Daniel Duncan on Building a Resilient Investor Base for an Emerging Markets Manager

In this episode of the Rainmaker Podcast, Gui Costin sits down with Daniel Duncan, Managing Director of Business Development and Client Services for Seafarer Capital Partners, for an in-depth conversation about building a differentiated emerging markets manager distribution plan, navigating the U.S. investment professional landscape, and scaling relationships with institutional investors. Daniel, with decades of experience in global emerging markets, shares how his background managing complex distribution landscapes informed his approach to building credibility with multiple client types centered on expertise, integrity, and long-term relationships.

At Seafarer, Daniel emphasizes the firm’s commitment to long-term alignment with investors, particularly institutions such as Multi-Family Offices, Large RIAs, Endowments, and Retirement Consultants. He explains how the firm maintains high-touch relationships, providing detailed reporting, market insights, and ongoing communication to ensure investors are informed and confident in the firm’s strategies. Daniel notes that trust and credibility are central to capital formation, and building those relationships requires consistency, responsiveness, and integrity.

A major theme of the episode is how Daniel communicates about Seafarer’s efforts to differentiate itself in a competitive market. The firm’s team combines deep technical expertise in emerging market equities with a disciplined, research-driven process to identify mispricings and relative value opportunities globally. Daniel explains that this combination – what Seafarer would describe as its disciplined active management approach - embody Seafarer’s aim to deliver consistent, risk-adjusted returns while providing investors with a clearly articulated investment philosophy.

Daniel also shares insights into the firm’s culture and leadership. He stresses the importance of hiring talented, curious, and disciplined professionals, fostering an environment where team members can challenge assumptions and contribute to decision-making. This collaborative approach enables Seafarer to operate nimbly while maintaining rigorous investment standards.

Finally, Daniel offers guidance for young professionals entering the investment world: focus on mastering the fundamentals, develop a global perspective, and prioritize building trust and credibility in every interaction. This episode provides actionable insights for fundraisers, portfolio managers, and investors seeking to navigate the complexities of global investing with discipline and integrity.

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