Billion Dollar Backstory

There’s nothing worse than walking into a conference room full of investors. Suddenly, everything you thought you knew about running a great meeting goes out the window.You’re wondering who to make eye contact with, whether anyone is actually interested, and why no one is saying anything. Crowded meetings are awkward. They’re intimidating. But they aren’t impossible to rock. You just need a good strategy, and that’s exactly what Stacy’s giving you today. In this Episode, she breaks down: Her go-to strategy for preparing for a crowded meeting How to get the inside scoop on who’s attending ahead of time The trick that’ll help you stay laser focused on the RIGHT decision maker during the meeting Simple ways to shake out the awkwardness when no one’s talkingThis is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth:https://www.stacyhavener.com/subscribe   - - -Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Whether you’re raising capital on your own or thinking about hiring someone to help, chances are… you’re focused on all the wrong things.The biggest lesson Stacy learned while raising $8B for boutique asset managers (which ultimately helped drive over $30B in follow-on AUM)? Flashy resumes, market hot takes, and smooth talkers don’t close deals.The fundraisers who consistently crush it in meetings share four specific traits, and in this Episode, Stacy’s breaking them down, plus:Why a CFA and a killer contact list aren’t enough to raise real capitalThe one thing allocators actually care about (hint: it’s not your market commentary)Why asking great questions beats delivering the perfect pitchWhat BQ is and why it might matter more than IQ or EQThis is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth: https://www.stacyhavener.com/subscribe - - -Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Raising capital starts with real relationships. And in 2025, social media is the easiest way to make those connections…right?Well… not always.What if the allocators you’re trying to reach aren’t posting? You can’t comment. You can’t DM them. Heck, maybe they don’t even accept your connection requests on LinkedIn. Then what? How do you reach someone who seems impossible to reach? How do you start a conversation without sending an email pitch that gets buried?If these questions sound familiar, you’re in for a treat with this Episode because Stacy is breaking down: Why skipping LinkedIn could be a huge mistake (just because allocators aren’t posting doesn’t mean they’re not watching)What to do when an allocator really isn’t on social at allHow to use the give, give, give, ask framework to book more meetings when social media isn’t an optionThis is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week.Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth: https://www.stacyhavener.com/subscribe - - -Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

You know storytelling is powerful. You’ve heard that facts don’t close deals—feelings do.But when it comes time to talk about yourself, it suddenly feels...awkward.When is the right time to tell a story? And how do you know if you’re sharing too much or sounding too braggy? Listen in as Stacy tackles these questions and breaks down: The #1 storytelling mistake fund managers make Why telling your backstory can feel awkward (and how to share yours without sounding braggy)How to ditch the boring resume speak and make your story stickThe secret to crafting a story that’s short, powerful, and memorable.This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week! Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth:https://www.stacyhavener.com/subscribe   - - -Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

As a boutique, blending in isn’t just a mistake; it’s a death sentence.You don’t need to be BlackRock. You need to own what makes your fund different. But let’s be real: finding your edge—and actually leading with it—can feel like showing up to a black-tie event in your pajamas. Awkward. Exposed. Uncomfortable.That’s why in this Episode, Stacy breaks down:Why trying to prove you’re “better” is a losing game for boutiquesThe 3D Model for uncovering what actually makes your fund stand outHow to flip your mindset and start viewing your “weaknesses” as strengths investors value (and spotlighting those strengths in meetings) The #1 edge boutiques have over the bigs in allocators’ eyes (and how to lean into it) This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week! ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Raising capital isn’t about having the perfect pitch deck. And there’s no magic button that makes assets pour in.At the end of the day, it all comes down to one thing: trust.If you want to grow your boutique, you have to build real relationships with investors. Take it from $6B CEO Conor Hoey. He’s spent over a decade raising capital, leading investments, and even securing the right backers for his football club. And along the way, he’s learned one simple truth: People do business with people.In this Episode, Conor and Stacy dig into:Why investors actually say yes (hint: it’s not just about performance)What football and finance have in common when it comes to finding the right investorsThe biggest mistakes boutique funds make when trying to break into new marketsWhy you need to stop hiding behind emails and start picking up the phone (seriously, just do it)If you know relationships are the key to raising capital but aren’t sure how to actually build them, this Episode is for you. Learn More About Conor Hoey:Conor is the CEO of Gemini Capital in Ireland, an organisation that provides an easy and cost effective way for Investment Managers from around the world to create and distribute UCITS funds.  Having been in the Finance industry over 30 years in London and Dublin, he has worked across insurance, consulting, asset management and securities services.Outside of work, he is well known for his passion for Drogheda United, a League of Ireland professional soccer club where his family’s involvement goes back 75 years.  Conor is a former chairman and current director of the club.  They recently won the Football Association of Ireland Cup, which he can be seen cradling in his profile picture.  This means European football for the club later in 2025.  He is also a keen musician, cook, traveller, pickleballer and soon to be author!   ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Most fund managers panic when investors push back.They freeze. They fumble. And they walk away from capital they almost had.Not because their pitch was bad but because they didn’t know how to handle objections with confidence.In this Episode, Stacy is sharing her best tips for handling push back like a pro. She’s breaking down: Why objections can actually be your best friend - and bring you closer to a yes - IF you shift your mindset The most common investor pushbacks you need to be ready for (and how to flip them)The underrated sales skill that turns “not sure” into “tell me more”And what Eminem can teach you about owning the elephant in the room (so it doesn’t own you)This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week! ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Struggling to stand out to allocators? Wondering why your pitch isn’t landing?Kristof Gleich has sat on both sides of the table. Today, he’s the President & CIO of $50B Harbor Capital, but before that? He spent 8+ years leading manager selection at JP Morgan, fielding pitches from managers just like you.In this episode, he and Stacy dive into:Kristof’s path from physics to finance—how he went from studying physics to landing his first finance job at Goldman Sachs right after 9/11What actually makes a fund manager stand out (hint: it’s not tweaking a model or slapping “contrarian” on your deck)Why it pays to celebrate even the smallest wins as you grow your fund Harbor Capital’s approach to backing emerging managers early (and why he believes more allocators should follow suit) About Kristof Gleich:Kristof Gleich joined Harbor in 2018 and in 2020 was appointed CIO of Harbor Capital Advisors, Inc. He has oversight responsibility for our Investment, Distribution & Marketing and Executive Office functions. He provides insight while helping lead Harbor’s strategic growth plan. Prior to joining Harbor, Kristof was a managing director and global head of manager selection at JPMorgan Chase & Co. He earned a B.S. in Physics from University of Bristol. Kristof is a CFA charterholder. ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

If you’re always chasing investors, hires, or deals… you’re doing it wrong.The most successful boutique founders don’t try to close everyone. They focus on alignment—and that’s exactly what Amy Volas is here to help you master.As a top sales leader turned founder of Avenue Talent Partners, she helps startups hire the right sales leaders. Along the way, she’s seen the costly mistakes founders make—whether they’re hiring, fundraising, or scaling—and she’s here to help you avoid themIn this Episode, Amy and Stacy discuss: Why trying to close everyone is the fastest way to burn outHow the most successful founders and fund managers attract the right people (and repel the wrong ones)The hiring scorecard that will save you from expensive hiring mistakesWhy gut feelings aren’t enough—and how to build a hiring process that actually worksThe mindset shift that will make raising capital and growing your firm a lot more sustainable ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Judith MacKenzie’s path is as unconventional as it is inspiring. She didn’t learn to invest on Wall Street. The lessons that led her to the founder’s seat, running the boutique investment arm of $2.5B Downing LLP, started in her dad’s small news and ice cream shop in the Highlands long before finance was on her radar.In this Episode, she sits down with Stacy to discuss: Her backstory– the surprising business lessons she learned as a kid and how they still influence her investing todayWhy qualitative research is just as rigorous as the numbers and how to test a company’s integrityThe biggest red flags in management and governance that investors often missHow to stay true to your strategy when the market pressures you to pivotWhat it’s like to be the only woman in the room and what needs to change for the next generation of women in financeMore about Judith MacKenzie:Judith is passionate about investing in UK smaller companies and has spent 30 years immersed in the investment world, firstly as a technology analyst and then as a fund manager. She is Chair of the small and mid-cap lobbying body, the Quoted Companies Alliance, and has experience as a board member in both private and public companies.  With a value-oriented investment style, Judith has driven investment returns in excess of the industry benchmarks. Hailing from the Scottish Highlands, Judith spends her spare time in the hills with her dogs or trying not to fall off horses. ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap