Allen & Company
How Herbert Allen built the most exclusive deal-making network in media by understanding that large deals happen through relationships not scale.
In nineteen eighty-five, Herbert Allen inherited an investment bank with no investment bankers. The financial industry assumed scale drove profits. Thousands of analysts at Goldman Sachs justified costs through volume. Allen looked at media executives and saw something different about how large deals truly happened and what actually mattered. Media CEOs made critical decisions at dinner tables. Herbert Allen owned a compound in Sun Valley, Idaho and invited media executives every summer. They fished and talked together. Cable companies sat next to broadcast networks. Studios met distributors. Publishers met potential partners. Allen & Company took no notes and closed zero deals at Sun Valley itself. Relationships over decades created trust before transactions.
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