Mastering Boutique Growth: Mark Clewett on Leading Conestoga Capital Advisors to $8 Billion in Assets

In this episode of the Rainmaker Podcast, guest Mark Clewett, President and Managing Partner of Conestoga Capital Advisors, sits down with host Dan DiDomenico to discuss his career, leadership philosophy, and the growth of his firm. Clewett shares his professional journey, beginning with his education in finance at Penn State and early roles at SEI Investments and Delaware Investments. He reflects on joining Conestoga in 2006 when the firm was relatively small, managing $200 million in assets with a team of just seven people. Over the years, Conestoga grew into an established boutique firm with over $8 billion in assets under management.

Clewett credits much of Conestoga's success to its focus on small- and mid-cap growth equity strategies and its emphasis on long-term, durable relationships. He emphasizes the importance of consistency and quality in client communications, especially when engaging institutional consultants. Clewett also highlights the firm’s niche strategy of concentrating on portfolios of companies with a competitive advantage and sustainable earnings growth, which has positioned Conestoga well within the competitive investment landscape.

The conversation touches on the key role consultants have played in Conestoga’s growth. Initially, Clewett focused on institutional relationships to leverage consultant networks, which helped expand the firm’s reach. Over time, the sales team grew to include dedicated personnel for institutional and advisor relations. Clewett also discusses the importance of a strong internal culture, where all teams—whether investment, client service, or operations—work closely and respect each other’s roles.

Clewett offers practical advice for young professionals and sales leaders, emphasizing the long-term nature of relationship-building and the need to embrace change in career trajectories. He reflects on his personal leadership style, noting that maintaining the firm’s collaborative, respectful culture is a priority as Conestoga grows.

The episode concludes with a discussion about scaling a boutique firm, the challenges of competing with industry giants, and the constant need to elevate marketing materials and communications as the firm expands. Clewett's insights provide a thoughtful roadmap for navigating the complexities of growing and leading a boutique investment firm.