Capital Allocators – Inside the Institutional Investment Industry James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
44 snips
May 15, 2025 
James Clarke, Global Head of Institutional Capital at Blue Owl, shares his insights from a successful career in asset management. He discusses the delicate balance between short-term capital raising and long-term partnerships, emphasizing the importance of relationship building and transparency. Clarke also reflects on lessons learned from his diverse career, including his transformative journey from PIMCO to Blue Owl. He highlights the advantages and challenges of scaling in investment management, demonstrating how strategic communication fosters enduring client relationships.
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Persistence Pays Off with CIO
- James Clarke persevered through rejection from a CIO named Howard Bicker by persistently following up with him.
- This persistence led to securing a billion-dollar investment from PIMCO, teaching the value of perseverance and portfolio fit.
Prioritize Client Interests in Fundraising
- Ground all capital raising efforts in the client's best interests and show results over time.
- Avoid pushing your agenda; clients gravitate toward firms with clear portfolio fit.
Scaling Relationships Needs Broad Understanding
- Scaling relationships requires deep understanding and awareness across an entire organization, not just one point of contact.
- Effective communication is key because public mandates lead to intense, regular dialogue with clients.
