Capital raising begins with marketing – and marketing is all about control 

Marketing a fund is a game of catch. When you communicate with an investor you are throwing the ball. When the investor responds, they are throwing it back. The ball must pass between you and investor multiple times before the capital raising process gets to the due diligence phase.  The big difference is that this…

Fundraising happens when you are not fundraising

While at a conference last month, I heard the line, “fundraising happens when you are not fundraising” in some form or other from speakers of at least three different panels. There is no chance I would have heard that statement come out of even a single panelist’s mouth five years ago. It’s a crowded market…

5 key takeaways to raising capital more effectively

If you execute the 5 tactics below, you will have more success raising capital. 1. Build rapport before you assess interest You will only receive an allocation from an institution that you have a relationship with – so build one. Amazingly, this is oftentimes overlooked or forgotten about. Don’t ask if someone is interested in…

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…

Create real relationships – Raise more capital

I don’t know how many people have told me that raising capital is about relationships. This is indeed true. In the majority of cases, no investor (regardless of the form they take) is going to invest without feeling they have a genuine relationship with the team they are allocating to. The real question most GPs…

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…

CRM systems: Market like it matters

Every venture firm or private equity firm should be using a CRM system and an email system capable of compiling lead score. Here are 10 less obvious reasons why this is important. Raising capital is a numbers game, the more people you touch the greater chance you have in raising capital. Building audience is critical….

Audience and asset management

Generalizing, everyone wants 10 investors to allocate $20 million into their fund. I am not saying that it is impossible, however, the chances of selectively identifying 50 prospective LPs, directly reaching out to those prospects, and closing 10 allocations are extremely low. The industry is too competitive, there are too many funds and LPs can…

The alpha in ESG

From the very beginning of the ESG movement, about fifteen years ago, asset managers have asked themselves if and how ESG can create value. In our view, trillion-dollar questions are always worthy of our attention, particularly if answering them may help to save the planet. In order to show whether improvements in ESG can drive…

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