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Alternative Market Briefing

Other voices: Hedge fund speed dating: efficient, effective but only if approached correctly.

Monday, September 30, 2019

By: Andrew Saunders, President, Castle Hill Capital Partners

Finding the right investor for your alternative investment strategy is a challenge. Due to a combination of innovation and efficiency the speed dating format has taken hold as the preferred format for capital introduction events. The format provides investors the opportunity to review a number of strategies in one go. Managers can deliver the investment story consistently and consecutively to many investors in an effort to "widen the funnel" and build out the follower ecosystem. Additionally, these events are explicit in their intention to foster interaction. There are no panels, or the patina of content, that serves to distract from a manager's (or marketer's) true objective.

Yet, when blessed with the opportunity to participate in such a meeting, managers rarely get organized and optimize the precious interaction to the benefit of both manager and investor.

Too often I see that these formats lead to frustration on both sides as managers do not empathize with investors on how to manage the information - 10-12 meetings a day for a couple days…plus all the social events. The funds all blend together, and managers are not clear on what the objectives should be and how they should prepare.

It's a MASH unit - not a research hospital: For those of us of a certain generation who remember the 80s TV show MASH, MASH units - Mobile Area Surgical Hospital were forward deployed medical units where the injured ......................

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