Dakota Rainmaker Podcast

In this insightful episode of The Rainmaker Podcast, host Gui Costin is joined by Doug Keller, Head of Alternative Investments at T. Rowe Price. With a rich background in the financial advisory world, shared by both his parents and himself, Keller brings a wealth of experience from his tenure at reputable institutions like Blue Owl, Pantheon Ventures, and Bank of America Merrill Lynch.This conversation delves into Keller's personal journey, revealing his early life's influence on his career. Growing up in a family deeply entrenched in financial advisement, his transition from a collegiate baseball pitcher to a prominent figure in alternative investments seems almost predestined. Keller's narrative is not just a story of professional success but a testament to the power of long-term relationships and personal growth.The dialogue shifts focus to the importance of teamwork and leadership in the context of sales and investment. Keller's approach to leadership—emphasizing team orientation, individual support, and a strategic balance between generalists and specialists—highlights the critical role of collaborative efforts in achieving sales goals. This approach is particularly evident in T. Rowe Price's management of its extensive portfolio, which necessitates a nuanced understanding of market demands and client needs.Keller's insights into the sales process are both practical and strategic, offering listeners a glimpse into the complexities of fund distribution and the importance of aligning sales activities with overarching business objectives. His emphasis on leveraging Customer Relationship Management (CRM) tools underscores the technological backbone supporting modern sales strategies, facilitating precise tracking and efficient management of sales activities.Moreover, Keller's leadership philosophy is profoundly human-centric, focusing on empowerment, accountability, and the recognition of individual contributions. His belief in transparent communication and setting realistic expectations serves as a guiding principle for nurturing a productive and motivated sales force.This episode not only provides a deep dive into the mechanics of sales and distribution in the investment world but also celebrates the human elements that drive success in this field. Listeners will come away with a richer understanding of the strategies that underpin effective sales leadership, the challenges of managing a diverse portfolio, and the personal qualities that distinguish exceptional leaders in the competitive landscape of investment management.Through Keller's experiences and perspectives, The Rainmaker Podcast once again affirms its commitment to offering valuable insights to sales professionals, enriching their understanding of the industry's dynamics and equipping them with the knowledge to navigate their careers with confidence and strategic acumen.

In the Rainmaker Podcast episode hosted by Gui Costin, the spotlight was on Lisa Harrow-Chodock, a distinguished figure in the realm of institutional capital fundraising. With a rich background that spans roles at Comvest Partners, Triago, Och-Ziff, and Duff & Phelps, Lisa brings an impressive two decades of experience in the alternative asset industry to the table. She is currently the Managing Director at Lateral Investment Management, where she plays a pivotal role in capital raising for the firm.The episode kicked off with an introduction to Dakota Marketplace, underscoring its utility in streamlining the fundraising process for fundraisers by providing a unified platform to access a comprehensive database of institutional and intermediate investment opportunities. This tool is presented as a solution to the challenges of managing multiple databases and channels in the search for the right investment opportunities.Lisa delved into her journey, starting from her initial foray into the finance world, focusing on illiquid valuation work, and evolving into a career centered around capital raising. She highlighted her focus on the U.S. lower middle market across various sectors such as buyout growth equity, venture, and secondaries. Lisa's passion for her work shines through as she talks about her love for the intricacies of fundraising and her success in executing over 30 mandates.Residing in Rhinebeck with her family, Lisa provides insights into her personal life while also detailing her professional ethos at Lateral Investment Management. She emphasizes the firm's focus on the U.S. lower middle market, targeting companies with substantial EBITDA and aiming to be the first institutional capital in businesses poised for growth, particularly in technology and business services.The conversation transitions to Lisa's sales philosophy, where she advocates for building genuine relationships with investors rather than traditional selling tactics. She describes her approach as a meticulous process of understanding an investor's needs and matching them with appropriate investment opportunities, akin to a matchmaking process in private equity.Lisa's narrative extends to the importance of being organized and prepared, sharing techniques that ensure consistent follow-up and engagement with potential investors. She underscores the significance of personal interaction, preferring direct phone calls over mass emailing for establishing initial contact.The podcast also touches on Lisa's strategy for navigating the vast landscape of LP (Limited Partners) in the U.S., advocating for a targeted approach that focuses on core LPs actively allocating capital. She shares insights on the nuances of effective fundraising, including the strategic use of personalization in communication to stand out and resonate with potential investors.Lisa’s narrative concludes with a profound piece of advice for newcomers in the industry: to persevere and maintain a strong resolve despite the challenges inherent in investment sales. Her journey and insights not only shed light on the art and science of fundraising but also serve as an inspiration for sales professionals seeking to excel in the dynamic world of institutional capital raising.

In this Rainmaker Podcast episode, Gui Costin and Steve Brennan, from Hamilton Lane, delve into the evolving dynamics of sales within the investment management industry, focusing particularly on the private markets sector. Steve shares his extensive journey, starting in the operations department at the Bank of New York, progressing through relationship management at Goldman Sachs, and eventually leading Hamilton Lane's global private wealth solutions. His insights into the transition from institutional to private wealth clients highlight the nuanced approach required in sales strategies, emphasizing the importance of education and understanding client needs.Steve discusses the critical aspects of building a successful sales team, including the importance of recruitment, training, and retention, focusing on the significance of product and market knowledge. The conversation also explores the strategic direction of Hamilton Lane, particularly the firm's efforts to introduce private market solutions to the private wealth sector. Steve points out the challenges and opportunities this expansion presents, including the need to adapt sales approaches to meet the sophisticated demands of private wealth clients.Furthermore, Steve emphasizes the growing importance of technology and digital platforms in sales strategies, suggesting that innovation, coupled with traditional relationship-building, will be key to future success in the industry. The episode provides a comprehensive look at the sales landscape in investment management, offering valuable lessons for professionals seeking to navigate the complexities of selling investment solutions, especially in the private markets.Listeners are given a rare glimpse into the strategic thinking behind Hamilton Lane's success in engaging both institutional and private wealth clients, underscored by Steve's belief in the power of education, tailored sales strategies, and the art of relationship building. The discussion serves as a testament to the evolving nature of sales in the investment management sector, highlighting the need for adaptability, strategic foresight, and a deep understanding of client needs.

In this insightful episode of the Dakota Rainmaker Podcast, Gui Costin welcomes Pete LaMassa for a deep dive into the crucial role of storytelling in the finance industry. Pete, with his background in journalism, shares how narrative techniques have enriched his financial career, particularly in sales and fundraising. The conversation explores the seamless transition from crafting stories in journalism to weaving compelling narratives that resonate with clients and stakeholders in finance. Pete emphasizes the importance of effective communication, the art of the pitch, and leveraging personal stories to build meaningful relationships.Furthermore, Gui and Pete discuss the dynamics of teamwork and the significance of fostering a supportive work environment. They highlight the evolving challenges and opportunities within wealth management and institutional fundraising, shedding light on the strategic approaches to client engagement and relationship building. Pete's insights into the intersection of journalism and finance illustrate the indispensable role of storytelling in connecting with audiences, building trust, and driving success in the business world.This episode not only explores the synthesis of journalism skills and financial acumen but also offers valuable strategies for professionals looking to enhance their communication and relationship-building skills in the finance sector. Pete's journey and expertise provide a compelling case for the power of storytelling in achieving business objectives, making this episode a must-listen for anyone interested in the art of communication within the financial industry.

In this insightful episode of the Dakota Rainmaker Podcast, Gui Costin engages with Chris Krein of Artisan Partners in a comprehensive dialogue about the evolution and strategy behind successful sales and distribution in the financial services industry. Chris shares his professional journey, emphasizing the critical role that talent acquisition and nurturing a diverse team environment play at Artisan Partners. He elaborates on Artisan's unique distribution model, which involves setting up dedicated commercial teams tailored to support each investment team, ensuring highly focused client service and efficient sales efforts.Chris and Gui delve into the nuances of creating lasting first impressions, the importance of integrity and intrinsic motivation in the recruitment process, and the transformative impact of CRM systems like Salesforce in optimizing sales operations. They discuss the cultivation of a productive sales leadership culture, the necessity for sales professionals to deeply believe in their products, and the significance of rigorous preparation in sales success.Chris also highlights the value of mentorship and continuous learning for young professionals, offering insights into the building blocks of a successful career in sales within the investment sector. This episode not only explores leadership and sales excellence, but also provides a deep dive into Chris's expertise and strategic approach to navigating the complex landscape of sales and client relationship management in the financial world.

In this episode of the Rainmaker Podcast, Paul Heathwood, Head of Distribution at Boston Partners, and host Gui Costin engage in a thoughtful discussion on Heathwood's journey in the asset management industry. Paul shares insights into his transition from an equity trader to a leadership position emphasizing the crucial role of understanding the business's nuances and the importance of a consistent investment philosophy. The conversation dives deep into the art of relationship building, the perseverance required in the sales process, and the critical role of strategic alignment within the competitive investment community.Listeners will gain valuable insights into the operational dynamics of Boston Partners' distribution team, including the significance of personalizing client interactions, leveraging advanced CRM systems for efficiency, and the importance of understanding and meeting client needs to foster long-term relationships. Heathwood’s experience offers a rare glimpse into the disciplined approach required to navigate the complex investment market successfully.This episode is a must-listen for anyone in the investment sales industry or anyone aspiring to enter this field. It provides a comprehensive overview of effective sales management techniques, client engagement strategies, and the benefits of a disciplined investment approach in achieving competitive advantage. Whether you're a seasoned professional or new to the field, the insights shared by Heathwood can inspire innovative strategies to navigate the challenges and opportunities in investment sales.

In an insightful episode of the Rainmaker podcast, host Gui Costin welcomes Greg Stumm, the Senior Vice President of Sales and Head of Distribution at Resolute Investment Managers, for a deep dive into the world of investment sales. This conversation is a treasure trove of wisdom, particularly valuable for those in the sales and investment sectors.The episode begins with Stumm sharing his sales philosophy, which has significantly influenced his successful career. He emphasizes the importance of understanding the individual needs of clients in the investment advisory space, advocating for a scalable, organized, and efficient approach to sales. This client-centric focus is a recurrent theme throughout the discussion, as Stumm elaborates on the significance of listening to clients and offering solutions tailored to their unique requirements.A notable aspect of the conversation revolves around the dynamics and structure of the sales team at Resolute. Stumm provides insights into how fostering a collaborative environment and breaking down traditional team divisions can lead to greater success. He also touches upon the impactful use of modern tools like Salesforce and Highspot in enhancing communication and streamlining the sales process, underscoring the importance of staying updated with technological advancements in the field.The podcast also addresses the current challenges in the investment industry, such as the transition from mutual funds to ETFs. Stumm discusses the need for sales teams to adapt and focus on fewer, high-quality client relationships. Leadership and organizational culture are also key topics, with Stumm sharing his approach to creating a positive, transparent, and accountable workplace. This episode is not just an exploration of sales strategies but a comprehensive guide for anyone looking to succeed in the fast-evolving world of investment sales. It's a must-listen for sales professionals, business leaders, and aspiring individuals in the finance and investment fields.

In this episode of the Rainmaker Podcast, host Gui Costin talks with Dan DiDomenico, the seasoned president of Dakota. They explore Dan's journey from starting at Vanguard after college to leading Dakota. The conversation highlights key sales strategies, emphasizing teamwork and the effective use of CRM systems like Salesforce. Dan shares valuable insights on sales and relationship management in the investment industry, focusing on preparation, effective communication, and equipping sales teams with the right tools for success. His advice for young sales professionals underscores the importance of these elements in building a successful sales career. This episode offers a deep dive into "The Dakota Way," showcasing Dan's expertise in sales leadership and his unique approach to navigating the complexities of the sales world.

In this insightful episode of the Dakota Rainmaker Podcast, host Gui Costin, Founder and CEO of Dakota, engages with Matt Witkos, Managing Director at Eaton Vance, to explore the nuances of sales and distribution in the investment industry. Matt, with his extensive background, takes listeners through his professional journey from his start at Putnam to his current role, including valuable experiences at Nuveen and GE.The conversation centers around pivotal topics like identifying and engaging top advisors, a crucial aspect for business growth in the financial sector. Matt emphasizes the use of data and analytics in pinpointing these key individuals.Another significant theme is the optimization of sales capacity. Matt discusses the importance of resource allocation and the need for sales strategies that are both efficient and effective. This includes understanding the unique profiles of advisors and tailoring approaches accordingly. Matt also shares insights into adapting sales tactics across various channels and products, highlighting the necessity of flexibility and customization in sales strategies to meet the diverse needs of different market segments.The episode is further enriched by Matt’s philosophy on sales leadership, focusing on the critical role of CRM systems and strategic client segmentation. He underscores the importance of these tools in not just managing sales processes but also in adding value to both sales teams and clients. This episode is particularly beneficial for professionals in the fields of sales, marketing, and investments. It offers practical advice, strategic insights, and real-world experiences from a seasoned industry leader, making it a must-listen for those looking to enhance their understanding of sales dynamics in the investment industry.Matt’s expertise provides a roadmap for navigating the complex landscape of financial sales and distribution, making this episode a valuable resource for both seasoned professionals and newcomers to the field.

In this enlightening episode of the Rainmaker Podcast, Gui Costin, Founder and CEO of Dakota, engages in a detailed conversation with Adam Bobker, Managing Director and Co-Head of Private Wealth Solutions at Fortress. The podcast offers an in-depth exploration of Bobker's extensive experience in wealth management and sales leadership, delivering insights that are highly valuable for professionals in similar sectors.The episode begins with Bobker recounting his career journey. He reflects on his early experiences in his family's global distributor of industrial components, where he learned the importance of building strong client relationships across various levels. This foundation played a pivotal role as he transitioned to the financial services sector, notably during his time at BlackRock before his eventual move to Fortress in 2022.Bobker then delves into his experiences in building a new private wealth business at Fortress. He shares his strategic approach to assembling a team, emphasizing the importance of character traits and a team-oriented mindset, rather than solely focusing on individual skill sets. This focus on team culture and personal attributes is a cornerstone of his strategy for creating a cohesive and effective team.The conversation shifts to discuss Bobker's sales philosophy, which he likens to a doctor's diagnostic approach. He stresses the importance of understanding clients' needs before proposing solutions. This client-centric approach is supported by a structured sales plan, which includes segmenting clients to optimize time and effectiveness.Leadership and communication within teams form another crucial part of the discussion. Bobker speaks about his transparent leadership style and the importance of team collaboration and collective knowledge for achieving success. He also emphasizes the significance of nurturing sales talent and the necessity of effective communication within teams.Finally, the podcast wraps up with Bobker offering his perspective on the current challenges in the wealth management field, especially regarding alternative investments. He shares his thoughts on the evolving financial landscape and discusses the future outlook of wealth management, particularly the role of alternative investments in client portfolios.Overall, the episode provides a comprehensive view into effective sales strategies, team building, and leadership in the dynamic world of wealth management and investment sales, through the lens of Adam Bobker's rich experience and expertise.