The three key pillars behind institutional AUM growth

Regardless of what form of asset management you partake in, if you do these three things you will have greater AUM growth. 1. Layer your story strategically Many asset managers walk into a meeting with an LP with no real plan on how they are going to tell their story. Because of this, it is…

Never tell an institutional allocator that it is in a dire situation!

We spend a lot of time helping GPs figure out how best to approach allocators, what to say, what to do, how to do it, etc. Because of this, we have a lot of insight into what works and what doesn’t work. Telling an allocator that they need to do something immediately or risk immediate…

The Cliffnotes of raising institutional capital

Often times, it is hard to see the forest through the trees. Here is a very simplified outline of how to raise institutional capital. 1. Acquire a list of prospective institutional LPs. (We like Preqin.) 2. Categorize the lists according to who is most likely to invest. 3. Use an email verification platform to determine…

Private markets: sustainability for institutional portfolios

With the global COVID-19 pandemic in its second year now and with the immense uncertainty that institutional investors still face, investment strategy reviews should be high on the agenda (if not already completed!). With the extreme market volatility experienced in the last year and sharpened focus on ESG, investors have been given a wake-up call…

The new “cold-call” in raising capital

Like many, I grew up on the phone, smashing call after call in my attempt to sell something. Sales managers have spent decades telling hesitant salespeople to “pick-up the phone.” In the past, when I felt my momentum wasn’t there, I would force myself to start calling people, knowing something would start to happen. This…

The best way to determine “fit” within an LP’s portfolio

Not sure who made-up the term, “fit,” as it relates to the investment business, but it’s one of my favorites. There may be other interpretations, but to me the word encompasses two things that are incredibly elusive to investment managers when they attempt to describe their funds and investment strategy – relevancy and “value proposition.”…

If you are not top of mind, you don’t exist

Often when we ask fund managers to define their target LPs, they depict these completely dispassionate, machine-like people, devoid of emotion. It’s as if they think the ‘institution’ is making the investment decisions based on a totally formulaic process to capital allocation – as opposed to people that leverage experience and investment acumen; people whose…

GP stakes investing – the rise of a new alternative strategy (part 2 of 2)

Recently, we looked at the reasons behind the rise of GP stakes investing – an investment strategy in which an investor or fund acquires equity interests in a fund manager, rather than one of the funds it manages. In this piece, we examine some of the risks of taking stakes higher up the asset manager…

Real assets in a COVID-19 world

In this paper, we discuss some of real assets, namely infrastructure and real estate, investment trends that have been brought to the fore during the COVID-19 crisis, from accelerating digitalisation to the decline in retail property. We will explore how asset classifications are likely to develop in response to these long-term trends and why it…

Fundraising for venture managers: The missing piece of the puzzle

Recently traditional ways of communicating have gone through a radical transformation, and the importance of connecting and sharing information is more vital than ever. With the lack of physical interaction, we need to find new ways to adapt and connect with our clients and wider networks. Every venture firm should be using a CRM system…

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