125: Seb Stewart, Partner at $20B Pacific Asset Management & IMI Chair on Why Allocators Really Say Yes and How Boutiques Win
Description
Most people love to talk about the “boutique advantage,” but very few can show you what it actually feels like from the allocator’s side of the table.
Seb Stewart can.
Seb is Partner and Head of US Institutional BD at Pacific Asset Management (~$20B AUM) and Chair of IMI, the global think tank for specialist firms.
In this episode, Seb and Stacy sit down at NASDAQ Studios to discuss what allocators actually value, why boutiques win when they stop acting like large platforms, and how human behavior (not products or performance) raise real funds.
In this episode, you’ll hear about:
- Why fundraising is really about selling people and behavior, not products
- The underestimated trust dynamic between PMs and fundraisers
- The behavioral cues allocators read before they ever open your deck
- Why boutiques win on access, alignment, independence, and specialization
- Key insights from IMI’s landmark research on what truly sets boutiques apart
- Why distribution and story remain the biggest choke points for boutiques
More About Seb:
Prior to joining Pacific as Head of US Institutional Sales, Seb spent 11 years at emerging market specialist, Somerset Capital Management LLP where he had been a Partner, Head of Client Services and latterly Deputy Head of Marketing. Seb helped grow the firm from $1.5bn to $10bn in AUM, working with institutional and wholesale clients across the world, with a particular focus on pension funds, foundations, endowments, family offices and investment consultants in the US.
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