11:30
11:35

Fundraising Masterclass Opening Remarks

• Sarah Alexander, President and CEO, Emerging Markets Private Equity Association (EMPEA)

Fundraising Masterclass Module 1:  DFI Seminar – Back to Basics and Differentiating in a World of Qualified Proposals

• What are DFI’s institutional priorities in adding new managers, strategies and geographies? How often and how much do those priorities change and how can managers stay current?
• What approach do DFI’s take toward co-investments? Direct investments?
• What gets a manager in the door? What gets a manager invited back for additional meetings?
• What missteps can most hurt a manager vying for DFI commitments?
• Fund structuring hot buttons: what do DFI’s look for to ensure alignment of interests?
• When to move on:  DFI views on re-upping for follow on funds, and when should GPs graduate to private investor capital?

Faculty Firms & Presenters:

• CDC Group plc: Mark Kenderdine-Davies, General Counsel and Company Secretary
• DEG: Steffen Suhany, Director and Head of Equity / Mezzanine Asia & Europe
• European Bank for Reconstruction and Development (EBRD):  Anne Fossemalle, Director, Equity Funds
• European Investment Bank (EIB): Jesper Persson, Senior Investment Officer, Private Equity (Africa/Caribbean/Pacific)
• European Investment Fund (EIF): Jean-Philippe Burcklen, Head of Lower Mid-Market
• FMO – Netherlands Development Finance Company: Annette Berendsen, Manager Private Equity Africa 
• International Finance Corporation (IFC): David Wilton, Chief Investment Officer, Manager Global Private Equity Funds
• Overseas Private Investment Corporation (OPIC): Jay Koh, Head of Investment Funds and Chief Investment Strategist

Facilitator:

• Emerging Markets Private Equity Association (EMPEA): Jennifer Choi, Vice President, Industry & External Affairs

(GP Only) Fundraising Masterclass Module 3:  Best Practices in the Current Fundraising Climate

• If institutional investors are tending to write fewer but bigger checks, how do you raise funds for SME/middle market funds?
• What role do placement agents play and what are the pros AND cons of working with placement agents?
• What are the limitations of placement agents in light of recent regulation and what do placement agents do and not do?
• What various strategies do placement agents recommend?  How can fund managers tailor strategies for different LP audiences or securing capital from non-traditional sources?

Faculty Firm & Presenters:

• MVision Private Equity Advisers: Mounir Guen, Chief Executive Officer
• MVision Private Equity Advisers: Ophir Shmuel, Director

• What are the key elements and stages of the documentation process and how does this process work?
• What are the latest trends in private equity terms and conditions?
• What is the range of market terms and LP/GP pressure points?
• Structuring an ideal term sheet
• Partnership negotiation strategies: when to be flexible and when to hold firm?

Faculty Firm & Presenters:

• Debevoise & Plimpton LLP: Geoffrey Kittredge, Partner
• Debevoise & Plimpton LLP: Marwan Al-Turki, Partner
• Debevoise & Plimpton LLP: John Anderson, International Counsel

• What presentation materials best help LPs assess the value of your opportunity?
• What do LPs want to see more of in the pitch book?  Less of?  How can a manager best tell their story in a way that stands out?
• How important is a fund’s branding in the eyes of LPs?  What can a manager do to create an effective brand, including the name of the fund?
• How can a manager make the most out of the in-person pitch?  What can managers do to put their best foot forward in the diligence process?
• What are the real costs of raising a fund? What are some strategies for making time on the road more cost-effective?