October 29, 2018
Interviewed by: Privcap
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Expert Q&A: David Conrod of FocusPoint Private Capital Group

David Conrod, CEO of FocusPoint Private Capital Group, shares the unique strengths his firm, and expert advice for managers about to embark on a fundraise.

David Conrod, CEO of FocusPoint Private Capital Group, shares the unique strengths his firm, and expert advice for managers about to embark on a fundraise.

Expert Q&A
With David Conrod of FocusPoint Private Capital Group

What do managers about to embark on a fundraise with FocusPoint need to understand?

David Conrod, FocusPoint Private Capital Group:

We’re hired by a general partner that has one objective: To get funded. And to get funded as soon as he possibly can with the highest quality investors there are. For different types of strategies, there are different types of investors. And that may have something to do with the size of the fund, the strategy of the fund or the Roman numeral on the fund.

What are the strengths of the FocusPoint team?

Conrod: The core team has been working together for a long time, since the early 2000’s. We were the internal distribution team of a brandnew firm that became a global investment firm. So, we learned a lot from growing ourselves from being entrepreneurs, to where we are today when we meet these perspective entrepreneurs.

How can your team help a GP target the right LPs?

Conrod: We have a distribution team that covers all of the above, from the large sovereign wealth funds down to a new family office that’s just formed. They know their markets and know their investors. We’re constantly meeting with new investors and taking their temperature on what types of strategies they’re looking for.

For a new firm spinning out from a large, well-established brand name looking to start new, it’s going to be difficult for them to get traction with a number of the consulting firms. So, the clients of those consulting firms are probably not a top priority, as well as the fund-of-fund universe. It’s probably not a priority for something new. And the types of investors it would look at for a fund one or fund two, generally, are endowments or foundations-experienced family offices.

What advice would you give a GP about to hit the fundraising trail?

Conrod: The manager has to want to win to be successful. It’s going take patience and perseverance with every fundraise. This has to be their highest priority period, understanding that they’re in it for the long term. They’re building long-term relationships with perspective investors, whether they’re high-quality names that you read about, or other new names that may not be terribly obvious to you on day one.

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