Breaking into the RIA channel has never been more competitive. Advisors are inundated with manager outreach, client expectations are rising, and differentiation is harder to sustain as products proliferate. For emerging managers, success now depends less on pedigree and more on disciplined execution, clear positioning, and access to the right intelligence.
The best-performing fundraising teams follow a repeatable set of practices that align with how RIAs actually allocate capital. Below are the ten best practices we see working across the RIA channel today—along with how modern teams operationalize them using data-driven workflows inside Dakota Marketplace.
Want allocator intelligence and workflows that support these best practices? Book a demo of Dakota Marketplace
Why the RIA Channel Deserves Focus Right Now
RIAs control a growing share of discretionary capital and are actively seeking strategies that help them differentiate with clients. Unlike consultant-led institutional channels, RIAs move faster, operate with fewer approval layers, and are often open to emerging managers offering clear value propositions.
From thousands of allocator interactions and daily activity across Dakota Marketplace, one pattern is clear: managers who treat RIAs as a primary channel—and support their outreach with accurate data, consistent follow-up, and repeatable processes—build momentum faster and more sustainably.
1. Treat RIAs as a Core Distribution Channel
What it is: Positioning the RIA channel as a primary growth engine, not a secondary fallback.
Why it matters: RIAs allocate faster than traditional institutional channels and often grow through acquisitions that compound distribution reach.
How to implement:
- Define RIAs explicitly within your target market
- Allocate dedicated time and resources to RIA outreach
- Track RIA-specific conversations separately from institutional prospects
2. Lead With Differentiation, Not Firm Size
What it is: Emphasizing strategy fit and client relevance over AUM or brand recognition.
Why it matters: RIAs select managers based on how well a strategy complements existing client portfolios.
How to implement:
- Articulate one clear use case for your strategy
- Position your offering alongside—not against—core allocations
- Keep messaging client-translatable and concise
3. Simplify the Message for Advisors and End Clients
What it is: Delivering a clear, repeatable story that advisors can confidently explain to clients.
Why it matters: If an advisor can’t explain it simply, they won’t allocate.
How to implement:
- Reduce your pitch to its essential purpose
- Focus on outcomes, role in portfolio, and risks
- Avoid unnecessary technical depth early
Prepare for better conversations with allocator insights from Dakota Marketplace.
4. Execute Consistent, Targeted Cold Outreach
What it is: Systematic, personalized outreach rather than reliance on warm introductions.
Why it matters: Cold outreach remains the most scalable way to build RIA pipelines.
How to implement:
- Target the right firms before sending outreach
- Keep meeting requests direct and specific
- Maintain consistent follow-up discipline
5. Start With Smaller and Mid-Sized RIAs
What it is: Prioritizing approachable firms that move quickly and adopt earlier.
Why it matters: These firms are often under-covered and can scale through platform growth or acquisition.
How to implement:
- Focus on firms with concentrated decision-making
- Track firm growth and acquisition activity
- Stay engaged as firms evolve
6. Align With the RIA Sales Cycle
What it is: Managing expectations around education-driven, relationship-based decisions.
Why it matters: Forcing timelines erodes trust and stalls momentum.
How to implement:
- Focus on progression, not immediate closes
- Log feedback and next steps after every meeting
- Stay visible with periodic, relevant touch points
7. Use City-Based Scheduling to Build Momentum
What it is: Concentrating meetings geographically to improve efficiency and familiarity.
Why it matters: Repeated presence builds credibility and accelerates relationship depth.
How to implement:
- Prioritize high-density RIA metros
- Stack meetings on return trips
- Track city-level coverage gaps
Plan smarter trips with metro-level data from Dakota Marketplace.
8. Stay Relevant With Consistent Content Touch Points
What it is: Using light, periodic content to maintain visibility between meetings.
Why it matters: RIAs reward consistency and thoughtful communication.
How to implement:
- Share concise quarterly insights
- Host focused, low-cost webinars
- Reinforce—not reinvent—your core message
9. Run Everything Through a CRM-Driven Process
What it is: Centralizing activity, notes, and follow-ups into a single system.
Why it matters: Volume and consistency require structure to scale.
How to implement:
- Log every interaction and outcome
- Standardize follow-up cadences
- Review pipeline weekly
10. Play the Long Game With RIA Relationships
What it is: Treating every conversation as a future option, not a binary outcome.
Why it matters: RIA relationships compound over time as roles, firms, and platforms change.
How to implement:
- Stay professional regardless of near-term outcomes
- Track personnel and firm changes
- Maintain long-term visibility
Stay ahead of allocator movement with Dakota Marketplace.
Why These Best Practices Matter Now
The RIA landscape is evolving quickly. Advisors are consolidating, client expectations are rising, and competition for attention is intensifying. Legacy approaches—manual research, static lists, and reactive outreach—no longer keep pace.
Top-performing managers differentiate themselves by using data to prioritize prospects, prepare more relevant conversations, and maintain consistent execution. Emerging managers who adopt these best practices early position themselves to scale faster and more efficiently.
How Dakota Marketplace Supports These Best Practices
Dakota Marketplace gives fundraising teams the intelligence and workflows needed to operationalize RIA best practices. With comprehensive coverage of RIAs, allocator roles, firm structures, and activity signals, Dakota helps managers focus on the right prospects, improve meeting quality, and build durable pipelines.
It’s why investment professionals rely on Dakota to support their distribution strategy.
Put These RIA Best Practices to Work
Want to Apply These Best Practices With the Industry’s Leading Allocator Intelligence Platform?
See how Dakota Marketplace helps teams research smarter, target better, and raise capital more efficiently.
Book a demo of Dakota Marketplace!
