Want to raise capital from HNW individuals and family offices? The author of this article lays out ideas.

The task of raising capital for a new or existing business venture can be a difficult one – and, of course, the ways that interest rates oscillate have a bearing on this. But whether via debt or equity, or some combination thereof, the challenge of persuading capital owners to deploy it on your venture remains significant. Advisors at private banks and wealth managers are regularly regaled with pitches from capital-raisers, as are family offices. For those on the receiving end of calls for capital, it is also useful to know how some fundraisers don’t fit a conventional “mold.” 

The following article comes from Abbas Hashmi (pictured below), a former CSO at BAM Capital and long-standing figure at Goldman Sachs' wealth and asset management business. Based in New York CIty, Hashmi is now principal, at Saudi Family Offices. The editors are pleased to share this content; the customary editorial disclaimers apply. These articles are designed to stimulate conversations, so we urge readers to get involved with comments, on or off the record. Email tom.burroughes@wealthbriefing.com and amanda.cheesley@clearviewpublishing.com

Abbas Hashmi

Raising capital is a science and an art. It requires credibility, access, and trust – three things that do not necessarily come naturally if you do not have generational wealth, you have an accent, or you do not look like the stereotypical picture of a financier.

However, high net worth individuals and family offices are less inaccessible than it may otherwise appear. The trick lies in presenting yourself as a problem solver rather than a capital raiser.

The credibility gap
When you're fundraising, particularly in markets such as the US, investors naturally seek out familiar signals: top-notch networks, Ivy League degrees, or a warm intro from somebody they trust. If you cannot tick those boxes, the tendency is to overcompensate with credentials, elaborate financial projections, or hard-sell pitches. That's the incorrect strategy.

Sophisticated investors, especially families, do not invest in deals – they invest in individuals. They must believe in you as someone who knows their world, looks after their interests, and brings value beyond capital deployment.

How I built access without selling a single deal
When I relocated to the US, I understood that breaking into HNW circles as a foreigner would require more than a solid investment thesis. Rather than attempting to pitch my way in, I positioned myself where money was already parked.

I joined a membership development position at a private investor network, which, although not directly related to investment or wealth management, provided a more expansive view of UHNW requirements – not only in the deployment of capital but in financial education, networking, and co-investment deal flow.

This experience revealed what truly drives high net worth investors above returns – how they prioritize education, social circles, and trusted deal-sharing circles. Being a member of that world allowed me to develop authentic relationships with UHNWs without the pressure of selling to them. I was close enough to pitch investments – but never did.

Because I wasn't in a sales role, I gained their trust as someone who understood their problems rather than someone looking for a quick check. That problem-solver vs. salesperson mentality stuck with me. Years later, when I did start raising capital, I wasn't another deal maker at their doors – I was an old friend, a trusted connection.

Turning barriers into strengths
If you don’t come from wealth, here’s how to turn perceived disadvantages into strengths:

Be in the room – even if you're not pitching
Most capital is raised in rooms where access is limited—find ways to be there without seeking investment upfront. This could involve working at an investment firm, organizing industry events, hosting panels, or cultivating meaningful relationships.

Understand the emotional side of wealth
Family offices and HNW individuals are not just looking for returns – they're safeguarding legacies. Each investment decision is personal. If you understand their goals (legacy, impact, wealth preservation), you will go further than any financial model can.

Solve a problem before you ask for capital
Most individuals seeking capital get this one backward: They ask for an investment before delivering value. The best practice is to solve a problem first. Whether that's through ideas, introductions, or strategic counsel, show that you're valuable to them before asking for one.

Allow your distinct background to work in your favor
Your outsider perspective can help you spot opportunities others overlook. Tap into your international outlook, immigrant mentality, or ability to understand various markets. Most investors want new ideas and a diverse deal pipeline. Use what sets you apart as your advantage.

The takeaway
Raising money is not about who you know – it's about becoming someone investors would be eager to invest in. If you don't have inherited wealth, speak with the "right" accent, or have a pedigree background, that doesn't need to be an obstacle.

Focus on building relationships, position yourself as a problem solver, and adopt a long-term view. Capital follows trust, and trust is built through visibility, credibility, and strategic patience—not by pushy pitching.

About the author
Abbas Hashmi specializes in capital raising strategy focused on HNW individuals, family offices, and wealth management. With a background at Goldman Sachs Asset & Wealth Management in New York and leading AIG’s HNW business launch in the Middle East, Hashmi has developed expertise in relationship-driven capital raising. 

His approach employs behavioral finance, strategic networking, and long-term trust-building to help investment professionals and founders navigate the complexities of raising capital from UHNW investors and family offices.