upcoming episodes! 

In this episode, Pat and Konch dive into Ardian's record-breaking $30B secondaries fund, the largest ever raised. They also discuss key leadership moves, including Anna Hammer's appointment as CIO of AP2 and notable transitions across the investment world. In the RIA/FA M&A segment, highlights include Focus Financial's latest acquisitions and Gibraltar Capital's expansion into Dallas. Plus, updates on institutional searches, major Commitments from funds like LAFPP, and exciting fundraising news from Dubin Clark and Bertram Capital. Tune in for the latest insights and trends in fundraising and private markets!

In this episode, Pat and Konch explore the growing momentum in sports investing, with Lazard's new sports advisory team leading the charge. They also cover key leadership moves, including promotions at Kestra Financial, Ares Management, and Emigrant Partners. On the M&A front, Wealth Enhancement adds $82M AUM, and CAPTRUST expands in Houston with a $300M acquisition. Plus, institutional updates feature new RFPs, strategic asset allocation changes, and major commitments from Louisiana TRS and Los Angeles Water & Power Employees' Retirement Plan

In this episode of the Dakota Fundraising News Podcast, Pat and Konch discuss private equity firms like Blackstone and Apollo pushing for access to U.S. 401(k) plans, arguing their funds offer better diversification despite risks of higher fees and lower liquidity. Job updates include Todd Hirsch joining Point72 to lead a new private credit strategy, Tim Thomas promoted to CIO at Badgley Phelps, and Philip Chandler becoming CIO at Schroders Investment Solutions. In RIA/FA M&A news, Savant Wealth promotes Zach Ivey to CIO, Sanctuary adds a $700M Miami team from Truist, and LPL recruits Lewellyn Financial from Osaic with $320M in assets. Institutional coverage features Wichita Retirement selecting PGIM as its Fixed Income manager and Ohio Police & Fire's $280M 2025 real estate plan. Texas TRS made significant commitments across real estate and private equity, including $400M to Blue Owl Real Estate. Fundraising updates include FTV Capital closing $4.05B across two funds and Stockbridge targeting $550M for a new residential real estate fund. Stay tuned for more fundraising and institutional insights! 

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover BlackRock's plan to convert its $940M Municipal Income Fund into an unlisted interval fund and key leadership updates, including Jo Donnelly taking over as CEO of the London Pensions Fund Authority and Paul Justin joining Sovran Advisors as CEO. RIA/FA M&A highlights include Focus Financial adding Toronto-based Cardinal Point as its fifth hub, LPL recruiting a $280M advisor from D.A. Davidson, and Indivisible Partners launching with a $640M Merrill Lynch team. Institutional coverage features new searches by Taunton Contributory Retirement System and Public Employees' Retirement System of Mississippi, as well as Contra Costa County's $510M private equity pacing plan. Recent commitments include Los Angeles County Employees' Retirement Association's $775M to Centerbridge Partners and Los Angeles Fire & Police's $50M to Linden Capital Partners VI. Fundraising updates spotlight IFM Investors' new $376.8M private equity fund, Wellington Management launching its first interval fund, and Chicago Pacific Founders targeting a fourth fund after raising $847.5M for its previous vehicle. Stay tuned for more insights from the world of institutional and intermediary fundraising.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch highlight key job changes, including Kimberly Sheehy as head of Fidelity's Forge Community, Joseph Wong joining Barings as head of wealth distribution, and Johan Lim becoming regional head at Natixis IM. RIA/FA M&A updates feature Wells Fargo adding $625M from two UBS teams and Commonwealth recruiting two Long Island-based firms with $495M in assets. Institutional coverage includes Alaska Permanent Fund's $2.8B commitment pacing for FY 2025, San Bernardino County's $650M private equity plan, and Plymouth County's private credit search with five finalists. Recent commitments include Fairfax County's $13.75M to real estate funds, Jacksonville's $15M to HIG Realty Partners, and Santa Barbara's $30M across multiple funds. Fundraising updates spotlight GTCR's $3B close on its second Strategic Growth Fund, TCW's launch of a real estate debt strategy, and Allianz's €533M first close for its Infrastructure Credit Opportunities Fund II. Stay tuned for the latest in institutional and wealth management news.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover notable job changes, including Bradley Knapp being named CEO of Clearstead Advisors, Jason Handrinos joining Mesirow as Global Head of Fixed Income Sales, and Jinny Lee moving from the University of Chicago to the National Geographic Foundation. RIA/FA M&A highlights feature Hightower's strategic investment in Dechtman Wealth Management, Raymond James recruiting advisors Scott Burnett and Peter Kelson from Zions Direct with over $5B in assets, and Summit Financial acquiring Midway Wealth Partners, expanding its footprint in Chicago. Institutional coverage includes a $30M international equities search by the Oakland Police & Fire Retirement System, a strategic asset allocation update from the Wisconsin Investment Board, and San Jose Police and Fire's approval of a $354M commitment pacing plan for private markets. Recent commitments spotlight Virginia Retirement System allocating $150M to Pretium Homebuilder Finance Fund, San Jose Police and Fire Retirement investing $42.5M into the TA Realty Core Property Fund, and South Carolina Retirement System committing $50M to the D.E. Shaw Diopter Fund II. Fundraising updates include PIMCO raising $502M for its EMD Alpha Fund, Walker & Dunlop launching a $500M debt fund with $201M raised so far, and Frontenac aiming to raise $700M for its 13th buyout fund. Stay tuned for the latest insights on institutional and wealth management updates.     

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.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch discuss key job changes, including Carson Group President Teri Shepherd's departure, Darren Wright's move to First Mid Bank as CIO, and Jason Caldarelli joining Bank of China as Head of Corporate Banking. RIA/FA M&A highlights include Apella Wealth's acquisition of Barker Financial Group, Raymond James recruiting $400M Merrill Lynch advisor Carol Heil, and reports of Wealth Enhancement Group and Bleakley Financial Group dropping their LPL brokerage affiliations. Institutional coverage features North Dakota State Investment Board selecting NEPC as its general consultant, New Bedford Retirement Board launching a $110M search for global fixed income, and Mendocino County Employees' Retirement Association restructuring its international equity strategy. Recent investments spotlight San Francisco ERS committing $75M to Blue Torch Credit Opportunities Fund IV, Wyoming SLIB committing $250M to Carlyle Property Investors, and Sacramento CERS allocating $50M to the Hudson Bay Fund. Fundraising news includes Apollo Global preparing to launch a $25B private equity fund, Nuveen debuting a CLO ETF strategy, and Energy Capital Partners targeting $5B for its sixth infrastructure equity fund. Stay tuned for the latest insights on institutional and wealth management updates.

In this episode of the Dakota Fundraising News Podcast, Pat and Konch spotlight major job changes, including Andrew Sullivan being named CEO of Prudential Financial, Nuno Matos taking over as CEO of ANZ Group, and Elijah McGowen joining StepStone as VP of Private Debt. In RIA/FA M&A, SageView acquires OnTrack 401(k) to bolster its retirement consulting business, Concurrent Investment Advisors adds eight advisors managing $885M in assets, and Serenus Wealth goes bi-coastal with a new partner and office in New York. Institutional coverage highlights Iowa PERS's upcoming absolute return manager search and 2025 commitment pacing plans for private equity, credit, and real assets. Massachusetts Housing Finance Agency Retirement System approved allocations to Constitution, HarbourVest, and Mesirow, while D.C. Retirement Board preps for an RFP for an active international equity manager. Investment news includes Houston Police Officers' Pension committing $50M to NB Private Debt Fund V and Cincinnati Retirement System committing $30M across Siguler Guff, PEG Co-Investment, and Timber Bay. Fundraising updates feature Virtus launching the Seix AAA Private Credit CLO ETF, H.I.G. Capital closing its Loan Opportunity Fund VII at $1B, and Triton Partners raising over €1B for its third Debt Opportunities Fund. Stay tuned for the latest in institutional and wealth management news.

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 Dakota Fundraising News Podcast, Pat and Konch highlight key job changes, including Jan Murtha's upcoming departure from the North Dakota State Investment Board, Kelli Washington's appointment as CIO of The California Endowment, and Nick Ciatti joining Cliffwater's private equity team. In RIA/FA M&A news, Mariner Wealth Advisors expands with acquisitions in Florida and California, adding $878M in AUM, SEIA acquires Beverly Investment Advisors, and Allworth Financial strengthens its presence in Northern California and the Pacific Northwest with Ryan Wealth Management. Institutional updates feature City of Marlborough's small-cap equity manager search and significant private equity and real assets commitments from Fresno County Employees' Retirement Association, Orange County Employees Retirement System, and Arkansas Teacher Retirement System. Fundraising news includes S3 Capital's $335M first close on its third real estate credit fund, Blue Earth Capital raising $113M for its evergreen private credit strategy, and BondBloxx launching a private credit ETF targeting middle-market CLOs. Join us for the latest updates in institutional and wealth management!

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 the Dakota Fundraising News Podcast, Pat and Konch discuss notable job changes, including James Jesse's departure from Iconiq Capital, Kevin Kerr's appointment as Executive Managing Director at OTPP, and Armando Ureña's new role on Snowden Lane Partners' operating committee. In RIA/FA M&A news, Savant Wealth Management acquires Sortino Advisory Partners, MAG Wealth Management merges with Ovation Wealth under the Carson Wealth umbrella, and LPL adds Ohio-based Strata Financial Group with $350M in assets. Institutional updates feature Ventura County Employees' Retirement Association launching a direct co-investment program and Sacramento County Employees' Retirement System committing $950M across multiple asset classes for 2025. Notable investments include Minnesota State Board of Investments committing to KKR North America Fund XIV and EQT Infrastructure VI, and BNP Paribas raising $130M for its sustainable forestry fund. Tune in for the latest insights in institutional and wealth management trends!

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 episode of the Dakota Fundraising News Podcast, Pat and Konch share updates on recent job changes, including Pathstone naming Eddie Brown as Chief Growth Officer and Hamilton Lane bolstering its direct equity and impact investment teams with multiple key hires. CAPTRUST has acquired Boston Financial Management, adding $5B in client assets, while Raymond James expands in Ohio, bringing on teams managing $1.8B in client assets. Institutional updates include a planned private equity manager search from the City of Hartford Municipal Employees' Retirement Fund, major commitments from CPP Investments, and CalPERS allocating significant capital across private equity, private credit, and infrastructure strategies. Fundraising news highlights Pender Ventures closing its second venture fund at $100M and Pantheon launching two evergreen funds targeting secondaries in private credit and equity markets. Tune in for the latest insights in institutional and wealth management news!

In this episode of the Dakota Fundraising News Podcast, Pat and Konch highlight recent job changes, including Michael Ardill joining Hymans Robertson, Bethan Brown joining Howard Hughes Medical Institute, and Michael Brand being appointed Co-head of Real Assets at Aksia. In RIA/FA M&A updates, LPL Financial recruits a $540M team from US Bank in San Diego, UBS hires Ryan Lurie to lead its Arizona wealth management team, and Wedbush expands its Philadelphia office with the McCall Connelly Group. Institutional coverage includes updates on the Davie Police Pension Plan hiring Loomis Sayles as its core fixed income manager, upcoming manager searches for the Teachers Retirement System of Louisiana, and significant commitments from plans like Maine Public Employees' Retirement System and Border to Coast. Fundraising highlights feature Pearlmark's second close on its $300M+ Mezzanine VI fund, CION and GCM Grosvenor's launch of a $300M infrastructure fund, and Prospect Capital's partnership with iCapital to boost access to its closed-end funds and BDCs. Tune in for these updates and more from the world of institutional and wealth management. 

In this episode of the Dakota Fundraising News Podcast, Pat and Konch discuss recent job changes, including AIMCo appointing Ray Gilmour as interim CEO, Bhumika Gashti joining PPM America Capital Partners as Senior Managing Director for Investor Relations, and Jan Rohof becoming Director of Quantitative Solutions at Northern Trust Asset Management. In RIA/FA M&A news, LPL Financial acquires Southern California-based Nexus Wealth Partners from Osaic, Kingsview Partners opens a new Michigan office, and Wedbush expands its Philadelphia presence with a former B. Riley team. Institutional coverage highlights include Marin County Employees Retirement Association's fixed income manager search and San Diego County Employees Retirement Association's RFP for a general investment consultant. Recent commitments feature Massachusetts PRIM's allocation to Forerunner Partners VII and San Francisco Employees Retirement System's investment in LAV Fund VII and Voleon Institutional Strategies Fund. Fundraising updates include Transom Capital exceeding its $675M target for Fund IV and Beechbrook Capital's £151M first close on its fourth UK private credit fund. Join us for the latest updates in institutional and wealth management news!

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 Dakota Fundraising News Podcast, Pat and Konch cover recent job changes, including Katherine Mach's promotion at World Investment Advisors, Max Miller joining University of Texas/Texas A&M Management, and Andrew Tambone's new role as VP of Investments at Alberta Teachers Retirement. In RIA/FA M&A news, DeVoe & Company reports a record-breaking October for RIA M&A activity, John Thiel launches Indivisible Partners, and Corient co-founder Jon Tenney departs to establish THECE Wealth Management. Institutional coverage includes new investment plans by Marin County Employees Retirement Association and recent commitments from the Kern County Employees' Retirement Association, Seattle City Employees' Retirement System, and Florida State Board of Administration. Fundraising highlights feature Ruya Partners nearing the close of its $250M private credit fund, Saw Mill Capital Partners III closing at $435M, and Pelican Energy Partners' nuclear energy fund surpassing its $400M hard cap to reach $450M.

Join Pat and Konch as they explore recent job changes in the industry, including Elizabeth Eldridge's appointment as President of Glenmede Investment Management and new leaders joining W.K. Kellogg Foundation. In the RIA and FA M&A segment, Focus Financial's The Colony Group merges with GYL Financial Synergies, Aspen Standard Wealth secures Summitry, and EP Wealth adds two RIAs with a combined $240M in AUM. In institutional coverage, we dive into searches and recent commitments from major funds like New York State Teachers' Retirement System and Texas County & District Retirement System. Fundraising highlights feature Shamrock Capital's $1.6B close on its growth and small-cap buyout funds, as well as PennantPark's $610M Credit Opportunities Fund IV. Stay tuned for the latest in institutional and wealth management news, upcoming Dakota events, and more insights on the Dakota Marketplace.

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 Dakota Fundraising News Podcast, Pat and Konch share updates on recent job changes, highlighting Christophe Caya-Tremblay joining CPP Investments and Steve Voss joining Meketa as Managing Principal Consultant. In RIA/FA M&A news, LPL recruits Goodwin Petrilli Financial from Cambridge, Cerity Partners acquires Paladini Financial, and Kestra brings on a $1.4B South Florida team. Institutional coverage includes searches by the Chicago Teachers' Pension Fund and recent commitments from Texas County & District Retirement System and Indiana Public Retirement System. Plus, fundraising highlights feature Antin Infrastructure nearing its €10B target and Berkshire Partners closing $7.8B for its latest fund.  

In this episode of the Dakota Fundraising News Podcast, Pat and Konch explore recent job changes, including Alex Herman joining Stone Temple Partners as CIO and Sebastian Ahlhorn's promotion at Commerzbank. The RIA/FA M&A segment covers Alvarez & Marsal's new UHNW RIA and Modern Wealth Management's acquisition of Idaho-based Petso Financial. Institutional updates feature major searches and investments from Illinois Municipal Retirement Fund and Pennsylvania PSERS. We also provide fundraising news on H.I.G. Capital's $2B Buyout Fund VII and Adams Street's $1.1B Global Fund. Join us for the latest insights in wealth and institutional sectors!

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 Dakota Fundraising News Podcast, Pat and Konch cover major job changes, including LPL Financial's appointment of Rich Steinmeier as CEO. In the RIA/FA M&A segment, we discuss Greenwood Gearhart's merger with Boston Mountain and Raymond James' acquisition of a $1B New York-based team from Merrill Lynch. Institutional coverage highlights recent commitments from the State of Wisconsin Investment Board and Oregon PERS, as well as upcoming searches in Norfolk County and Medford Contributory. Plus, we provide updates on new fund launches, including WhiteHawk Capital Partners' oversubscribed $1.1B Fund IV. Tune in for the latest insights across institutional and private wealth channels!