Episode 17
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When most firms say "we're not a sales culture," it usually means they have no growth strategy.
When Kayne Anderson Rudnick says it, they mean something entirely different.
Founded in 1984 as an extension of John Anderson's family office—yes, the namesake of UCLA's renowned business school—KAR has achieved what many consider impossible: 540% growth over the past decade, scaling from $10 billion to $64 billion in assets under management. Every single dollar of that growth? Organic. No acquisitions. No shortcuts. Just disciplined execution of a strategy rooted in uncompromising quality.
But here's what makes their story remarkable. During their most explosive growth period, Chief Operating Officer Jeannine Vanian walked into Executive Managing Director Stephen Rigali's office and declared: "A's only going forward. I don't care how long it takes to find people." That decision—to leave positions empty for months, even years, rather than compromise on talent—is either insane or brilliant. Their results suggest it's brilliant.
The journey began with three founding partners who established something unusual: a three-person executive team with no CEO. This collaborative leadership structure has guided the firm through four decades of growth. "At the end of the day, we make better decisions because we have each other as sounding boards," Rigali explains. The core values established by founders John Anderson, Rick Kayne, and Alan Rudnick remain operational principles that show up in every decision. Vanian has been with the firm for 35 years and still works with clients from when KAR managed just $40 million. That continuity doesn't happen by accident.
What really sets KAR apart is their willingness to go against industry trends. While wealth management has largely commoditized investment management, telling clients to index everything and focus on planning, KAR has doubled down on the very thing everyone else is abandoning. Their quality-focused investment philosophy applies the same rigorous analysis used in private equity to public markets. "Our clients are looking for an advisor that has an investment management background, that has a point of view of what's happening in the global economy," Rigali explains. "They want interesting investment options that are a bit more sophisticated than what they receive from a lot of people in our industry."
But investment performance alone doesn't explain 540% organic growth. The real driver is relationship depth that transcends financial transactions. When a KAR client passed away, their senior wealth advisor worked closely with the widow through grief and complex family dynamics. At the celebration of life, the family invited the advisor to speak. "The word that comes to mind all the time is care," Vanian reflects. As one client put it: "I believe they know me deeply. They understand my needs, they add value."
This relationship depth stems from their talent philosophy. During explosive growth, KAR chose patience over urgency. They brought in temporary help, asked existing team members to roll up their sleeves, and left critical positions empty rather than lower their standards. "We've learned over and over that you'll find the right person at some point," Rigali explains. The result is a core group of outstanding people who share values and deliver consistent excellence.
That entrepreneurial spirit shows up everywhere. When Managing Director of Marketing Stephanie Gillman proposed launching a podcast years ago, when most people didn't know what podcasting meant, leadership said, "Okay, great, why not?" They walked to the Apple Store, bought a mic and laptop, and started recording on GarageBand. Today, that experimental mindset is backed by sophisticated data analytics and multi-platform content strategies, with Gillman sitting at the strategic planning table alongside functional leaders from operations, technology, compliance, and HR.
Looking ahead, KAR's wealth advisory business could easily be two or three times its current size. But as Vanian emphasizes: "We want sustainable growth that doesn't blow up our employees or compromise the client experience." There's a deeper motivation beyond just numbers. "Growth is important for employee retention and providing individuals a way to have career progression," Rigali explains. "It's how do we grow in a way that eventually Jeannine and I ride off into the sunset and have the next generation perpetuate what John, Rick, and Alan started?"
KAR's success challenges fundamental assumptions about modern wealth management: that organic growth at scale is impossible, that culture can't survive rapid expansion, that collaborative leadership creates decision paralysis. They've proven each assumption wrong through discipline to make harder choices consistently over decades. Choosing patience over urgency in hiring. Choosing depth over breadth in relationships. Choosing organic growth over acquisition shortcuts.
In an industry increasingly dominated by private equity rollups and commoditized service models, KAR represents proof that authentic, sustainable growth is not only possible—it's more profitable and more fulfilling than the alternatives. The question isn't whether other firms can replicate their results. The question is whether they have the discipline to make the choices that create them.
Connect with us:
- Meg Carpenter on LinkedIn
- Stephen Rigali on LinkedIn
- Jeannine Vanian on LinkedIn
- Stephanie Gillman on LinkedIn
About Ficomm Partners
Ficomm Partners is the embedded growth partner for results-driven RIAs, and wealth management platforms. With a track record of helping over 250 clients achieve their growth goals, Ficomm understands that while industry patterns may repeat, each firm's growth challenges are unique. Ficomm prioritizes strategy and finds the most impactful ways to move you toward your goals. We align all your marketing activities with your business objectives, acting as your dedicated growth partner with our human-first approach, strategy-first methodology, and unrivaled team of industry marketing experts.