P1: a/b P2: c/d QC: e/f T1: g ind JWBT283-Wilson April 7, 2010 11:59 Printer: Yet to Come Index Abrahams, Stephen: Careers in hedge funds: on institutionalization, 18–19 books on, 163 on raising capital, 54–55 changing careers, 165 Activist investing, 151–152 mistakes made, 158–159 Adminstration, external, 29–30 starting, 157–158, 166 Albourne Village, 177 Case Study (Tassini Capital Management), Ali, Syed, 81–85 50–54 All About Hedge Funds (Jaeger), 163 Certification programs, 156–157 Annual reviews, 66–67 Certified Hedge Fund Professional (CHP) Asset-based lending (ABL) funds, 111–112 designation, 83, 165, 169 Atrato Advisors, LLC, 95–96 Cohen, Scott, 117–119 Atyant Capital, 55 Cold-calling, 152–153 Auditing firms, 11 Collins, Jim, 166 Authority construction, 161 Compensation, marketing, 152 Authority positioning, 113–114 Compliance, 23–24, 118 Compliance review, 126 Baraker, Lance, 32–36 Consistency, 114 Bayou Hedge Fund Group, 103–104 Copy writing, 49–50 Behavioral finance, 87–88 CRM (customer relationship management) Best practices, 30–31 tools, 22 in e-mail marketing, 46–47 for giant hedge funds, 109–120 Da Vinci Invest Ltd., 26–27, 59 in start-up phase, 87–88 Deming, William Edward, 140 start-ups, 87–88 Disaster recovery, 22, 23–24 See also Operations improvement Discounts and bonuses for readers, 169–170 Blogs about hedge funds, 1, 177–178 Documentation of processes, 34–35, 110, Bonuses and discounts for readers, 140 169–170 Drawdown control, 84, 86, 87 Books on hedge funds, 138, 163 Due diligence, 32, 93–105 Buffett, Warren, 9, 87 Brian Reich on, 95–98 Business continuity planning, 22 effects of, 102–105 Business plans, 79–80COPYRIGHTEDexample MATERIAL questions, 171–175 Richard Wilson on, 98–101 Capital generation, 18–19, 54–55, 143 Scott Freund on, 94–95 Hendrik Klein on, 59–60 and start-ups, 78 statistics on, 154–155 Due diligence calls, 99–101 time frame, 149 Due diligence questionnaires (DDQs), 95, See also Marketing 97, 110, 171–175 Capital introduction teams, 155 Dukas, Richard, 150 187 P1: a/b P2: c/d QC: e/f T1: g ind JWBT283-Wilson April 7, 2010 11:59 Printer: Yet to Come 188 INDEX Eat That Frog (Tracy), 153 Hedge Fund Group, The, 99 Educational marketing, 42–43 Hedge fund history, 8–9 Elance.com, 26 Hedge fund hotels, 27 Elevator pitch, 167 Hedge Fund Investor Directory, 170 ELP Capital, 72 Hedge Fund Marketing Mechanics, 169–170 E-mail marketing, 45–49 HedgeFundMessageBoard.com, 178 Ethics, 156 Hedge fund pitch book, 80–81 Evaluation and Optimization of Trading Hedgefundpremium.com, 169 Strategies, The (Pardo), 19 Hedge fund providers, 10–11 Eze Castle Integration, 21 Hedge funds: defined, 5, 9, 137–138 Family Office Research, 95 industry future, 13 Family offices, 84, 148–149 media portrayal of, 9–10 Family Offices Group, 178 “shooting stars”, 63–74 Fees, 5–6, 7–8, 132–133 See also Giant hedge funds; Hedge fund Fin Alternatives, 177 start-ups Financial advisers, marketing to, 148–149 Hedgefundscareer.com, 177 Focusing, 149–150 Hedge Fund Startup Guru, 178 “Four Why Process”, 44–45 Hedge fund start-ups: Freund, Scott, 94–95 common mistakes in, 86–87 Fund administration firms, 10–11, 140–141 Nakul Nayyar on, 86–89 Fund Associates, 30 Syed Ali on, 81–85 Fund governance. See Governance; tips for, 78–79, 141 Independent boards; Transparency Hedge fund trading: Fund of hedge funds, 138 future trends in, 89 Future trends, 89 vs. proprietary trading, 86 Hedgefundtraining.com, 170 Gating clause, 8 Hedge Me (Schwab), 163 GCC Family Wealth Management, 94–95 Hedge Solutions, 117 Giant hedge funds: High-water mark, 7–8 best practices, 109–120 Hiring practices, 65, 69–71 Richard Zahm on, 111–116 History of hedge funds, 8–9 Scott Cohen on, 117–119 Human resources, 110 transparency in, 117–118 Hurdle rate, 7 Gitomer, Jeffrey, 161 Goal setting, 72–73 Icahn, Carl, 151–152 Google, 152 Incentive fees, 133 Governance, 123–134 Independent boards: Andrew Main on, 124–130 board packs, 129 David Koenig on, 130–133 costs associated with, 130 See also Independent boards; meetings, 128 Transparency member duties, 126–128 Governance Fund, LLC, 130–133 purpose and duties of, 125–126, 128 Industry future, 13 Habit formation, 163 Industry prominence, 113–114 Harvard Funds Research Guide/Harvard Industry statistics, 7 Baker Library, 178 Industry strength, 138–139 Haven Advisors, 151 Industry trends, 12 Hedgefundblogger.com, 99, 177 Infrastructure, 23–24, 80 Hedge Fund Blogspot, 177 In-house functions, 110 P1: a/b P2: c/d QC: e/f T1: g ind JWBT283-Wilson April 7, 2010 11:59 Printer: Yet to Come Index 189 Institutional investment consultants, 138 to financial advisors vs. family offices, Institutionalization: 148–149 Bob Pardo on, 19–21 for giant hedge funds, 110 Eric Warshal on, 30–32 importance of marketing materials, 99 Hendrik Klein on, 26–29 public relations management, 41–42, 49 Lance Baraker and William Katts on, smaller funds, 40 32–36 in start-up phase, 80 Nakul, Nayyar on, 24–26 third-party, more overview, 17–18 top 10 mistakes, 47–49 Sheri Kanesaka on, 30–32 See also Third-party marketers/marketing Stephen Abrahams on, 18–19 Media, and hedge funds, 9–10 Vinod Paul on, 21–24 Mentors, 157 Internships, 157, 158 Meriwether, John, 102 Investment Management Consultants Michelman & Robinson, LLP, 29 Association (IMCA), 95 Multi-prime brokerage models, 12 Investment process, 145 Multistrategy hedge funds, 138 Investopedia on Hedge Funds, 178 Investordatabases.com, 169 Nayyar, Nakul, 24–26, 86–89 Investor relationship management (IRM), Networking, 142, 154, 166–167 143–144 New York Times Dealbook: Hedge Funds, Investors, categories of, 147–148 178 Israel, Samuel III, 103–104 Nonexecutive advisory boards, 129 Nummi, Rick, 65–71 Jaeger, Robert, 163 Janus Capital, 151 Jones, Alfred, 8 Operations improvement, 32–36 See also Institutionalization Kanesaka, Sheri, 29–30 Options, 88 Katts, William, 32–36 Orienting reflex, 141–142 Klein, Hendrik, 26–29, 59–60 Outside resource use, 12 Koenig, David, 130–133 Outsourcing, 20, 31, 34 Kovner, Bruce, 87 Pagan, Eben, 2–3 Learning strategies, 139 Pardo, Bob, 19–21 Legal and compliance firms, 11 Pardo Capital Limited, 19 Liquidity, 6, 7 Paul, Vinod, 21–24 Lock-up period, 6, 7 Pedigree, 67–68, 72, 110, 145 Long Term Capital Management (LTCM), Performance fees, 132–133 102–103 Pitch book, 80–81 Long-term strategies, 110–111 Powell, Thomas, 72–73 PowerPoint presentations, 78–79, 81, Madoff, Bernard L., 104–105 144–145 Madoff Effect, 69 PrimeBrokerageGuide.com, 178 Main, Andrew, 124–130 Prime brokers, 10 Management fees, 132–133 Private company investing, 143 Marketing, 21, 23, 39–61 Process documentation, 34–35, 140 cold-calling, 152–153 Professional training programs, 156–157 compensation for, 152 Proprietary trading, 86 educational, 42–43 Providers of hedge funds, 10–11 e-mail, 45–49 Public relations, 41–42, 49, 150 P1: a/b P2: c/d QC: e/f T1: g ind JWBT283-Wilson April 7, 2010 11:59 Printer: Yet to Come 190 INDEX Quant trading, 88 Nakul Nayyar on, 86–89 Syed Ali on, 81–85 Real estate investing, 143 tips for, 78–79 Recommended reading, 138, 163 Steinhardt, Michael, 9 Reich, Brian, 95–98 Strategic review, 126 Relationship development, 78 Stratton Street Capital, LLC, 124 Research processes, 109 Resources, in-text, 2 Talent, investment in, 35 Results, 162–163 Tassini Capital Management, 39, 50–54 Risk management: Technology, 80 and best practices, 32–33 Term length of investments, 6 and shooting star funds, 64 Third-party marketers/marketing, 30–31, 48, in start-up phase, 78, 79, 87 51 techniques, 145 careers in, 164–165, 167 tools, 88 contracts and, 155 Russian financial crisis of 1998, 102–103 defined, 11 fees associated with, 142–143 Sales cycle, 143 interviewing, 146–147 SalesForce.com, 22, 28, 52, 55 ThirdPartyMarketing.com, 177–178 Saturn Partners, LLC, 81 Three-circles strategy, 166 Schwab, Claude, 163 Time Warner, 151–152 SEC Guide to Hedge Funds, 177 Tools, CRM (customer relationship Second Angel Fund, 111 management), 22, 23–24, 28 Service providers: Total Immersion (Laughlin), 161 due diligence in choosing, 78, 79–80 Track record, 21, 23 for giant hedge funds, 115–116 Tracy, Brian, 40, 153 interview questions for, 69–71 TradeStation Prime, 32 selection of, 26, 27–28, 58 Trading log, 88 types of, 10–12 Transparency, 12, 33 Sharma, Pratik, 55–59 in giant hedge funds, 113–114, 117–118 “Shooting star” hedge funds, 63–74 governance and, 132 18 lessons from, 63–65 lack of, 104–105 Annual reviews, 66–67 and shooting star funds, 63, 66–69, 73 hiring practices, 65, 69–71 and risk management, 64 Unique selling propositions (USP), 51, 52 transparency in, 63, 66–69 SKAR Development Formula, 160–163 Soros, George, 9, 87 Warshal, Eric, 30–32 Specialized knowledge, 160–161 Web sites, 25–26, 177–178 Start-ups: Wilson, Richard, 98–101 best practices, 87–88 common mistakes in, 86–87 Zahm, Richard, 111–116.