A mutually successful partnership requires a shared vision of how it should work as well as commitment on both sides. The structured seven step Black Isle approach is summarised elsewhere on our website under the heading “What we do”. Below we look at certain aspects of how we work with clients in more detail.
Exclusivity – We have a strong preference for exclusivity in our market. The breadth and depth of the institutional market coverage we offer is exceptional and we prefer to avoid the complications of coordinating with an internal team or another agent. That said, we are happy to work with clients that wish to exclude certain investors or certain market segments from our target universe.
Flexibility – We prefer to avoid the restrictions of pre-agreed target lists. We have been asked to focus solely on a list of prospective institutional investors that we feel represent the highest likelihood of success, but the process of raising capital is rarely that simple. It can often take you in unexpected directions, and we need the flexibility to pursue any and all opportunities without the need to seek approval in advance.
Training – To be effective we need an in-depth understanding of the capabilities we sell. We expect our clients to provide this at outset and to provide direct access to the investment decision-makers. In turn we will commit our time up front to ensuring we can represent you in a professional and informed manner.
Ongoing Support – Elsewhere we have stressed the importance of integration: our preference for operating as if we were an in-house team. We operate as your interface with the marketplace, and our role is to get you in front of institutional investors. This process is reliant on your commitment to provide ongoing support for our sales activities.
Sales Materials – The clarity and impact of sales materials is an important contributor to sales success, and we put a great deal of effort into getting these right. We will assist you in improving your sales materials at outset, and in evolving your messaging as we gather feedback through our sales activities.
Reporting – While reporting on our activities is important, we prefer to share our worksheets with clients. This approach provides complete transparency and avoids the burden of customised reporting (which would distract from our main priority – raising capital).
