Insights

Search Spotlight – Direct Lending

Working together to land a Direct Lending Associate

Read and share this case study here (PDF)

Mandate and Challenges

Our Client is an independent asset manager who is scaling and diversifying their business to remain competitive with larger fund companies. They have made multiple acquisitions in Alternative Credit and in July 2020, the Company decided to make its first outside hire under its own brand – a Direct Lending Associate. They faced several challenges:

  • Rebranding – after the rebranding, the Company was still establishing its name in Alternative Credit and Direct Lending
  • Intense competition – the Alternative Credit industry was booming. The Company faced stiff competition from larger competitors for new talent
  • High standards – maintaining the same high standards for hiring, despite rebranding and high competition
  • COVID-19 – they were forced to interview and make selections remotely, while attempting to convince candidates to make a career change mid-year, amidst the uncertainty of the COVID-19 pandemic.

Solution

TLG was hired for its ability to quickly reach top passive talent in Leveraged Finance groups at leading banks. We tapped our existing network of candidates from a mix of global banks and top boutiques and crafted our message as follows:

  • Impact – joining a leaner, more collaborative team would offer more responsibility and the opportunity to make a greater impact
  • Visibility – similarly, the lean deal-team offered visibility to senior stakeholders, clients, and therefore more opportunities for professional development.

Success

The message was well received. Within 48 hours of commencing the search, TLG contacted, interviewed, and presented 9 candidates from leading Leveraged Finance teams. 6 were selected for interview, including 3 diversity candidates (50%). The Company identified two finalists who met their standards, fit their culture, and they hired their top choice within 60 days of contacting TLG.

Sean Locke is Managing Partner and Founder of TLG | slocke@locke-group.com

The Locke Group (TLG) is a specialist executive search firm which has served the financial industry since 2003. As a boutique, we are deeply invested in our clients – our care for their experience and the experience of their candidates is second to none – and we possess both the strength and flexibility to deliver results which help to power their business.

Diversity Spotlight – Equity Factor Funds Portfolio Manager

How a Factor Funds team met more diversity candidates and hired a female fund manager

Read and share this case study here (PDF)

Mandate and Challenges

Our client is a global asset management company with more than $1 trillion in assets under management. While we were partnering on an investment mandate, the Company approached us for help with a second search. They sought a Portfolio Manager to support the construction and management of their growing Factor Funds business. Recognizing the team and larger business area were male-dominated, the Company further sought to hire a woman for the role. After conducting their own search for more than 6 months, they were not any closer to securing a qualified diversity candidate.

Solution

In our assessment, the Company did not need to retain a search provider, so we recommended a contingent solution. We offered to supplement their pipeline with diversity candidates at no up-front cost. TLG has a living market map of quantitative fund management teams and relationships with many of their leaders. We offered to query our industry network while suggesting the team expand their target profile to include candidates from academia. We targeted candidates from both sectors.

Success

  • Augmented pipeline – TLG interviewed and introduced 8 diversity candidates, including 6 women. 6 of the 8 worked in investment roles, while 2 were professors from major universities.
  • Added exposure – 5 candidates were selected for interview and 3 completed onsite interviews with a slate of senior leaders and investors. The added exposure to several qualified diversity candidates was a major point of success for the hiring team.
  • Placement – the Company ultimately hired from TLG’s pipeline. A professor from a top-10 Finance department, the candidate was referred to TLG by a Client contact who had co-authored research with her. She had built a career in academia but, in the end, desired to apply her knowledge in the industry. Via the TLG network, she found a great fit with our Client. She started with the Company in August 2020.

Tom Hudson is a Partner and Head of TLG’s Quantitative Services practice | tom@locke-group.com

The Locke Group (TLG) is a specialist executive search firm which has served the financial industry since 2003. As a boutique, we are deeply invested in our clients – our care for their experience and the experience of their candidates is second to none – and we possess both the strength and flexibility to deliver results which help to power their business.

Update: what does work look like after the pandemic?

Last May, we commented on a Quartz article, What does work look like after the pandemic? Our guidance was that company leaders should prepare for an increasingly virtual workplace. The pandemic would force manager sentiment to catch-up with candidates’ desires for remote work and flexible arrangements. The pandemic is not over, but we’ve finally hung the 2021 calendar on the wall. Where do we stand? Here’s what we saw in 2020 and an update on what we expect work to look like in the future.

Looking back at 2020

When office workers went home in March, we were concerned that our clients would stop hiring. Remarkably, they did not. By and large, the need to hire won out over the need to meet in person. There were hiccups with remote interviews and it was hard to get comfortable conducting final interviews remotely, but employers’ message was clear – “we need talent.”

The combination of remote work and hiring demand tilted the tables strongly toward high-value, passive talent (often to the dismay of active candidates who were out of work). Uncertainty related to the pandemic and remote onboarding led to increasing conservatism amongst most passive candidates and significant handwringing amongst those who made the leap to a new opportunity. The sticky question persisted: can one build real bonds with their new team and make a strong impression over Zoom?

Our clients were uniformly empathetic and willing to be flexible. The strings of old pre-pandemic knots loosened as managers became more flexible on re/location, onboarding, and long-term work arrangements. We hired several candidates in 2020 who will not live in the same city or state as their team in 2021. While this may sound unremarkable to some, it’s a new leaf for banking, trading, and investment teams. Employers have been especially flexible on relocation timetables as the need to be in-person for onboarding disappeared.

Looking ahead

As a reminder, candidates were already asking for flexibility before 2020’s great transformation. Managers were reluctant to grant it, preferring to have new hires in the office, at the desk, and working alongside the team. We believe the new reality will flexible, but not to an extreme – it will be balanced. We expect increasing comfort with virtual solutions to some problems and more flexibility towards remote work, but the value of in-person collaboration and socialization cannot be understated. Here’s what we expect:

Zoom (interviews) are here to stay

While still imperfect, video conferencing and collaboration software proved its value and is only becoming more robust. We expect more work will happen online whether collaborators are working from home or down the hallway.

Interviews will be more flexible and easier to coordinate. Preliminary interviews will be virtual-first with the option to arrange an onsite, while final interviews happen in-person once again. Candidates will save travel time and PTO as many employers – though not all – will see the sense in conducting early stage interviews virtually. Candidates will be given the option to hike into the office if they choose (and if their interviewers are not working remotely). Candidates should expect to suit-up for onsite interviews with executives and hiring managers, but Zoom and Teams interviews are here to stay for everything preceding.

Virtual onboarding left a void

It is extremely difficult to form a relationship and build bonds with new teammates online. Expect some aspects of onboarding and training to remain virtual, while the desire to collaborate and build relationships will draw teams back together. We expect to hear this desire to be expressed from both sides.

Back to the whiteboard for critical project teams

In the words of one manager, virtual worked in 2020, but they will tackle critical problems more quickly when they are back at the whiteboard.

“We proved that we can do it remotely, but I know we can solve some problems much faster when we gather around the whiteboard and figure it out together.”

New teams and those leading critical initiatives will be some of the first to be back onsite and working at their projects together.

More flexibility, but no WFH revolution

Bottom line, we expect most employers to allow new hires to work from home at least one day per week, and many will give more. Some employers will break new ground by hiring candidates who work remotely but live within commuting distance of the office. That is, close enough to be present for critical meetings and some facetime.

However, we do not expect a WFH revolution. In our experience, candidates who live and work remotely eventually express the desire to be with a team again. We expect to hear that desire in chorus when normalcy returns. At the same time, employers will be cautious about their location strategy, especially with respect to impact hires. We expect more flexibility on a week to week basis, but most candidates will be expected to live near the office to maintain a strong connection to their team. In the end, all parties should be better off.

What do you think? Let us know!

Sean Locke is Managing Partner and Founder of TLG | slocke@locke-group.com

Tom Hudson is a Partner and Head of TLG’s Quantitative Services practice | tom@locke-group.com

The Locke Group (TLG) is a specialist executive search firm which has served the financial industry since 2003. As a boutique, we are deeply invested in our clients – our care for their experience and the experience of their candidates is second to none.

And keep an eye out for our upcoming 2021 Candidate Experience Manifesto, where we’ll lay out the keys to crafting an excellent candidate experience. Find our inaugural 2020 publication here.

(Towards Data Science) Red flags in data science interviews

(Towards Data Science) Red flags in data science interviews

We liked this opinion by Jacqueline Nolis* for the value it offers to candidates, hiring managers, and HR alike. To be clear, the piece is written for candidates – the author’s intended audience is specific to those interviewing for Data Scientist jobs – and she provides great tips for assessing a company’s data science infrastructure, processes, and priorities.

But if hiring managers pay close attention to the author’s suggestions, they’ll find great tips for improving their candidates’ experience and leaving a strong impression. At a minimum, think of the article as a list of ‘what not to do’ (and check-out our tips for creating an excellent candidate experience). Among other suggestions, Jacqueline tells candidates to watch out for an unstructured interview process, inconsistencies in interviewers’ description of the role, and the lack of a clear plan after onboarding.

Are you making any of these mistakes? We find that they’re common (…too common) and applicable beyond Data Scientist interviews. Top candidates display higher levels of excitement and confidence in a business which they believe is well-organized, and they make that judgment through the lens of the interview process. Read the article to see your interview process through their eyes. And if you need help organizing your talent acquisition process or making a strategic hire, get in touch. We are here to listen and help.

*Jacqueline is a Principal Data Scientist and independent author writing in Towards Data Science, on Medium‘s publishing platform.

(II) How far will asset management pay fall?

(Institutional Investor) How far will asset management pay fall? 

Johnson Associates, a compensation consultancy, gives projections for 2020 bonus expectations (relative to 2019), with down numbers across the board (almost). Private wealth and traditional active managers can expect 75-80% of their 2019 numbers, while hedge fund and private equity professionals will be down less (in that order). In each category, exceptions can be made based on the size or strategy of the company, with some macro and even-driven strategies as notable outperformers in Q1. In our experience, individual performance is a significant driver in line with firm-wide performance.

Up on the 18th floor, equity and fixed income sales/trading teams at the Banks should look forward to a 15-20% increase in bonus incentives.