Kensington Capital Recognised By Gordon Institute of Business Science

Building an Independent Advisory in a Competitive Market

In a recent feature with the Gordon Institute of Business Science (GIBS) ABC Entrepreneur series, Chesray Abrahams shares the journey behind Kensington Capital and what it really takes to build an independent advisory firm in South Africa’s mid-market.

This is not a typical startup story. It is about establishing a credible, execution-led advisory platform in a market traditionally dominated by large institutions with long track records and deeply entrenched client relationships.

Kensington Capital was founded on a clear premise: senior expertise should remain central to delivery. The firm operates as a hands-on, senior-led team, working closely with clients across the full transaction lifecycle, from strategy and positioning through to execution. This model reflects a broader shift in the market, where clients increasingly prioritise direct access, accountability, and practical, outcomes-driven advice.

One of the defining challenges has been navigating the credibility gap. Competing against established players requires more than technical capability, it demands resilience, consistency, and a clearly articulated point of differentiation. Trust is built over time through mandates won, relationships developed, and transactions successfully executed.

A key insight from the journey is that value in advisory is created as much in origination as it is in execution. The ability to identify opportunities, shape the narrative, and connect the right counterparties often determines the success of a transaction before a formal process even begins. In this context, origination is not just a precursor to execution — it is a core driver of outcomes.

The reality of building an advisory business is that progress is rarely linear. Deal cycles are long, revenues can be uneven, and momentum is earned incrementally. However, with disciplined execution, a clear positioning, and a focus on high-quality delivery, it is possible to build a sustainable and competitive platform.

As Kensington Capital continues to evolve, the focus remains on deepening origination capability, strengthening its execution track record, and consistently delivering senior-led advice. The ambition is not only to tell a compelling story, but to build a business defined by repeatability, credibility, and trusted outcomes over time.

See video of interview here:

https://youtu.be/c0Qnl_dMWus?si=k1mYK-1VUHk2y-Fp