Why is your AUM so low?
It's often the first question that comes to mind after speaking with an emerging manager.
In the first 10 minutes, I usually hear about the track record. The returns. The strategy. The team's background.
Sometimes it's genuinely impressive.
Audited returns.
Meaningful skin in the game.
Strong alignment with investors.
A differentiated strategy.
Then I hear the AUM.
$30 million.
$50 million.
$80 million.
And my first reaction is:
"Something doesn't add up."
Why isn't this business significantly larger?
Most managers already have an answer.
Asset growth is hard.
Allocators move slowly.
We need more meetings.
Sometimes that's true.
But surprisingly often, I find a different explanation.
The investment process evolved.
The business around it didn't.
Institutional-quality strategy.
Non-institutional presentation.
That's often where I find the bottleneck.
Billion-dollar ambitions require billion-dollar preparation.