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Digital Subscriptions > The Hedge Fund Journal > Issue 113 - April | May 2016 > Societe Generale Prime Services’ Global Cap Intro Team

Societe Generale Prime Services’ Global Cap Intro Team

Synergistic trinity with prime brokerage sales and consulting

Introducing institutional investors and hedge fund managers to one another is vital, but is only one facet of the support that the global Societe Generale Prime Services (SGPS) capital introduction team offers managers in their fundraising endeavours. A broad dialogue on distribution is in turn just a subset of what the team actually does, not least since they belong to a larger group. “The capital introduction team is an integrated partnership with prime brokerage sales and alternative consulting, sitting between investors and managers,” explains Global Head of Hedge Fund Sales, Duncan Crawford.

The business includes provider-neutral advice on a myriad of asset raising avenues; educational events, a substantial database of managers reaching well beyond SGPS’s own client base, respected hedge fundperformance indices, insightful market commentary covering discretionary and systematic strategies, and alternative investment consulting for allocators and managers alike. All of this has been developed since the 1990s and “it would be very hard to replicate what we have built over 25 years,” reflects Crawford, who was there from the start.

Duncan Crawford, Global Head of Hedge Fund Sales

“Helping managers and allocators to get it right is a simple concept but quite nuanced in practice,” says Managing Director and Head of Capital Introductions, Americas, Dan Rizzuto, who joined the US team from the hedge fund industry. The SGPS recipe is “we reach out to allocators and managers and have an active dialogue with both. We constantly check the pulse of institutional investors; where they are allocating now, what are their concerns, their objectives. Then we also update each of them on who is doing what in the manager space. We provide qualitative and quantitative support to both sides so managers and institutional investors get the alternative investment equation right and have a long-term, positive experience,” says Rizzuto.

These conversations are documented in a proprietary customer relationship management database that the entire global team can access. “All dialogue is synthesised into relevant information for managers and allocators,” explains Rizzuto.

“This develops relationships among managers and investors and also builds business relationships for SGPS broadly,” adds Crawford.

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