All Things Fundraising

In Episode 43 of the Emerging Manager Growth Show, Gui Costin and the Dakota team take on the pension channel and how emerging managers should think about Emerging Manager Programs (EMPs). Gui debunks four of the most common myths around marketing to public pensions — from track record and AUM minimums to consultant gatekeeping — and walks through how pensions actually define emerging managers across vintage, track record, and AUM, with examples from CalPERS, Texas Teachers, Maryland State Retirement, and LA Fire & Police. The episode also covers diverse/women & minority-owned EMPs, a market update on where Dakota is seeing wins across long-only equity and alternatives, and closes with fundraising best ideas spanning city scheduling, email creation, the quarterly webinar playbook, and a pro tip on using Claude to take call notes off your plate entirely.

In this episode of The Rainmaker Podcast, Gui Costin sits down with Dominica Ribeiro, Chief Marketing and Distribution Officer at Breckinridge Capital Advisors, the legendary asset manager based in Boston. The conversation covers Dominica's non-traditional career path, the structure and discipline of Breckinridge's distribution team, and the leadership philosophy that has shaped how she runs sales and marketing as a single integrated function.Dominica started full-time in the industry directly out of high school at Putnam Investments, working through her associate's, bachelor's, and master's degrees while building her career. After 5 years at Putnam, she spent 14 years at Fidelity, including a long stretch at Pyramis Global Advisors in Smithfield, Rhode Island, where she worked institutional marketing in lockstep with the distribution team. That alignment of marketing and sales, unusual in the industry, became the foundation for her current role at Breckinridge, where both functions sit under her leadership.Breckinridge is a 30+ years old independent asset manager with roughly $55 billion in AUM (as of 3/31/26) and 89 employees across offices in Boston and San Diego. The firm specializes in investment-grade fixed income and equity income portfolios delivered through customized separately managed accounts. Despite its size, the firm operates with a deliberate boutique feel, and Dominica's 20-person distribution and marketing team is structured to reinforce that. She walks Gui through how the team is organized, two regions split east and west of the Mississippi, with specialized state-level coverage, plus dedicated private wealth, institutional, national accounts, and distribution strategy teams.A key theme of the conversation is continuity of relationship. Breckinridge does not hand prospects off from sales to a separate relationship management team. The same person who brings the client in stays with them through quarterly updates and ongoing engagement, which Dominica believes drives better retention and cross-sell. That continuity is reinforced by a transparent scorecard that incentivizes business development, retention, execution, and collaboration, shared with the team in January so reps know exactly how they will be measured.Dominica is candid about CRM implementation. Breckinridge uses Salesforce, and her advice to boutique managers considering a CRM rollout is simple: don't do it without a dedicated sales enablement or operations resource. The cost only pays off when someone is responsible for data discipline and reporting consistency. Gui shares how Dakota has integrated Slack, Salesforce, and Claude to make meeting note capture nearly frictionless, eliminating the most common source of CRM data decay.The conversation closes on leadership. Dominica describes herself as leading with empathy while holding a high bar, direct when the team falls short, transparent about expectations, and clear that proactive communication is non-negotiable. Her advice to early-career salespeople is to trust their gut and communicate constantly, even in internal-facing roles. Looking ahead, she names focus as her biggest challenge: at 89 employees, the firm has to be disciplined about where it invests its time, talent, and resources, and the feedback loop from clients and prospects is what drives those decisions.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We cover new RIA launches like SagePoint Capital Partners and Kintra, as well as RIA acquisitions like Fiducient Advisors' deal for Sellwood Investment Partners and Cerity Partners' acquisition of Covenant Partners. We also share updates on commitments from the City of Knoxville Pension Board, The Boston Retirement System, and The Indiana Public Retirement System (PRS). On the search front, we highlight activity from the Boston Foundation. We also cover fundraising from True Anomaly, Ground State Ventures, and EQT — plus a reminder to register for our next Dakota Cocktails event.

We cover new RIA launches like Hesmer Wealth Management LLC as well as RIA acquisitions like Covenant Partners LLC and Corient. We also share updates on commitments from Sacramento County Employees’ Retirement System (SCERS), The Virginia Retirement System, and California Public Employees’ Retirement System (CalPERS). On the search front, we highlight activity from Taunton Contributory Retirement System, Norges Bank Investment Management (NBIM), and El Paso Firemen & Policemen's Pension Fund. We also cover fundraising from pH7 Technologies Inc., Victory Giant Technology Huizhou Co., and Slate Auto — plus a reminder to register for our next Dakota Cocktails event.

In this Dakota Insights interview, Chris LeRoy and Alex deMarco sit down with Ben Easterlin, Managing Director and Portfolio Manager at Infinity Capital Partners, to explore the firm's commercial real estate credit strategy and what makes it stand out in today's market.Infinity Capital Partners has been around since 2002, originally built as a hedge fund-of-funds platform serving RIAs, foundations, and endowments. Over time, the firm expanded into new verticals, always through the lens of finding niche, defensive opportunities for its clients. Commercial real estate entered the picture in 2018 with a focus on low-income housing, and by 2023, Ben's experienced CRE credit team joined to launch the firm's commercial lending platform.The strategy centers on senior secured first lien loans against stabilized commercial properties,  primarily multifamily, but also retail, industrial, and self-storage. Ben is deliberate about what "stabilized" means: these are cash-flowing assets with operating history, not transitional or construction-era deals. Target returns sit in the mid-teens, with quarterly dividends paid to investors. As Ben puts it, CRE credit is a strategy where you can count on income from day one, no reliance on appreciation, no waiting on an exit.Underwriting is where Infinity truly differentiates itself. The firm reviews a high volume of deals annually but approves fewer than 6% of them. Each loan passes through a multi-stage process,  from an internal green light memo to third-party property reports, sponsor analysis, and two separate credit committee reviews. Institutional asset managers, some overseeing tens of billions in CRE, sit on those committees, bringing a market perspective that sharpens every credit decision.Portfolio construction is equally disciplined. The team enforces hard concentration limits by property type, geography, sponsorship, and tenant, reviewed weekly. No single deal gets approved in isolation; it's always evaluated against what's already in the portfolio. Loan parameters reinforce this conservative posture: loan sizes range from $10–$50 million, LTVs are held at 65–70%, and minimum debt yields and coverage ratios are required at entry to ensure meaningful equity cushion under stress.The market backdrop has been a significant tailwind. Regulatory pressure has forced regional banks, historically the dominant lenders in this middle market space, to pull back sharply. Infinity has stepped into that void, with loan volume reaching approximately $8 billion in 2025, doubling from the prior year. With an estimated $940 billion in CRE maturities expected in 2026 and $2.5 trillion by end of 2027, the opportunity set shows no signs of slowing.Looking ahead, Ben remains most convicted in multifamily, despite broader sector concerns. He draws a clear line between the troubled transitional loans driving headline delinquency numbers and the stabilized assets Infinity targets. A persistent housing shortage and affordability crisis, he argues, make rental demand a long-term structural story, one the firm is well-positioned to serve.Disciplined, niche-focused, and deeply experienced, Infinity Capital Partners has built a CRE credit platform that prioritizes capital preservation without sacrificing returns, exactly what its institutional client base is looking for.

In this episode of The Rainmaker Podcast, Gui Costin sits down with Stephen Tiller, who joined Sterling Global Financial roughly 13 years ago after a 35-year career across some of the most respected names in real estate finance and investment banking. Sterling, founded by David Kosoy more than 50 years ago, manages roughly $7–8 billion in assets across six countries and runs a platform that includes private credit lending funds, development and construction businesses, trust companies, and banks. Stephen describes it as a microscopic-scale version of the Brookfield or Blackstone model, with real estate as its DNA.The conversation opens with Stephen's origin story growing up in a northern Ontario mining town, playing varsity hockey at Western, and starting his career at CB Richard Ellis as it was first entering Canada. He spent the 1990s working out distressed real estate and financial companies at RBC Capital Markets, an experience he credits as foundational to how Sterling underwrites and builds products today. He later ran the merchant bank at Brascan under Bruce Flatt, and led global investment real estate banking at Bank of Montreal before joining Sterling.On sales, Stephen explains that distribution is Sterling's number-one priority. The firm's Canadian retail engine runs through FundServ the platform owned by the major Canadian banks and dealers which connects the firm to thousands of retail investors. Once approved, the platform allows an IA in Vancouver to invest a client on Friday after a Thursday request. But the efficiency of the back end only works if the front end is covered: Sterling's sales team is built around managing the IA and RIA channels, understanding each advisor's book and decision-making.Communication inside the firm is high-touch and high-frequency, with twice-weekly calls at critical junctures. Stephen leans heavily on time-tested sales discipline tell them what you're going to do, do it, then tell them what you did combined with a modern tech stack including HubSpot, Asana, and a growing AI layer. He's candid that Sterling is "on the 5-yard line" with AI but treats it as a top-down priority, with senior executives leading the rollout themselves.On leadership, Stephen credits founder David Kosoy, who at 60+ years in the business is still first in the office. He emphasizes buy-in by example, boots-on-the-ground decision-making, and picking up the phone which he argues has become a real leadership differentiator as email turns into a CYA tool. His marina infrastructure example captures it: only by being physically on site did the team realize they didn't have a development site with a marina, they had a marina with a development site.His advice for young professionals: ask better questions and anticipate where the puck is going, not where it is. He closes on the biggest challenge facing the industry today the pace of regulatory and geopolitical change and his answer to it: grow or die. Constant improvement, reinvesting in people, and adapting the business, because the people are the business.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In Episode 42 of the Emerging Manager Growth Show, Dakota's Tim Dolan breaks down why the RIA channel is the #1 priority for emerging managers looking to raise capital. With roughly 6,500 RIAs in Dakota Marketplace actively using outside managers, Tim explains how to identify the right targets — particularly nimble $200M–$5B firms eager for differentiated strategies. He covers key custodians, TAMP platforms, product structures, and the due diligence process RIAs expect. Tim also shares one of the most overlooked sales tactics: following up inside the meeting by asking the two critical questions that tell you exactly where you stand.

In this episode of the Rainmaker Podcast, Gui Costin sits down with Mike Castino, President of Sound Capital Solutions, for a deep dive into the mechanics of ETF creation, distribution, and the accelerating structural shift reshaping investment management.Mike's career began on the floor of the Chicago Mercantile Exchange, where he spent 12 years as an independent futures trader before transitioning into the investment management industry. His first sales role came at Claymore ETFs — one of the original ETF families, eventually acquired by Guggenheim and later Invesco — where his trading floor instincts translated directly into his commercial style. From there, Mike spent over a decade at U.S. Bank Global Fund Services, building out the business development function for ETF administrative and custodial services from the ground floor into a high-revenue operation. Sound Capital, the firm he co-founded with Claymore veteran Nick Dalmasso, was born from a shared entrepreneurial itch and a clear view of where the industry was heading.Sound Capital operates two complementary businesses: a white label ETF advisory service, where the firm serves as the registered advisor for clients who want to launch funds without building their own infrastructure, and a solutions provider offering that supports asset managers before, during, and after launch. Unlike traditional consultants who parachute in with a plan and leave, Sound Capital positions itself as a long-term partner focused on helping clients both build and retain AUM.A major theme of the conversation is the mechanics behind getting an ETF to market — and the parts that most first-time issuers underestimate. Revenue sharing with broker-dealer platforms is more complex and more negotiable than it appears, with fees ranging from flat access charges to AUM-based percentages to paid data packages. Market maker relationships are similarly misunderstood: firms like Jane Street and Citadel are not standing by as utilities for any issuer that arrives. They are selective partners who respond to seed capital, credible distribution plans, and meaningful trading relationships.Mike and Gui also discuss the transparent versus non-transparent active ETF debate, where Mike is direct: the flows have settled the argument. Non-transparent structures have failed to gather meaningful organic assets, while transparent active ETFs have surged — and the front-running fears that once justified opacity are largely overstated for anyone outside of micro-cap strategies.The conversation closes on two forward-looking topics. First, the dual share class structure — now approved for 30+ firms beyond Vanguard — which Mike sees as the long-term bridge that will unlock sticky mutual fund assets as intermediaries build switching infrastructure. Second, the challenge of building a young firm's credibility in a market that prizes institutional tenure. Mike is candid: individual experience only goes so far when prospects are evaluating the firm itself, and the answer is simply to deliver exceptional work, every day, one client at a time.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We cover new RIA launches like Soulence Wealth Management, as well as RIA acquisitions by firms such as Maridea Wealth Management and Creative Planning. We also share updates on commitments from The New Mexico State Investment Council (SIC), Seattle City Employees Retirement System, and Boston Retirement System. On the search front, we highlight activity from The Tulare County Employees’ Retirement Association (ERA), Boston Retirement System, and Plymouth County Retirement Association. We also cover fundraising from Leafgreen Capital, Inflexion, and Starcloud — plus a reminder to register for our next Dakota Cocktails event.

We cover new RIA launches like Maridea Wealth Management and Soulence Wealth Management as well as RIA acquisitions by Creative Planning. We also share updates on commitments from North Dakota State Investment Board (SIB) and City of Phoenix Employees' Retirement System. On the search front, we highlight selections from The Firefighters’ Retirement System of Louisiana, The Chicago Teachers’ Pension Fund, and The Arkansas Public Employees Retirement System (APERS). We also cover fundraising from Conduit Health, Nadia Care, and Orion Resource Partners — plus a reminder to register for our next Dakota Cocktails event.

Gui Costin and Tim Dolan make the case that investment sales teams are leaving enormous analytical value on the table by not fully leveraging their CRM data alongside AI tools — specifically Claude. Using Formula 1 racing as an analogy, the episode frames the gap between how professional sports use granular performance analytics and how most sales organizations still operate. The core argument: Salesforce is only as powerful as the data entered into it, and Claude can transform that data into real-time, PhD-level insights that previously required a dedicated analytics team.

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In this episode of the Rainmaker Podcast, Gui Costin sits down with Paul Stanton, a partner at Thesis Driven and PTB, a real estate investment banking boutique. The conversation spans Paul's career journey, the power of content marketing in the investment world, and the transformative potential of AI for business builders.Paul's path into real estate began after college at the University of Richmond, where he started in brokerage at Newmark before moving to the investment and development side. He later pursued a forward-thinking thesis around flexible office space, acquiring boutique Class B office buildings and operating them under co-working brands, a strategy that was derailed by COVID-19. Rather than retreating, Paul pivoted and launched an investment bank focused on operationally complex, niche real estate strategies, including outdoor hospitality, sports infrastructure, and surf infrastructure. This work eventually merged with Thesis Driven, a real estate media company he co-founded with entrepreneur Brad Hargreaves, focused on innovation in the built world through a capital markets lens.A central theme of the conversation is the untapped opportunity for investment managers to build audiences through content marketing. Paul and Gui agree that the investment management industry represents the largest white space in content marketing today, most firms hide behind corporate brands and compliance concerns rather than humanizing their story. Both point to Jon Gray of Blackstone and Andreessen Horowitz as rare examples of founder-led brands that have embraced media to build trust at scale. Paul notes that the psychology behind this is rooted in parasocial relationships, when someone sees your face and hears your voice consistently, their brain begins to feel like it knows you, which creates a powerful foundation for trust in capital raising.Paul shares his own experience building a LinkedIn presence over the past year, emphasizing that the mental shift that got him started was reframing content creation from self-promotion to education. By sharing what he was seeing in the capital markets and emerging asset classes, he found an authentic voice that resonated with his audience. Gui echoes this, noting that the most engaging posts are never about funds or accolades, they're about real experiences, lessons learned, and genuine insight.The episode closes with a discussion on AI and its implications for business. Paul introduces the concept of agentic AI, specifically his experience setting up an AI-powered capital markets analyst named "Sarah" using an open-source local infrastructure tool. Sarah reasons through tasks, builds databases, drafts email campaigns, and conducts research autonomously. Paul describes the experience as the most mind-blowing development he's seen since first using ChatGPT, underscoring the idea that AI agents are beginning to function like real employees.When asked about his biggest challenge, Paul cites focus, the entrepreneurial temptation to chase every new AI-driven opportunity rather than staying disciplined on core priorities. It's a fitting note to end on: in a world of expanding possibility, clarity of purpose remains the competitive edge.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this Dakota Research Interview, Chris Leroy and Alex deMarco sit down with Phil Durr, Co-founder and Managing Partner of PeakSpan Capital, a growth equity firm with $2.6 billion in AUM focused exclusively on bootstrapped business software companies. Phil shares his journey from ROTC and Morgan Stanley to founding PeakSpan in 2015, and explains how the firm's pragmatic, founder-first approach — targeting owner-operators at roughly $6M in revenue — has produced a capital loss ratio of under 2.5% against an industry average exceeding 50%. The conversation covers PeakSpan's differentiated expert network, their AI-powered internal tools, and Phil's conviction that generative AI represents the biggest tailwind for business software since the internet.

In Episode 41 of the Emerging Manager Growth Show, Gui Costin and the Dakota team break down the consultant channel — what it is, how to navigate it, and why it should complement rather than anchor your distribution strategy. The episode walks through Dakota's three categories of consultants, from emerging manager-dedicated firms to large consultants with formal programs to OCIO groups that invest early in a manager's lifecycle, and outlines the key considerations for engaging each. Gui also shares timely market insights on why Registered Advisors and family offices remain the fastest-growing channels for emerging managers, makes the case for new media as a brand-building engine using the a16z New Media Manifesto as a blueprint, and closes with actionable fundraising best ideas covering city scheduling, cold email construction, and quarterly webinars — along with updates on upcoming emerging manager conferences and Gui's newest book, Be Kind.

We cover RIA acquisitions by the likes of Choreo, Cerity Partners, and First Manhattan. We also share updates on commitments from and. On the search front, we highlight activity from Plymouth County Retirement Association, Dahab Associates, and Public Employees' Retirement System of Mississippi. We’ll also cover fundraising from Canyon Partners, Inhouse, and Phoenix Group — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We cover newly launched RIAs like Ocean Path Advisors, Madson Wealth Advisors, and Stephen Smith Financial. We also share updates on commitments from Maine Public Employees’ Retirement System (PERS), Texas County & District Retirement System (TCDRS), and University of Alabama System Endowment. On the search front, we highlight activity from Lexington Policemen's and Firefighters' Pension Plan, St. Louis Public School Retirement System, and City of Philadelphia Board of Pensions and Retirement. We’ll also cover fundraising from Vista Equity Partners, SatVu, and Anduril Industries — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this special episode of The Rainmaker Podcast, Gui Costin is interviewed about his book Be Kind. He reflects on early leadership missteps marked by volatility and ego, and the turning point that reshaped his approach to culture and accountability. Gui challenges the belief that high performance requires harshness, arguing instead that kindness and hard standards can coexist. He draws a key distinction between being “nice” and being “kind,” emphasizing direct, respectful feedback over avoidance. The episode reinforces a core leadership principle: words, tone, and daily behavior from the top ultimately define culture and performance.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 26 of the Dakota Insights Podcast, we explore how family offices are evolving into fully institutional capital platforms—and why this shift is reshaping private markets.Drawing from Dakota’s 2025 Global Family Office Report, we examine how improved liquidity in 2025 accelerated professionalization, earlier diversification, and formalized governance. Family offices are no longer passive pools of capital; they are building structured investment teams, expanding direct deal activity, and leading transactions across sectors.We also discuss the strategic importance of geography, the growing role of private markets in portfolio construction, and why talent is becoming the key constraint as offices scale.The message is clear: family capital is becoming more structured, selective, and central to global private markets.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this Dakota Research Interview, Dr. Andrew Hohns, Founder and CEO of Newmarket Capital and Battery Finance, explains how the firm is redefining private credit by integrating Bitcoin into real estate and asset-backed lending. He discusses how Bitcoin-backed loan structures can help investors protect purchasing power, reduce credit risk, and generate inflation-resilient returns without taking on mark-to-market volatility. Andrew also shares real-world examples of Battery Finance loans, outlines where borrower demand is strongest, and highlights opportunities across multifamily, project finance, and mission-driven investments. For investors seeking innovative credit solutions with downside protection and long-term upside, this conversation offers a compelling look at the future of Bitcoin-integrated private credit.

In this episode of The Rainmaker Podcast, Gui Costin sits down with Michael Sidgmore, Partner and Co-Founder of Broadhaven Ventures and Founder of Alt Goes Mainstream, to unpack one of the most important structural shifts in asset management today: the convergence of private markets and private wealth.Michael begins by walking through his path from growing up outside Washington, D.C., to studying at the London School of Economics, where he first gained exposure to private markets by leading one of the world’s largest student-run hedge fund and private equity conferences. That early immersion led to roles at Goldman Sachs’ Principal Strategic Investments group, early-stage operating experience at Mosaic, and ultimately a formative stretch at iCapital, where he helped build distribution efforts pre-product, with a blank slate approach to the wealth channel.That experience shaped his long-term thesis: private markets are becoming mainstream, and the infrastructure supporting them must evolve accordingly.At Broadhaven Ventures, Michael invests across fintech, asset management, and market infrastructure businesses that sit between general partners (GPs) and limited partners (LPs). His focus centers on the “plumbing” of private markets, from pre-investment distribution to post-investment reporting and analytics, particularly as more capital flows in from the wealth channel.The conversation then turns to Alt Goes Mainstream (AGM), Michael’s media platform designed to educate both private markets professionals and wealth managers about their growing intersection. His “north star” is clear: education drives allocation. As large asset managers increasingly prioritize private wealth distribution, they must rethink branding, marketing, and direct engagement. Meanwhile, wealth managers must better understand how private markets firms operate, structure products, and build long-term partnerships.Gui and Michael explore the evolving role of brand in asset management. Distribution, they note, is expensive and operationally complex, but firms that invest in both boots-on-the-ground sales and aerial marketing support can “own the narrative.” In an environment where attention is fragmented and algorithms are controlled by third parties, direct communication, whether through podcasts, newsletters, or owned media studios, has become a strategic advantage.Ultimately, the episode highlights a defining industry shift: distribution is no longer optional for firms seeking scale. As private markets expand into wealth, success will favor those who combine infrastructure, education, and authentic brand-building to meet in the middle.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode #40 of the Emerging Manager Growth Show, Gui Costin and the Dakota team explore how the rise of new media is reshaping fundraising and why content has become a critical growth lever for emerging managers. The discussion blends practical fundraising advice with timely market insights, covering how managers can use content marketing more effectively, what family offices are prioritizing today, and where allocators and managers should be showing up in 2026. Gui also walks through the core principles behind The Dakota Way, sharing lessons on setting expectations, targeting the right investors, sharpening messaging, and executing disciplined follow-up. The episode includes a fundraising roundup focused on family offices, highlights topical themes such as tax-friendly income, secondaries, and co-investments, and closes with best practices managers can apply immediately—along with a preview of what’s coming next on the show.

In this special edition of the Rainmaker Podcast, host Gui Costin sits down with Spencer Lovejoy, Co-Founder and CEO of the National Squash League (NSL), and BG Lemmon, co-owner of the Philadelphia Lightning, to unpack what it takes to build a modern sports league from the ground up, and why squash is uniquely positioned for a team-based reinvention.The conversation opens with Spencer’s journey from junior squash in New Haven to competing professionally on the global circuit, and ultimately to co-founding the NSL alongside his partners. After years of playing an individual sport that often felt isolating, Spencer saw a clear gap in professional squash: the absence of teams, local identity, and a product that resonated with American sports fans. The NSL was designed to answer a simple but powerful question he was asked repeatedly as a pro: “What team do you play for?”BG Lemmon brings a complementary perspective, blending his background in competitive collegiate squash with his career in finance and private investing. As a co-owner of the Philadelphia Lightning, BG discusses how his involvement grew organically, from persistent interest as a fan to hands-on participation in league operations. His experience reinforces a central theme of the episode: early-stage organizations require everyone to wear multiple hats, regardless of title.A key focus of the discussion is how the NSL has intentionally broken from traditional squash formats. With six-player rosters, three-on-three matches, timed periods, substitutions, and power plays, the league prioritizes pace, strategy, and fan engagement. The power play, in particular, introduces a risk-reward dynamic that encourages aggressive, creative shot-making, something rarely seen in traditional professional squash.Looking ahead, Spencer outlines the league’s near-term and long-term vision: measured expansion into new U.S. markets, a more robust match calendar, and continued emphasis on high-quality live events. Both Spencer and BG stress the importance of disciplined growth, proving the product, building the right partnerships, and earning credibility before scaling too quickly.The episode closes with a discussion of the partnership between the NSL and Dakota, grounded in shared values around relationships, community, and bringing people together through sport. At its core, the conversation highlights how team culture, on the court and in business, can transform an individual pursuit into something much bigger.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of Dakota's Fundraising News Podcast, we cover newly launched RIAs like Bright Advisors, BayTrust Wealth Management, and Farmers Asset Management. We also share updates on commitments from The State of Wisconsin Investment Board (SWIB), The Wayne County Employees Retirement System, and Delaware Public Employees’ Retirement System (PERS). On the search front, we highlight activity from the Illinois Firefighters' Pension Investment Fund (FPIF), Plymouth County Retirement Association, and The Norfolk (MA) County Retirement System (CRS). We’ll also cover fundraising from SOLV Energy Inc., Incard, and Shield Technology Partners — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this Dakota Research Interview, Chris LeRoy and Alex DeMarco sit down with Kelsea Alexander, Director, and Michael Balcom, Managing Director in the Industrial Group at Crow Holdings Capital, to discuss the firm’s long-standing approach to industrial real estate investing and development. Drawing on Crow Holdings’ 75-year history and deeply tenured leadership team, the conversation highlights how cultural continuity, disciplined decision-making, and local market expertise shape the firm’s investment strategy.Crow Holdings Capital operates as both an investment manager and large-scale developer, with industrial real estate at the core of its platform. Kelsea and Michael explain how the firm’s vertically integrated model, spanning development, leasing, asset management, and disposition, creates alignment across teams, reduces friction, and lowers overall costs for LPs. The firm focuses on Class A, highly functional industrial assets in top U.S. markets, with an emphasis on infill submarkets, strong infrastructure access, and disciplined land basis.The discussion explores Crow’s investment philosophy amid a maturing industrial sector, where increased capital and competition have driven changes in building design and tenant requirements. Crow continues to prioritize markets with strong demographic growth, particularly in Sun Belt regions such as DFW, Atlanta, Nashville, and Florida, while remaining cautious in port-dependent markets exposed to trade volatility. Kelsea and Michael also outline how declining construction starts and sustained tenant demand are creating a favorable supply-demand backdrop for new development.The interview concludes with insights into secular tailwinds supporting long-term industrial demand, including e-commerce, onshoring and nearshoring, and a continued “flight to quality” among tenants. Crow Holdings Capital remains focused on doubling down on its proven strategy, leveraging deep local relationships, proprietary deal flow, and cradle-to-grave asset management to deliver durable, risk-adjusted returns for investors.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of The Rainmaker Podcast, Dakota Founder and CEO Gui Costin sits down with Adam Rosen, founder of an email marketing agency that helps startups, unicorns, and large enterprises generate sales through cold email. The conversation offers a practical, experience-driven look at how cold outreach has evolved, and why it remains one of the most effective tools in modern sales when executed correctly.Adam begins by walking through his entrepreneurial origin story, from studying sport management in college to discovering entrepreneurship late in his academic career. That pivot led to his first startup, a college recruiting platform that worked with major global brands. Despite making early mistakes, Adam credits cold email as the single most important driver behind acquiring customers, raising capital, and ultimately exiting the business—experience that later became the foundation for his current company.A major theme of the episode is how dramatically the cold email landscape has changed since the mid-2010s. Adam explains that tactics that once worked, such as sending high volumes of emails from a primary domain, are now actively harmful. Today, success starts with infrastructure: properly set up sending domains, inbox warming, and protecting domain reputation. Without that foundation, even strong copy and targeting won’t matter because emails won’t reach the inbox.The discussion then shifts to measurement and optimization. Adam cautions against tracking open rates in cold email, noting both deliverability risks and unreliable data. Instead, he emphasizes reply rates as the most meaningful signal of success, since a reply confirms both inbox placement and message resonance. Sudden drops in reply rates, he explains, are often an early warning sign of deliverability issues.Beyond tactics, the episode dives into the psychology of cold outreach. Adam and Gui agree that the biggest barrier to success isn’t technology, it’s mindset. Cold email doesn’t feed the ego and requires resilience in the face of rejection. Adam frames email as nothing more than a tool to connect party A with party B, arguing that professionals who can stomach direct feedback and rejection will consistently outperform those who avoid it.The episode closes with actionable guidance on email construction, from concise, relevant subject lines to short, direct body copy that clearly states purpose, value, proof, and a call to action. The takeaway is clear: when paired with the right infrastructure and mindset, cold email remains one of the most scalable and reliable ways to build pipelines.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of the Rainmaker Podcast, Gui Costin sits down with Larry Pokora, Managing Director on the Investor Relations team at Tilden Park Capital, to unpack a 30+ year career spanning traditional asset management, alternatives, and institutional fundraising. The conversation moves from Pokora’s blue-collar upbringing in Pittsburgh to his hard-earned perspective on what actually drives long-term success in fundraising.Pokora begins by tracing his career back to an unconventional starting point: working as a programmer analyst at Mellon Financial Services after attending the Community College of Allegheny County. That early technical role, he explains, trained him to think linearly, diagnose problems, and stay disciplined when things didn’t work the first time. Those habits—problem-solving, persistence, and accountability, became foundational as he transitioned into product specialist and sales roles within Mellon.A pivotal chapter followed at SEI Investments, where Pokora gained broad exposure to how asset managers, consultants, and investment teams operate. His time at SEI provided a full view of the institutional ecosystem, from OCIO mandates to consulting dynamics, while reinforcing the importance of preparation and repetition in winning mandates. Despite success, Pokora recognized a gap in his experience: he wanted to work closer to firms actually managing capital.That realization led him to Brandywine Asset Management and later to what he describes as a career-defining move, joining Paulson & Company in 2006, just ahead of the Global Financial Crisis. Fundraising during this period required more than performance figures; it demanded the ability to clearly explain complex strategies to consultants and allocators navigating fear, skepticism, and unfamiliar instruments. Pokora emphasizes that sales at this level is ultimately about education and translation, not persuasion.Throughout the conversation, Pokora outlines a clear fundraising philosophy. First, knowledge is non-negotiable, knowing your product, understanding portfolio fit, and being fluent in competitors’ strategies. Second, there are no shortcuts. Even decades into his career, Pokora still prioritizes volume, preparation, and follow-through. Third, disciplined CRM usage is a competitive advantage, enabling better client engagement, internal reporting, and accountability.Beyond tactics, Pokora highlights the less discussed but equally important role of energy and leadership. Investor relations professionals set the tone within an organization, particularly during challenging periods. Showing up prepared, optimistic, and transparent builds trust internally and externally.The episode closes with practical advice on internal communication, executive interaction, and final presentations, reinforcing a recurring theme: success in fundraising is built through consistency, clarity, and doing the work, day after day, cycle after cycle.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 25 of the Dakota Research Podcast, we examine how the RIA market is entering a new phase of institutionalization—and why this shift is fundamentally changing capital allocation, distribution, and platform economics across wealth management.We break down how RIAs are evolving from advisor-led practices into coordinated allocation platforms, with investment authority increasingly concentrated in CIO offices, investment committees, and model-driven portfolios. The discussion explores why record M&A activity and asset growth are symptoms of a deeper structural change: control over allocation is moving away from individual advisors and toward centralized governance.The episode also explores the dual dynamics shaping today’s RIA landscape. While new firm formation remains strong, asset concentration continues to accelerate among large platforms. We discuss how fragmentation and consolidation are occurring simultaneously, why value is accruing to firms that can operate at scale, and how private equity sponsors are increasingly focused on owning distribution and decision-making infrastructure—not just AUM.Finally, we dive into the implications of alternatives becoming core portfolio components. As private credit, private equity, and real assets move from opportunistic allocations into standardized models, RIAs are being pushed toward more formalized governance, repeatable investment processes, and institutional operating frameworks. For asset managers and service providers, the conversation highlights why access to RIA capital is becoming more centralized, selective, and dependent on alignment with platform-level models and governance standards.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In this episode of Dakota's Fundraising News Podcast, We cover acquisitions by Azimut Group and newly launched and registered RIAs including Cohen Capital Advisors and MFT Wealth Management. We also share updates on commitments from the Fairfax County Educational Employees’ Supplementary Retirement Plan, the Delaware Public Employees’ Retirement System, and the State of Wisconsin Investment Board. On the search front, we highlight activity from the Illinois Police Officers Pension Fund, the Illinois Municipal Retirement Fund, and SWIB. We’ll also break down the latest fundraising trends, including growing sovereign wealth fund allocations to private credit in emerging markets from investors like ADIA and Mubadala, along with updates from Fairfax County Educational Employees’ Supplementary Retirement Plan and H.I.G. Capital — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of the Rainmaker Podcast, Gui Costin sits down with Nate DaPore, Founder of Roo Capital, to explore how an operator’s mindset, disciplined sales execution, and hands-on value creation have shaped a differentiated venture capital platform.DaPore’s story begins with early exposure to sales and entrepreneurship out of necessity. Paying his own way through college, he convinced a car dealership to give him a trial selling cars over the summer, quickly outperforming expectations and earning enough to fund his education. That formative experience reinforced two core themes that would define his career: accountability and relationship-driven selling.Following college, DaPore co-founded Benefitfocus, a healthcare software company that digitized employee benefits enrollment at a time when paper processes dominated. Starting as the firm’s first salesperson and eventually leading a 200-person sales organization, he helped scale the business from zero to $200 million in recurring revenue and through an IPO. The experience gave him firsthand exposure to scaling teams, building go-to-market engines, and operating through rapid growth.DaPore later founded and served as CEO of PeopleMatter, a venture-backed SaaS company focused on talent management for hourly workers. While the company was ultimately successful, raising over $60 million in venture capital and exiting to a strategic buyer, the experience revealed critical shortcomings in traditional venture models. As a founder, DaPore observed that many investors were capital providers first and operational partners second, often lacking the infrastructure or incentives to meaningfully support execution.Those lessons became the foundation for Roo Capital. DaPore built the firm around a three-part model—capital, talent, and growth, designed to actively support founders beyond the check. Roo integrates an in-house executive search business and a dedicated growth team that works directly with portfolio companies on hiring, go-to-market strategy, pricing, and systems. This structure allows Roo to participate deeply in value creation rather than relying on passive oversight.A recurring theme in the conversation is DaPore’s emphasis on transparency and relationship-building, particularly with LPs. Roo replaces traditional static quarterly reports with interactive video-based portfolio updates, featuring founders directly and allowing real-time Q&A. This approach not only strengthens trust but also gives LPs a clearer understanding of how value is being created between annual meetings.On the investment side, DaPore outlines Roo’s disciplined early-stage framework, centered on the “6 Ps”: People, Passion, Pain, Possibility, Priorities, and Product. The firm prioritizes founder quality and problem relevance, investing primarily at the pre-seed, seed, and early Series A stages across cybersecurity, healthcare, and vertical SaaS.The episode closes with practical insights on fundraising as a sales process. DaPore emphasizes repetition, iteration, and feedback, using early LP meetings as pressure tests to refine messaging and sharpen differentiation. By treating fundraising like enterprise sales, Roo was able to exceed its first fund target and build momentum for future growth.Overall, the conversation highlights how operator empathy, disciplined sales execution, and hands-on engagement can translate into a differentiated and durable investment platform.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 39 of The Emerging Manager Growth Show, Gui Costin breaks down how banks and broker-dealers fit into an emerging manager’s fundraising strategy—and how to engage them effectively.Gui explains why execution matters more than market conditions, emphasizing early-year planning, disciplined outreach, and consistent activity as the true drivers of momentum. He debunks common myths around needing $500M+ in AUM or a large wholesaling team, and outlines how early engagement with home offices can shorten future sales cycles. The episode also covers city scheduling, cold outreach as a long-term brand builder, and why combining top-down and bottom-up coverage is essential when fundraising through bank and broker-dealer platforms.

In this episode of The Rainmaker Podcast, Gui Costin sits down with Andrew Fentress, Co-Founder of ACRES Capital, to discuss his career path, the formative experiences that shaped his leadership style, and the lessons he carries forward from multiple market cycles. The conversation blends personal background with practical insights on sales, investing, and long-term platform building.Fentress begins by tracing his early life in the Washington, D.C. area, where he grew up surrounded by competition, entrepreneurship, and professional athletics. Exposure to business builders and elite performers at a young age instilled an appreciation for discipline, preparation, and accountability, themes that recur throughout his career. That competitive mindset was reinforced at Boston College, where he spent four years on the varsity sailing team, learning how consistent effort and teamwork translate into performance under pressure.After college, Fentress entered the workforce through a direct sales role outside of financial services, gaining early, hands-on experience with prospecting, persistence, and client engagement. Recognizing the need for stronger technical and financial grounding, he later pursued an MBA at UNC’s Kenan-Flagler School of Business. Graduate school proved to be a critical inflection point, equipping him with the analytical tools and language necessary to operate effectively in institutional markets.His entry into Wall Street came through opportunistic networking rather than a traditional recruiting path. A last-minute opening in Morgan Stanley’s summer analyst program provided the gateway into institutional finance, where he went on to build foundational skills in communication, risk-taking, and navigating complex organizations. Fentress describes the trading environment as a daily test of judgment and accountability, where feedback is immediate and credibility matters.In the mid-2000s, Fentress transitioned into private credit, helping to build a platform at a time when the strategy was still relatively nascent. That experience, combined with living through the Global Financial Crisis, shaped his long-term perspective on risk. He emphasizes that credit investing is ultimately defined by losses avoided, not just returns generated, a lesson that continues to inform his approach todayThose lessons became central when Fentress co-founded ACRES Capital. He explains that the firm was built with a risk-first mindset, emphasizing discipline, downside analysis, and alignment across the platform. Rather than optimizing for short-term market conditions, ACRES was designed to endure volatility and perform across cycles.Throughout the episode, Fentress also highlights the importance of staying close to clients and assets. Being on the road, meeting investors, and seeing markets firsthand is not just relationship-building, it’s a critical learning tool. For him, real insight comes from continuous exposure to people, properties, and conditions on the ground.The conversation ultimately underscores a consistent message: durable success in investing and sales comes from preparation, humility, and respect for risk. Cycles change, markets evolve, but discipline and curiosity remain enduring advantages.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of Dakota's Fundraising News Podcast, we cover newly launched RIAs like Valorem and acquisitions by Wealth Enhancement. Hear updates on commitments coming from The Sacramento County Employees Retirement System (SCERS), The Illinois Municipal Retirement Fund, and The School Employees Retirement System (SERS). Hear updates on searches coming from The North Attleboro Contributory Retirement System, New York City Comptroller's Office, and The Chicago Teachers’ Pension Fund. We also share the latest fundraising efforts from the newly launched National Startup Investment Guidance Fund, Goldman Sachs Group, and Clear Investment Group — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

In this episode of Mastering Salesforce for Investment Firms, Gui Costin and Tim Dolan discuss how Salesforce can be used as a true leverage tool for investment sales teams when configured and adopted correctly. They highlight best practices such as consistent activity logging, disciplined pipeline management, and the use of past activity reports to drive follow-ups and prioritize opportunities, with a focus on Dakota’s “Golden Field” as a simple way to track sales stages and account momentum. The episode also addresses common CRM adoption challenges and explains how simplifying workflows and aligning usage with incentives helps teams turn Salesforce data into actionable sales insight

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In today's episode of the Dakota Fundraising News Podcast, we cover RIA activity including acquisitions by Constellation Wealth Capital and Wealthcarte Capital Management as well as newly launched RIAs like Willow Creek Capital Management. Hear updates on commitments coming from LSERS, Ohio Police and Fire Pension Fund and Montana Board of Investments. Hear updates on searches coming from Firefighters' Retirement System of Louisiana, Dallas Police and Fire Pension Fund, and the Pension Benefit Guaranty Corporation. We also share the latest fundraising efforts from January Capital, Goldman Sachs Asset Management, and ArrowMark Partners — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

In this episode of the Rainmaker Podcast, Gui Costin sits down with Brian Willer, Senior Vice President and National Sales Manager of Institutional Business Development at Federated Hermes, to discuss leadership, communication, and the operational discipline required to scale an institutional sales organization.Willer begins by reflecting on his early background growing up in Maine with no direct exposure to investment management. His interest in financial markets was sparked by curiosity rather than formal guidance, eventually leading him to Bryant University, where a trading simulation room cemented his desire to enter the industry. He launched his career at Fidelity Investments on the inside sales desk, gaining foundational training during the Global Financial Crisis. This period proved formative, teaching him how to navigate difficult market environments, client uncertainty, and the importance of preparation and resilience.After several years at Fidelity, Willer sought a path that allowed him to move into the field without leaving New England. Following a stint in recordkeeping sales, he joined Federated Hermes in 2013, entering the institutional business during a period of growth. Over time, he progressed into a leadership role overseeing an eight-person institutional sales team across North America, while working closely with the firm’s liquidity, treasury, and consulting relations groups.A central theme of the conversation is culture and communication. Willer emphasizes that Federated Hermes’ culture is built on trust, transparency, and long-term tenure, supported by a relatively flat organizational structure. He believes leaders must stay deeply connected to their teams, noting that sales leadership cannot be effective from a distance. His communication model blends structure and consistency—biweekly team meetings, monthly one-on-ones, and formal quarterly reviews—with constant daily interaction to stay close to opportunities, challenges, and client conversations.Willer also highlights the importance of tapping into collective intelligence. He encourages open sharing across the team, allowing reps to learn from one another’s positioning strategies, client objections, and successful approaches. By deliberately creating forums where ideas and insights are exchanged, he helps eliminate silos and raise the performance of the entire group. This philosophy extends beyond sales to cross-functional collaboration with product, marketing, and RFP teams.The discussion also covers the role of CRM systems, particularly Salesforce, as a core business tool rather than an administrative burden. Willer stresses the importance of data quality, capturing meetings early, and documenting detailed notes to support long institutional sales cycles. A well-maintained CRM enables better internal coordination, more relevant client outreach, and improved prioritization across teams.When asked about leadership philosophy, Willer describes his approach as trust-based and intentional. He prioritizes kindness, thoughtful communication, and honest feedback delivered in the right setting. For young professionals entering the industry, his advice centers on building relationships early and focusing on controllable factors such as preparation, process, and continuous learning. He concludes by noting that time management is his greatest challenge as a leader, and that prioritizing what best serves clients and the team is the framework he uses to stay focused and effective.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 38 of The Emerging Manager Growth Show, Gui Costin shares why RIAs are the top fundraising channel for emerging managers—and how to break in effectively.He debunks myths about needing large AUM, long track records, or fee flexibility, and explains why cold outreach is essential to success. Gui walks through city scheduling, crafting strong email invites, and using quarterly webinars to drive awareness. He also outlines how to leverage CRM for pipeline tracking and why asking two key questions in every meeting helps qualify real opportunities.A must-watch for fundraisers looking to scale smartly.

In this episode of the Rainmaker Podcast, featuring Mark Tower, Senior Institutional Sales and Marketing Professional at Asset Management One USA, delivers a comprehensive masterclass in relationship-driven sales strategy, leadership, and career longevity within the asset management industry. With 25 years of experience, Tower offers a mix of practical advice and personal anecdotes that emphasize the importance of consistency, adaptability, and authenticity in building a successful sales career.Tower shares his background growing up as the youngest of eight children in New Jersey, an experience that helped him develop strong interpersonal communication skills. After initially exploring a career in radio while studying at Boston College, he pivoted to finance after a pivotal career fair encounter led to an internship at Orbitex. This early exposure to asset management sales shaped his view of the business as deeply relational rather than purely transactional.Throughout his career, from retail wholesaling to institutional alternatives, Tower has maintained a wholesaler’s mentality, centered on volume, persistence, and regular in-person meetings. He stresses that while the sales process has evolved, particularly in the post-COVID world, the fundamentals remain the same: show up, follow through, and build trust over time. Tower describes structuring his travel plans like a “milk route,” ensuring consistent visibility with clients, which builds credibility even when meetings aren’t immediately productive.At Asset Management One, Tower leads a small business development team but operates within a global firm backed by Mizuho Bank and Dai-Ichi Life. He explains how even with a lean U.S. team, global coordination is key, and everyone, from operations to compliance, is considered part of the broader sales function. Internal communication is facilitated through Microsoft Teams, allowing seamless collaboration across time zones and remote work environments.Tower emphasizes the critical role of technology, particularly CRMs, in organizing and scaling a salesperson’s efforts. He’s a strong advocate for Salesforce, especially when integrated with tools like Dakota Marketplace, which he credits for increasing efficiency and effectiveness in prospecting and follow-ups. He believes that proper CRM usage not only supports personal productivity but also improves firm-wide communication and accountability.Leadership-wise, Tower positions himself as a “player-coach,” actively supporting his team without micromanaging. He highlights the importance of empathy, advocacy, and leading by example, whether through hands-on involvement in RFPs or making time for late-night coordination with global colleagues.For aspiring sales professionals, Tower’s advice is simple but powerful: be present, be authentic, and be helpful. He encourages young professionals to prioritize face-to-face engagement, attend conferences, and resist the temptation to overly rely on digital outreach. In an era where emails and automation dominate, Tower argues that true relationship-building still requires showing up and offering genuine value.Overall, this episode delivers valuable insights into what it takes to build and maintain a successful institutional sales career in asset management. Tower’s experience-driven wisdom and grounded leadership philosophy offer lessons not just for sales professionals, but for anyone navigating a relationship-intensive industry.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In today's episode of the Dakota Fundraising News Podcast, we cover RIA activity like acquisitions by Sequoia Financial Group and Allworth Financial as well as newly launched RIAs like Ticino Wealth. Hear updates on investments coming from Fubon Life Insurance, Arkansas Teacher Retirement System, and City of Tampa General Employees Retirement. Hear updates on searches coming from the Oklahoma Firefighters Pension & Retirement System, Ircantec, and The Boston Retirement System. Plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

In today's episode of the Dakota Fundraising News Podcast, we cover RIA activity like acquisitions by Cambridge Investment Research. Hear updates on investments coming from the Boston Retirement System, Los Angeles Fire & Police Pension System, and The General Retirement System of the City of Detroit. Hear updates on searches coming from the Norfolk County Retirement System. We also share the latest fundraising efforts from Hillhouse Investment, Bessemer Venture Partners, and Arrow Global Group — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

In this episode of the Rainmaker Podcast, host Gui Costin welcomes Karl Engelmann, co-founder and COO of Sarmaya Partners, to share the story behind the firm’s rapid emergence and his philosophy on sales, leadership, and entrepreneurship. With over three decades of experience in financial services, Karl offers listeners a rare, behind-the-scenes look into launching an asset management firm and the strategic thinking driving its success.Karl begins by tracing his unconventional career path, from aspiring journalist to accomplished sales leader. His communication skills and passion for storytelling laid the foundation for a career that spanned roles at Angel Oak Capital, Cambiar Investors, and AIM/INVESCO. These experiences culminated in the co-founding of Sarmaya Partners, where Karl saw the opportunity to build a firm aligned with his vision and values.The conversation dives deep into Sarmaya’s unique investment strategy, which centers around a thematic belief in a new commodity super cycle. Rather than chase overcrowded markets, Karl and his partner Wasif identified a return to tangible assets like gold, silver, and copper as the next long-term trend. After initially structuring the firm as an LP, they pivoted to launching an actively managed ETF in January 2024 to better serve a broader investor base.Karl shares Sarmaya’s go-to-market strategy and how they’ve grown from two founders to a six-person team, carefully hiring seasoned professionals with deep industry relationships. He emphasizes the power of focus, targeting RIAs, family offices, and mid-sized broker-dealers—segments often overlooked by larger firms but open to differentiated strategies. A major theme throughout is the importance of relationships over transactions, and Karl’s approach is deeply rooted in decades of trust and credibility built across the industry.Sales process and infrastructure also play a key role in the discussion. Karl highlights the importance of having a clean, well-maintained CRM as the central nervous system of the firm’s sales efforts. Partnering with Dakota has helped Sarmaya stay agile and organized in an environment where client rosters and firm dynamics are constantly shifting.The episode also explores Karl’s leadership style, which blends high accountability with trust and autonomy. He believes in empowering experienced salespeople to execute without micromanagement, while maintaining clarity through communication and shared goals. His mantra—"take the bit out of the mouth and let them run"—underscores his belief in hiring the right people and giving them room to perform.As the episode closes, Karl speaks candidly about the biggest challenge facing Sarmaya: growing assets under management. Yet his energy is unwavering. With a strong product, clear strategy, and relentless optimism, Karl’s approach to sales and leadership provides an inspiring blueprint for anyone building a firm from the ground up. This episode is a masterclass in execution, resilience, and the long game of relationship-driven sales.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In today's episode of the Dakota Fundraising News Podcast, we cover RIA activity including potential acquisitions by RIA Captrust. Hear updates on investments coming from CalPERS and the IFC. Hear updates on searches coming from San Antonio Fire & Police Pension Fund. We also share the latest fundraising efforts from American South Capital Partners and Vistara Growth — plus a reminder to register for our next Dakota Cocktails event. Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

In today's episode of the Dakota Fundraising News Podcast we cover newly formed RIAs like 71 West Capital Partners and RIA fund launches like Strongheart Energy Fund II. Hear updates on investments coming from The World Bank and Los Angeles Water & Power Employees' Retirement Plan. Hear updates on searches coming from Colorado Public Employees Retirement Association. We also share the latest fundraising efforts from Rockland Capital, Ardabelle Capital, and Sofinnova Partners — plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

In this episode of the Rainmaker Podcast, Gui Costin sits down with Ryan Williams, Director of National Accounts at Swan Global Investments, to explore what makes a lean, non-channelized sales team thrive in a competitive asset management environment. Ryan shares his journey from internal wholesaling to leading Swan’s distribution relationships, offering a rare look at the mindset and discipline required to succeed in investment sales today.One of the central themes Ryan discusses is Swan’s strategic decision to operate without channel segmentation. With just four wholesalers covering the entire country and all advisor channels, this approach enables the team to pursue every opportunity without the friction of internal handoffs. It also empowers salespeople to build relationships fluidly, regardless of territory or advisor type.Another highlight of the conversation is the team’s relentless focus on email strategy and personalization. Ryan explains how seemingly simple changes, like testing subject lines or inserting personal references, have driven a dramatic increase in meeting conversions. He emphasizes that, in an industry where performance can fluctuate, consistent access to meetings and thoughtful storytelling is what truly moves the needle.Ryan also offers insight into Swan’s open, feedback-driven communication culture. Weekly calls with firm leadership, including the Swan brothers, ensure alignment between what clients are saying and how the firm positions its strategy. This connection helps inform both marketing and product direction.The discussion dives into Swan’s use of HubSpot CRM, where Ryan stresses the importance of clean data and tracking pipeline with intention. From updates on advisor movements to segmented drip campaigns, the CRM is central to their disciplined sales process.Leadership-wise, Ryan balances autonomy with accessibility, encouraging his team to own their territories while remaining unafraid to ask for help. He stresses the importance of transparency, especially when setting expectations with advisors around Swan’s options strategy, a product that demands both clarity and consistency to be fully understood.For those new to the field, Ryan advises shadowing experienced professionals, actively networking, and approaching every interaction with authenticity. He closes by reflecting on the importance of standing out in a crowded investment space through honesty, conviction, and a commitment to delivering long-term value.This episode is packed with practical sales wisdom and strategic insight for professionals looking to elevate their fundraising and relationship management skills.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In today's episode of the Dakota Fundraising News Podcast, we cover RIA activity including acquisitions by OneDigital Investment Advisors, Lido Advisors, and Abacus Wealth Partners. Hear updates on investments coming from The World Bank, The Teacher Retirement System of Louisiana, and Arlington County Employee Retirement System. Hear updates on investments coming from The Teacher Retirement System of Louisiana and Fondo Telemarco. We also share the latest fundraising efforts from Root Ventures, KKR, and Glasswing Ventures— plus a reminder to register for our next Dakota Cocktails event.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.