In this episode of the Rainmaker Podcast, Gui Costin sits down with Manish Khatta, CEO and CIO of Potomac, for a candid and insightful conversation about building and scaling a modern asset management firm through transparency, technology, and content. Manish, a self-described quant and lifelong Potomac team member, shares his journey from programming mechanical trading systems straight out of college to now leading a fast-growing, multi-siloed investment business. At the heart of Potomac’s identity is a fierce commitment to risk management—reflected in their trademarked tagline, Built to Conquer Risk—and a bold content strategy that sets them apart in a traditionally conservative industry. The episode explores how Potomac adopted the Entrepreneurial Operating System (EOS) to improve communication, accountability, and execution across all departments. Manish explains how EOS meetings, scorecards, and cross-functional transparency have fundamentally changed how the firm operates and drives growth. This operational discipline is mirrored in their use of CRM—specifically HubSpot—not just as a contact database, but as the central nervous system of their sales and marketing efforts. “If it’s not in the CRM, it doesn’t exist,” Manish says, underscoring the importance of tracking and acting on every client interaction. But what truly sets this conversation apart is the deep dive into Potomac’s content engine. From producing as many as seven pieces of content a week to launching creative projects like “Industry Gossip” and a Seinfeld-inspired series featuring advisors in classic cars, Manish and his team have taken an unconventional, personality-driven approach to branding. He’s unapologetic about avoiding product talk in content, emphasizing that building trust and brand recognition always comes before the sales pitch. Manish also reflects on leadership—how becoming a father shifted his perspective, and how he’s learning to blend hard-charging expectations with empathy and kindness. He opens up about the challenges of scaling people and culture alongside business growth and offers pointed advice for young professionals entering the industry: stay curious, stay visible, and never underestimate the power of showing up. Whether you’re a CEO, a sales leader, or a content creator in the investment space, this episode is a masterclass in modern firm building. Manish’s blend of operational rigor, creative risk-taking, and cultural intentionality offers a fresh, actionable blueprint for success in a rapidly changing industry. Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.
