Dakota Rainmaker Podcast

In this episode of the Rainmaker Podcast, host Gui Costin, CEO and Founder of Dakota, interviews Mark Allan, Managing Director at New Republic Partners, about the intricacies of alternative investments and the growing demands within the private fund space. Allan, who has a deep background in hedge funds and alternative assets, shares insights into his career trajectory, starting from equities trading to eventually transitioning into the family office and RIA (Registered Investment Advisor) space.The discussion begins by setting the stage for the massive expansion of private fund managers across various asset classes, including credit, equity, real estate, and infrastructure. Allan explains that this growth has led to a significant increase in family offices, which has made managing the overwhelming number of investment opportunities more complex. He emphasizes the need for professional guidance to help navigate this vast landscape, especially for RIAs and family offices that may lack the internal resources to handle such complexities.Throughout the episode, Allan offers a detailed account of his professional journey, highlighting his time at Ridgecrest Partners, Clovis Capital, and Scopia Capital, before ultimately landing at New Republic Partners. His background in managing risk, overseeing trading, and working closely with business development provides a strong foundation for his current role, where he focuses on offering alternative investment solutions tailored to specific client needs.A central theme of the conversation is the growing importance of alternative investments in modern portfolios. Allan discusses how New Republic Partners aims to fill a gap in the market by offering middle-market and lower-middle-market managers to provide diversified solutions. He also addresses the operational challenges of managing such investments, including capital calls, liquidity, and the complexities of subscription documents.The episode wraps up with Allan reflecting on his leadership style, characterized by optimism, collaboration, and a focus on creating value for clients. He shares advice for young professionals entering the investment space, encouraging them to take risks, ask questions, and be open to learning through experience. Allan's final thoughts center on the importance of time management and the need to stay adaptable in an ever-evolving industry.For sales professionals and investment leaders, this episode offers valuable insights into the world of alternative investments and highlights the need for thoughtful, diversified strategies in today’s fast-paced market.

In the latest episode of the Rainmaker Podcast, hosted by Gui Costin, the guest is John Halaby, Executive Vice President and Head of Distribution at Harbor Capital. The episode dives into Halaby’s extensive career in the financial services industry and explores key sales strategies that have helped shape Harbor Capital’s success.Halaby begins by sharing his personal journey, starting as the son of Haitian immigrants, growing up in Brooklyn, New York, and how his upbringing influenced his career trajectory. He reflects on his 32-plus years of experience in financial distribution, with significant time spent at T. Rowe Price before joining Harbor Capital, where he has led the distribution team for the past five years. Halaby underscores his passion for leadership and growth, explaining how his leadership style fosters a team-first culture built on trust and transparency.The conversation then shifts to the structure of Harbor Capital's distribution strategy. Halaby describes the firm as a research and due diligence-driven company that partners with boutique managers from around the world. With a growing distribution team, currently numbering 85 members, Harbor Capital leverages the synergy between sales, marketing, and analytics to drive success. Halaby elaborates on the firm’s innovative approach to empowering salespeople by freeing them from tasks that can be handled by marketing and data analytics teams, allowing them to focus on relationship-building and closing deals. This streamlined process, as Halaby notes, is a key part of Harbor Capital’s success in the competitive financial services landscape.Halaby also provides insights into the firm’s use of data and CRM systems, particularly Salesforce, to enhance productivity and tailor sales strategies to individual clients. The firm’s focus on continuous feedback loops between sales teams and leadership ensures that marketing materials and sales tactics are constantly refined to meet market demands. Halaby emphasizes the importance of communication and transparency at every level of the organization, from weekly sales meetings to executive committee updates.Finally, Halaby offers advice to young professionals in the industry, stressing the value of building a network of peers who can provide support and challenge one another to excel. The episode concludes with Halaby reflecting on the importance of recruiting and retaining great talent as the foundation of long-term success.This episode provides valuable insights for sales professionals and leaders, emphasizing the importance of innovation, collaboration, and leadership in building successful sales organizations.

In this episode of The Rainmaker Podcast, host Dan DiDomenico sits down with Damion Hendrickson, Managing Director of AGF Investments’ U.S. business. The conversation delves into the strategic initiatives that Damion has spearheaded since joining the firm, particularly focusing on expanding the firm's presence in the U.S. market. With over 30 years of experience in investment distribution and financial services, Damion brings a wealth of knowledge from his time at Fidelity Investments, BNY Mellon, and HSBC Global Asset Management.The discussion begins with an introduction to AGF Investments, a 67-year-old Toronto-based firm, and its goal of expanding its reach in the U.S. Damion explains how he has been tasked with accelerating the growth of its U.S. business, particularly through strategic partnerships and enhancing distribution across key intermediary channels. He shares insights on how AGF Investments has adapted its offerings in the U.S. market, shifting toward separately managed accounts (SMAs) and model portfolios while streamlining the firm's fund lineup to focus on one key ETF offering. This shift has allowed the firm to stay competitive in a crowded market and to deliver new investment strategies quickly through strategic partnerships.Damion highlights the importance of innovation and adaptability in sales and distribution, emphasizing the need to stay ahead of industry trends. He shares his approach to building a collaborative team culture at AGF Investments, where salespeople work together rather than in competition, focusing on understanding client needs and delivering tailored investment solutions. This collaborative approach, combined with a clear strategic direction, has been key to the firm’s success in the U.S. market.Throughout the episode, Damion offers valuable advice for both seasoned sales leaders and those new to the industry. He stresses the importance of being a student of the business, continuously learning and adapting to changes in the market. He also highlights the value of building strong relationships and leveraging data to enhance sales processes and client interactions.The episode wraps up with Damion reflecting on the challenges of staying current in a rapidly evolving industry and the importance of finding key partners to drive growth. His insights provide a deep understanding of what it takes to build and lead a successful sales organization in the competitive world of investment management.Listeners are left with a clear sense of the strategic vision driving AGF Investments' U.S. expansion and the leadership qualities that Damion brings to the table, making this episode a must-listen for anyone involved in sales, distribution, or investment management.

In this episode of the Rainmaker Podcast, hosted by Gui Costin, we meet two distribution leaders from FS Investments: Kirsten Pickens and Ryan Robertson. Kirsten and Ryan bring decades of experience in the finance industry and currently serve as co-heads of U.S. distribution at FS Investments. They share insights about their roles, their experiences, and the leadership styles that have shaped their careers.Kirsten, whose background includes national accounts, marketing, investment research, and fund communication, describes her path from working at Vanguard to becoming a managing director at FS Investments. She emphasizes the importance of creating a supportive and inclusive environment, particularly focusing on empowering women in the finance industry. Her passion for mentorship and advocacy for diverse talent in the field comes through as she shares the personal side of her career journey.Ryan, with his unique background as a former NBA player turned finance professional, discusses how the skills he developed on the basketball court—such as teamwork, competitiveness, and resilience—have translated into his leadership in distribution. Ryan oversees the external and internal sales professionals at FS, driving a consultative approach to sales and encouraging his team to ask the right questions and build strong client relationships.The conversation also touches on the challenges and rewards of their co-head structure. Both Kirsten and Ryan highlight the importance of collaboration, transparency, and communication in leading a large distribution team. They discuss how they’ve structured their sales processes to be as consultative as possible, ensuring that their team focuses on client value rather than simply pushing products.One of the key takeaways from the episode is their shared belief in the importance of fostering a culture of accountability and kindness within their team. Both leaders stress the value of clear communication, both within their sales teams and up to the executive committee. They describe their regular biweekly catch-ups and semi-annual business reviews as crucial for maintaining alignment and driving performance.Finally, Kirsten and Ryan share advice for young professionals entering the finance industry. They emphasize the need to be a student of the business, work hard, and bring energy and passion to their roles. For them, success in the industry comes down to continuous learning, strong relationships, and a relentless focus on delivering value to clients.This episode offers a rich look into the strategies behind building a successful distribution team and the leadership qualities that foster long-term success.

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Steve Dunn, the Head of U.S. Distribution and Exchange Traded Funds at abrdn. The discussion opens with Steve sharing his journey into the financial services industry, noting that like many in distribution, his entry was somewhat accidental. Starting his career at Vanguard, Steve quickly recognized his passion for the client-facing side of the business and the investment aspects that kept him engaged. A pivotal moment early in his career occurred when a client introduced him to the concept of ETFs, sparking his interest and eventually leading him to a long and successful career in the space.Steve shares an anecdote about how a chance encounter at a conference connected him with iShares, a major player in the ETF market, which became a cornerstone of his career. Despite initial uncertainties, his move to iShares set the stage for nearly 25 years in the ETF business, leading him through roles at major firms like BlackRock, Deutsche, and eventually abrdn.The conversation transitions into Steve's approach to distribution. He highlights the importance of having a small, nimble team that is versatile and able to cover multiple areas. Rather than working in silos or by territory, Steve emphasizes the need for flexibility in distribution teams, ensuring that the right person is always matched with the right opportunity, regardless of geographical boundaries.Both Gui and Steve stress the benefits of not channelizing sales, a common practice in many firms. Steve explains that this approach allows his team to focus on client needs rather than rigid territorial rules, creating a more efficient and client-focused operation. He values collaboration and believes that the best results come when everyone works together to capitalize on opportunities.When discussing leadership, Steve describes his management style as one rooted in transparency, consistency, and compassion. He believes in creating an environment where team members feel supported but also held accountable. Each individual on his team is treated fairly, though not necessarily equally, as Steve tailors his approach to meet the unique needs of each team member. This personalized leadership style fosters trust and encourages his team to take initiative while knowing they have his support.A key topic in the podcast is the role of data in distribution. Steve points out that while there is an abundance of data available, the challenge lies in extracting actionable insights from it. He mentions that as distribution shifts to being more data-driven, it’s crucial for teams to have the skills to interpret data and apply it effectively to target clients and grow the business. Steve believes that using data effectively will allow smaller teams, like his at Abrdn, to compete and thrive in the market.Finally, Steve discusses the importance of communication, both within his team and with higher-level executives. He emphasizes constant, clear communication as a critical factor in keeping the team aligned and moving toward common goals, especially in a fast-paced, ever-changing industry like finance.

In this insightful episode of the Rainmaker Podcast, host Dan DiDomenico sits down with Shane Clifford, the Managing Director and Head of Global Wealth at Carlyle, to explore the intricacies of leading a global wealth business in the evolving financial landscape. The episode begins with an introduction to the podcast's mission—providing listeners with invaluable sales strategies from top industry executives—and a brief introduction to Dakota Marketplace, a comprehensive institutional and intermediary database designed for fundraisers.Shane Clifford, who brings over two decades of experience in the industry, shares his journey from his beginnings in Limerick, Ireland, to his current role at Carlyle. He details his career path, which includes significant stints at Merrill Lynch, BlackRock, Legg Mason, and Franklin Templeton, highlighting how each experience shaped his approach to business development and strategy, particularly in the alternative assets and financial services sectors.The conversation delves into Carlyle's current strategic focus under CEO Harvey Schwartz, emphasizing three primary areas: insurance, credit, and wealth. Clifford elaborates on Carlyle's transition from episodic fundraising to a more perpetual, evergreen vehicle approach, discussing the complexities and opportunities this shift presents. He also reflects on his leadership style, emphasizing the importance of personal connections and in-person interactions in building a cohesive and motivated team.Clifford provides practical advice on managing a global team, noting the challenges of differing market structures and the necessity of a robust CRM system. He stresses the importance of understanding team members' personal and professional motivations to foster a supportive and effective work environment. His leadership philosophy centers on empowering his team and ensuring authenticity in all interactions, particularly with clients.The episode also addresses the broader industry challenges, such as the low allocation to alternative investments in the U.S. compared to international markets, and the need for continuous education and adaptation in an ever-changing financial landscape. Clifford advocates for a hands-on approach, spending significant time on the road to connect with team members and clients, and highlights the value of hard work and dedication in distinguishing oneself in the industry.For aspiring professionals, Clifford advises focusing on work ethic and being present in the office to build relationships and gain mentorship. He underscores the importance of activity and engagement in sales roles, encouraging listeners to go the extra mile in their efforts.The episode concludes with Clifford's reflections on the future of Carlyle and the importance of surrounding oneself with a knowledgeable and diverse team. He shares his enthusiasm for his role and the firm, emphasizing the alignment between personal passion and professional success.

In the latest Rainmaker Podcast episode, host Gui Costin interviews Todd Myers, the Chief Operating Officer of Private Wealth Solutions at Blackstone. The discussion covers Todd’s impressive career, which spans from his beginnings in investment banking to strategic roles at Merrill Lynch, and ultimately to his position at Blackstone. Todd highlights the importance of discipline, analytical thinking, and client engagement, which have been pivotal throughout his career.Todd provides insights into Blackstone's success, attributing it to a culture of entrepreneurship and innovation instilled by founders Steve Schwarzman and Pete Peterson. Blackstone’s consistent investment process and team-oriented approach are key to its growth. A major focus of the conversation is Blackstone’s Private Wealth Solutions. Launched a decade ago, the private wealth channel now represents approximately a quarter of Blackstone’s $1 trillion in assets under management across Blackstone funds through March 31, 2024. Todd explains that educating financial advisors about alternative investments is crucial. This education helps advisors integrate these investments into client portfolios.Client-centricity is at the heart of Blackstone’s operations. Todd stresses the importance of understanding and performing for both institutional and individual clients. The firm continuously innovates by creating new products and expanding into new asset classes and geographies to meet evolving client needs.Communication and data utilization are essential to Blackstone’s success. Todd describes the firm’s structured communication practices, which include regular meetings to ensure alignment among geographically dispersed teams. Blackstone also leverages CRM tools to enhance client engagement and operational efficiency through integrated data intelligence.Todd’s leadership philosophy emphasizes respect, dignity, and empowering team members. He believes in fostering an environment where ideas win over hierarchy, promoting open debate and valuing every team member’s input. Todd advises young professionals to work hard, stay curious, and seek mentorship to thrive in the financial industry.

In this episode of the Rainmaker Podcast, Gui Costin, Founder and CEO of Dakota, hosts a special discussion featuring Jennifer Lundmark and Alex Catterick from Manulife Investment Management. Jennifer, Head of Institutional Distribution North America, and Alex, Senior Managing Director, Head of Alternative Investment Solutions, bring their extensive experience to the table, making this a unique episode with two guests from the same company.The episode kicks off with introductions. Jennifer oversees institutional distribution activities, covering both public and private market business development and investor relations. She leads a team focused on providing solutions for institutional investors and has a history with firms like American Realty Advisors and Goldman Sachs. Alex, on the other hand, manages the alternative investment solutions team, focusing on private markets and retail strategies. His background includes significant roles at HSBC, Barclays Wealth Management, and JP Morgan Private Bank.Gui explores the themes of leadership, communication, and best practices in distribution. Jennifer explains her team’s specialist model in North America, where sales professionals focus on specific asset classes, making them more effective when dealing with specialized asset owners. Alex discusses their generalist-specialist model, leveraging existing distribution channels to provide customized solutions to advisors and clients.The conversation delves into the importance of communication within sales teams. Jennifer emphasizes her biweekly team meetings and regular one-on-one sessions with direct reports to ensure alignment and address issues. Alex talks about building a global team and the need for consistent messaging and approach across different regions.A key topic is the integration of alternative investment solutions into existing sales processes. Alex highlights the challenge of selling through consultants and advisors and the importance of tracking and measuring efforts. Jennifer discusses the competitive nature of the institutional market and the need for differentiation through consistent marketing and unique solutions.The use of CRM systems, particularly Salesforce, is highlighted as crucial for managing relationships and ensuring effective communication. Jennifer shares a best practice of sending call notes to her entire team, fostering collaboration and dialogue. Alex talks about developing a process to make CRM usage more efficient for his team.Gui asks for advice for young professionals entering the industry. Alex emphasizes the importance of becoming a subject matter expert and being solutions-oriented. Jennifer highlights the value of networking and building relationships within the industry.The episode concludes with a discussion on challenges. Jennifer points out the difficulty of breaking into a crowded market and the need for differentiation, while Alex discusses the challenge of integrating his team into established distribution processes.This episode provides valuable insights into the strategies and best practices of distribution leaders in the financial industry, offering practical advice and a deeper understanding of the complexities involved in institutional and wealth management sales.

In this episode of the Rainmaker podcast, Gui Costin interviews Troy Chakarun, Managing Director and Head of Private Wealth and Alternative Distribution at Voya Investment Management. Troy discusses his journey from roles at Merrill Lynch and Bank of America to leading sales teams at Voya. He emphasizes the critical role of data in driving sales strategies and introduces his innovative roundtable approach, which enhances market intelligence and builds valuable relationships. Troy also explains Voya’s standardized sales process, the importance of effective communication, and the use of CRM systems to streamline operations. His leadership style, characterized by open communication and teamwork, offers valuable lessons for sales professionals. This episode is a must-listen for anyone looking to excel in sales leadership and data utilization!

The podcast episode of The Rainmaker Podcast, hosted by Dan DiDomenico, features TF Meagher, the Head of North America Institutional Distribution at Janus Henderson Investors. The episode provides insights into Meagher’s career, his leadership philosophy, and the strategies he employs at Janus Henderson to drive success in institutional sales.Meagher begins by sharing his background, mentioning his roots in the Chicago suburbs and his educational journey at the University of Illinois. He highlights his career trajectory, including roles at Aegon Asset Management and UBS before joining Janus Henderson in 2021. At Janus Henderson, he oversees a team of 20 people focused on institutional sales, consultant relations, and client management. He emphasizes the importance of teamwork and the client-first approach, which aligns with the firm’s mission and values under the leadership of CEO Ali Dibadj.Meagher discusses the sales process at Janus Henderson, noting the importance of being client-centric and the need for his team to be experts in the specific market segments they serve. This expertise allows them to understand and address the unique challenges of their clients, whether they are public pension plans, nonprofits, endowments, foundations, or family offices. He also mentions the balance between strategic and tactical sales plans, emphasizing the need to adapt to the macro-environment and client feedback.The conversation shifts to the internal communication and management practices within his team. Meagher highlights the use of a CRM system to capture client feedback and track sales activities, despite the general reluctance of salespeople to engage with such systems. He explains how leveraging data from CRM and AI can optimize their sales processes and enhance their ability to meet client needs. Additionally, Meagher stresses the importance of maintaining internal relationships across the organization to ensure efficient operations and client satisfaction.On leadership, Meagher advocates for a collaborative approach, focusing on team success rather  than  individual  achievements. He underscores the significance  of  staying in front of clients to maintain relevance and passion in the sales field. For young  professionals entering the industry, he advises developing a deep understanding of  investment products, fostering internal relationships, and outworking the competition.The episode concludes with Meagher’s reflections on the challenges in the current market environment, particularly the need for differentiation and the effective use of data to back up sales strategies. Overall, Meagher’s insights offer valuable lessons on leadership, client  engagement, and the importance of a data-driven approach in institutional sales.