Tung Ming of Bivium Capital Partners highlighted a shift in how managers should engage allocators, emphasizing efficiency over flashy presentations. At the Fin Forum Conference in Frisco, Texas, Ming stressed that “everyone’s time is valuable,” advocating for email as the primary method for initial outreach. Passive engagement, such as whitepapers, newsletters, or updates, keeps managers within an allocator’s orbit without requiring direct meetings.

For Ming, the content of a pitch book is straightforward yet crucial: a brief history, investment strategy, performance metrics, and differentiating ownership or impact items. “If there’s something unique in strategy or ownership, that’s important to us”, he noted. While cold emails can capture initial attention, Ming observed that in-person introductions at conferences provide a face-to-name association, adding accountability and encouraging follow-up conversations.

On content consumption, Ming indicated a preference for short and concise material. Younger staff might engage with video or social media, but traditional formats remain effective if they deliver insights efficiently. Overall, the Fin Forum Conference stood out for Ming due to its focus on diverse media and manager outreach techniques. He described the panels as “different from other conferences” and acknowledged the value in exploring new formats for professional engagement.

Ming’s approach underscores a subtle but important forward-looking caution. Managers who fail to make information accessible or limit themselves to performance-heavy pitches risk being overlooked. In a market where responsiveness and clarity matter, simplicity may be the most potent differentiator.

Source: Video - The Road Ahead for RIA Growth