Now we have broader, richer conversations with advisors. Wealth management firms often have different philanthropy and asset management teams. It’s important to understand the mindset of each team and how you pitch to them.
Paul: Who manages that process?
Beth: Kenzie is the lead. I’m thinking of an example where we have a good relationship with the philanthropic team at the firm. Kenzie asked them to make an introduction to the asset management team.
Paul: Kenzie, how do you get initial access to firms and teams where you don’t have established relationships?
Kenzie: I attend as many events as possible and meet with people all the time. I belong to several active women’s business groups in New York, and I see people from member firms at various events.
Paul: Are these women’s organizations specific to financial services?
Kenzie: Yes, WISE, which is “Women Investing for a Sustainable Economy”, meets every month.
Beth: Also, we’ve been in impact investing for a while and have built a strong network through our board members speaking at conferences.
Paul: Beth, as part of senior management, what’s your relationship with the Board?
Beth: I attend the board meetings where we decide on strategy. The board models a healthy respect for different points of view, and I’m the megaphone for clients and advisors.