Ten years ago, I conducted an impromptu survey of professionals throughout the alternative asset community to find out what really impacts the ability of all constituents, regardless of provider or investment stance, to form meaningful relationships. As I’d said then, alternative products are sold through relational marketing that takes place over time. Alternatives are bought by professional investors (institutions) and sophisticated individuals (family offices, high net worth people) as a means of capturing upside gain and minimizing downside risks across an overall portfolio of holdings. Always has been, and likely always will be