James Clarke, Global Head of Institutional Capital at Blue Owl, describes the firm's client coverage model and customer base scale.
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“And the institutional, well, I think we got 900 of them.”
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More from James Clark
Opinion
Clarke argues institutional asset management has surprisingly low barriers to entry
“The barriers to this industry in institutional asset management are so low. Anybody can start a fund. They can call up whomever it is, pension fund, and try and get meetings.”
James ClarkMay 15, 2025▶ 10:26James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
Insight
Clarke argues immense scale generates alpha in alternative asset management
“I used to think that you had to be small in the alternative space to generate alpha. But I've found that there's alpha in scale. There's relevancy in scale. When you're large, you command a tremendous amount of attention from people. You can't do that if you'r…”
James ClarkMay 15, 2025▶ 29:35James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
Insight
Clarke reveals institutional fundraising requires a 15-to-1 conversation-to-ask ratio
“The conversation to ask ratio is about 15 to one. 15 conversations to one ask.”
James ClarkMay 15, 2025▶ 12:05James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
AssertionNot checkable as stated
Clarke notes alternative asset management is consolidating like traditional managers did
“A lot of things I see them do are things that the alternative industry is going towards because the alternative industry is scaling quickly. The consolidation of relationships is happening. It's very much following the blueprint of what things were like back i…”
James ClarkMay 15, 2025▶ 14:07James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
Insight
Clarke: Manager selection is a third-derivative decision for institutional asset allocators
“When people are doing this strategic asset allocation, you're about the third derivative from choice. Their first thing is, what's our funding ratio? What's our actual rate of return? What should the portfolio look like? How should we populate it? And then who…”
James ClarkMay 15, 2025▶ 16:25James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
“It's very tough to do that, to give away those economics when you're half a trillion dollars, but when you're small and scrappy, You'll do it.”
James ClarkMay 15, 2025▶ 22:51James Clarke – Building Enduring Partnerships at Blue Owl (EP.445)
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