Salesman's Letters to Build the War Chest

“Early on in his career on the Street, Robertson learned to ap- preciate and subscribe to the old adage: once a salesman, al- ways a salesman. It is extremely hard to refute for almost anyone who has ever been in sales-for those who have been in sales on Wall Street, is next to impossible to refute. While it's obvious from all outgoing appearance that the merchandising side of the money management business was not something Robertson was interested in when he set out to launch Tiger, it is undoubtedly a skill that he used to grow the business to levels beyond even his wildest imagination. In the early days of the firm, he realized the important role communication with in- vestors and potential investors would play in the success of the firm. Thus, he was very keen on the use of performance to sell his products and to attract assets under management. The way he communicated was via letters to investors.”

“than he had ever dreamed. He had reached the point where he could say, I am at this age, the kids are this age, the wife is at this age, we have more money than we ever thought possible, and we are ready to move on. But without the investors, we would have had nothing. It's my responsibility to take care of them.”