Today’s LPs Expect Personalized Relationship Management
They say it’s not what you know, it’s who you know. Anyone working in Private Equity Investor Relations can attest to this. Because most investment deals require a number of outside resources to close, having a network of partners and experts easily accessible is vital to any firm’s success.
Unfortunately, many private equity firms rely on traditional networking approaches to build their roster of key players, and that’s a mistake. According to Forbes, many General Partners (GPs) spend their time “mentally reviewing their contacts while scanning for ‘good fits,’ rather than approaching it in a systematic firm-wide fashion.”
To compete in today’s marketplace, a personalized, strategic approach to relationship management—especially with Limited Partners (LPs)—is the way to go. For starters, personalization can differentiate your firm from the rest of the pack. What’s more, adopting a more strategic approach to relationships undoubtedly results in better, more meaningful relationships over time because your firm can offer specialized service to investors. And both of these can add up to more profitable deals, especially in the Alternative Assets, Private Equity (PE) and Venture Capital (VC) world.
With networking such a crucial part of the business, it’s time for GPs and other team members in investor relations to adopt technologies and tools that make providing a high-touch engagement experience for investors as simple as calculating an interest rate. Read on to learn how your firm can up your engagement game simply and seamlessly.
Traditional Networking is No Longer Enough
It used to be that a few follow-up phone calls or a fancy lunch or dinner out was enough to stay top of mind with investors. But these days, raising funds means maintaining strategic relationships with LPs. Because LPs now expect such a personalized approach, traditional networking methods are no longer sufficient—and can make your firm appear out of date. Personalization promotes your firm as giving a higher level of service. To compete effectively, GPs need to have these new basics buttoned up.
Today’s Tech Makes it Easy to Personalize
Here are a few key ways you can use current solutions on the market to offer savvier Investor Relations:
1. Use Secure Interaction Hubs: These days, your team can take advantage of an engagement platform to help them better manage the GP-LP relationship. You can post data and investment materials, share multimedia files like recorded fundraising webinars and video presentations, even use it to capture digital signatures of investors. Best of all, you can manage all of your important documents–from draft to final—to ensure accuracy for investors, not to mention compliance.
2. Provide High-Touch Investor Experiences: To manage investor demands, your team can adopt reporting and communication tools that enable you to easily track document history for easier record keeping and compliance. Centralized LP portals enable you to offer secure access to all of the necessary materials when putting together a deal. Even better? You demonstrate your ability to respond quickly and stay in front of potential investors every time they access the portal.
“To survive—and thrive—in the digital era, our industry must embrace technology and its ability to help us provide an exceptional customer experience,” explains Altvia Vice President of Customer Success Jill Montera.
For more information—and to see an Investor Relations solution in action—download our Crosslink Case Study. Or contact us to discover how our solutions designed for Private Equity firms can help you effectively manage and grow relationships today.