02 · Private Capital

Distribution, capital raising and origination talent for private capital.

Private markets managers are winning flows from advisers, private wealth, family offices and institutions. The constraint is people who can open and keep those relationships. They are here, along with a bench the funds market has not seen. Led by a consultant with a deep understanding of the legal, professional services and financial markets.

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Opportunities that arise in the sector.

From a first business development associate to the head of distribution, and the BD and origination leaders inside the businesses a fund owns.

Wholesale and adviser distribution

BDAs, BDMs and senior BDMs distributing to financial advisers, IFAs and dealer groups, by state or nationally.

Private wealth, family office and HNW

Relationship people covering private banks, family offices, high net worth clients and the accountants who advise them.

Institutional and consultant relations

Capital raising and IR for super funds, asset consultants and offshore institutions, including the director of capital and IR.

Key accounts and platforms

Key account managers for dealer groups, platforms, research houses and brokers, including listed products and ETFs.

Product, marketing and communications

Heads of alternatives product, fund marketing, product communications and investor content.

Origination and BD in portfolio companies

Heads of origination, BD leaders and chief commercial officers inside PE backed businesses.

Firms served

Private credit managers
Real estate and real asset managers
Private equity and venture
ETF and listed product issuers
Multi boutique and multi asset managers
Fund services and platforms
PE portfolio companies

Why Dalton Handley.

A bench the funds market cannot see

Decades of relationships with the BD and client people inside Australia’s law and accounting firms, many of whom are ready to move into private capital and already understand advisers, panels and key accounts.

The other side of your deals

Warm relationships with the firms that advise fund managers, which means referrals, references and market intelligence that a generalist funds recruiter does not have.

A consultant who understands financial markets

Qualified in Economics at a top 10 global university, and currently studying the CAIA and RG146.

Your segment.

Six segments of the private markets, each hiring the same scarce skills in slightly different ways.

Private credit

The fastest growing part of the market, and the one hiring most of the wholesale BDMs, IR managers and product communicators.

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The transfer

The people who win panels for law firms are the people who raise capital for funds.

For twenty years Dalton Handley has recruited the business development people of Australia’s law and accounting firms. They sell intangible expertise to sophisticated buyers, run key account programmes, win pitches against four competitors and keep relationships warm for years before they pay. That is the job description of a distribution or origination professional. The market is starting to notice: in one month this year three of the legal BD people we have placed moved into private capital, one as a distribution associate at a private capital manager.

Relationships with the BD leaders of most of the top twenty firms. That is the bench a fund manager gets, alongside the distribution people already in the market.

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What transfers

Relationship led selling to a small number of valuable buyers
Key account discipline: panels, platforms, dealer groups and consultants are the same muscle
Pitching and proposals, including the ability to lose well and stay in the room
Comfort with partners, founders and investment committees
Patience: the sales cycle in both markets is measured in quarters

What has to be learned

The products, the structures and the fee lines
The adviser channel, research ratings and platform mechanics
RG146 where the role needs it
How to read a fund’s track record and talk about it honestly

Market note

The distribution market now.

What the current mandates and conversations are showing. Updated as the market moves.

A distribution professional on a call with investors in a Sydney office

01Demand for wholesale and adviser distribution people is strong across Sydney, Melbourne and Brisbane, with private credit, real estate and private equity managers all hiring into the adviser and private wealth channels.
02Firms are hiring for proven capital raising rather than potential. Networks, relationships and a record of bringing money in are what the brief asks for.
03Candidates are selective. After a year of stress in parts of private credit, people with good seats want more answers before they move, and time to hire has stretched.
04The firms that are hiring well have a compelling proposition: a desirable asset class, a track record they can show, and remuneration that is priced to the market rather than guessed. We advise on distribution and IR pay in consultation for that reason.
05The under supplied layer is senior BDM and head of distribution. The over supplied layer is junior sales. The gap in between is where a professional services BD person with the right coaching lands well.

What you receive.

Three things a generalist funds management recruiter cannot give you.

“He quickly understood the strength and commercial relevance of my experience, and helped sharpen how I positioned it.”

Global business strategist and former lawyer

Bench

Trained BD professionals ready to move

Decades of relationships with the BD people of Australia’s professional services firms: relationship led, disciplined about pitches, panels and key accounts.

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