Williams Mullen

On Oct. 12, 2015, Alyson Harter moderated a panel titled "What is the Critical Path to Building a Sponsor: From Capital, Offering Structure, Team Members and Establishing Distribution Channels, What are the Steps to Success?" at the Alternative & Direct Investment Securities Association's annual Fall Conference. Topics included:

•     What offering types and structures are having success in today’s market?
•     What typical ‘flaws’ seem to keep offerings from being successful?
•     What legal and operational hurdles or restrictions are then when distributing in the RIA channel?
•     Do you need a managing broker-dealer or can a sponsor be as effective marketing on their own?
•     Which wholesale structures works best (internal vs. external; single-sponsor vs. multi-sponsor marketing teams, open architecture, etc.)?
•     How do you manage the sales process to be effective and efficient?
•     What is the role of national accounts in the distribution process and does a sponsor need a national accounts team?
•     How do you utilize a website and email to build your brand?
•     How do you design marketing materials and what legal limitations are there?
•     What is the role of the sponsor in marketing an offering?
•     What are the costs to market a typical offering?
•     How long does it take to build a presence and establish an effective distribution channel?

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