Managing the media: ten tips for dealing with journalists

Dealing with journalists can be intimidating. Getting an article in a national newspaper or trade magazine, or an interview on the news, is a potentially appealing prospect that can raise your company’s profile or promote your latest new product. But journalists have a reputation for twisting peoples’ words, one that is at least partially justified….

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…

Getting social: How to build a knock-out presence on LinkedIn

When it comes to social media, most fund managers have recognised the potential risks and some are beginning to take advantage of the opportunities. Today, fund managers often count thousands of followers on LinkedIn and just being “on” the platform is not enough. Is your firm being left behind? Well, one of the best ways…

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…

Do this and get a better email open rate…

Whether we like it or not, email is the primary form in which the asset management industry communicates and markets. Improving your open rate by 10 or 20 percent can obviously have an impact. And when most people read things like this, their heads droop thinking that this magical move will require a PHD in…

Better LP engagement can be as simple as doing less of this one thing

One of the biggest reasons that your introductory emails don’t elicit a response and engagement simply comes down to TMI. That’s right – too much information. As in…the sheer quantity of information that you are sending is literally overwhelming your recipients. I’m sure there is a formula out there but you don’t need it to…

Don’t confuse raising awareness with raising assets

To effectively grow assets, it is critical for an asset manager to understand the difference between raising awareness and raising assets. The tactics used for each objective are very different. The sooner you see them as separate activities, the better off you will be. Raising awareness is what it is. You want to build awareness…

The investor journey and why it matters (Part 2)

Once you have an understanding of what it is like to walk in an investor’s shoes and emphasis with the investor journey, you will be in a better position to make the fundraising process a more productive and engaging experience for them. And in an over-crowded industry where products are most often “bought not sold,”…

The investor journey and why it matters (Part 1)

Imagine you are a prospective LP considering an allocation into your strategy bucket. Would you like what you saw when you came across your fund? Not just the first impression – but the entire experience of your investor journey? Of course, it’s easy to say, “yes.” If you didn’t believe that you had a highly…

“Knock, knock” – how to approach negotiations with your lender: 5 top tips

Our previous article covered aspects of a company’s third-party credit facilities that could cause concern in light of the hardships caused by COVID-19. In this piece we provide practical tips on how a borrower might approach discussions with third party lenders to refinance or adjust the terms of its facilities 1. Engage early and decisively…

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