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Capital Raising Symposium 2011
Agenda-at-a-Glance (click here for a detailed agenda)
| 9:00 a.m. |
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Opening Remarks
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| 9:15 a.m. |
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Selling and Relationship Building
Panel:
Rachel Minard,
Optima Fund Management
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| 10:15 a.m. |
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Refreshment Break
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| 10:30 a.m. |
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Targeting Specific Investor Channels I
Moderator:
Andrew Saunders,
Direct Access Partners
Panel:
Nan Mead,
Protocol Capital Management
Spencer Potts,
Silver Creek Capital Management LLC
Scott Glickman,
FRM Americas
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| 11:15 a.m. |
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Targeting Specific Investor Channels II
Moderator:
Stuart Feldman,
Fidelity Prime Services
Panel:
Emily Agnew,
Cambridge Associates
Lorrie Landis,
Tulane University
Joel Gantcher,
Cadogan
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| 12:00 p.m. |
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Lunch
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| 1:15 p.m. |
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Building & Delivering Your Marketing Pitch
Panel:
Bruce Frumerman,
Frumerman & Nemeth Inc.
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| 2:15 p.m. |
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Making the Pitch
Panel:
Bruce Frumerman,
Frumerman & Nemeth Inc.
Rachel Minard,
Optima Fund Management
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| 3:30 p.m. |
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Meet The Investors - Cocktails and Networking
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DETAILED AGENDA
9:00 a.m. - Opening Remarks
9:15 a.m. - Selling and Relationship Building
The Prioritization Compendium - Ms. Minard shares her time-tested workflow program built over nearly 20 years to source, grow and close new business. Having raised over $9 billion in her career, she will also highlight short-cuts and helpful tips – regardless of the size of your firm or funds – to shorten the sales cycle and effectively compete against your most worthy adversaries.
Panelists
Rachel Minard, Partner and Executive Managing Director, Optima Fund Management
10:15 a.m. - Refreshment Break
10:30 a.m. - Targeting Specific Investor Channels I
Learn from the experts the strategies and tactics to present your fund to specific investor channels.
• Is your fund relevant to the specific channel?
• What are the gatekeepers looking for?
• How can you best use your Prime Brokers to help you identify prospects and sell to these channels?
• What tips and techniques are particularly effective?
• What mistakes should you avoid?
Session I: 10:30 a.m. - 11:15 a.m.
Session II: 11:15 a.m. - 12:00 p.m.
Moderator
Andrew Saunders, Direct Access Partners
Panelists
Nan Mead, Director, Protocol Capital Management
Spencer Potts, Managing Director, Silver Creek Capital Management LLC
Scott Glickman, Director of Marketing and Relationship Management, FRM Americas
11:15 a.m. - Targeting Specific Investor Channels II
Moderator
Stuart Feldman, Fidelity Prime Services
Panelists
Emily Agnew, Business Risk Management , Cambridge Associates
Lorrie Landis, Managing Director for Credit Investments , Tulane University
Joel Gantcher, Director of Research, Cadogan
12:00 p.m. - Lunch
1:15 p.m. - Building & Delivering Your Marketing Pitch
Communications marketing expert Bruce Frumerman shares insights and tips for constructing, telling and selling a more compelling story that have helped his clients attract over $7 billion in new assets.
This session will cover:
• A new way of thinking about, and structuring, what you have to communicate
• Out-marketing competitors in presentation events: from direct selling and Cap Intro to Finals presentations
• Creating marketing collateral that becomes part of your competitive edge
Panelists
Bruce Frumerman, CEO, Frumerman & Nemeth Inc.
2:15 p.m. - Making the Pitch
A practical, role playing session on the techniques and tips for making in-person pitches.
Understanding the needs of your audience is paramount in marketing a fund. This session delves into what approaches during in-person pitches have proven most effective for various channels. Communication and sales marketing tips from earlier sessions will be put into practice here. This role playing session, which demonstrates how to think on your feet when consultants or prospects raise questions, was specifically added again this year after receiving the highest rating for content and takeaways at Hedgeworld's last communications and sales symposium.
Panelists
Bruce Frumerman, CEO, Frumerman & Nemeth Inc.
Rachel Minard, Partner and Executive Managing Director, Optima Fund Management
3:30 p.m. - Meet The Investors - Cocktails and Networking
Practice what you’ve learned during an informal networking session with Investors attending the HedgeWorld Capital Allocation Workshop. The first 25 funds to register will receive an exclusive cocktail table at the reception!
To find out our best deals, multiple registration pricing and to register, or for more information, please contact Greg Winterton at (+1) 646 223 6787 or email greg.winterton@thomsonreuters.com.
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