Deal Sourcery

Learning From the Big Leagues - Advice to New B.D. Professionals from H.I.G. Capital's Carlos Soto

Thu, 09 Apr 2026 03:30:00 -0700

If you’re new to PE BD or trying to break-in, you don’t want to miss this one. Carlos Soto of H.I.G. Capital joins the show to give a masterclass on what makes a standout BD professional in today’s market, what traits new hires should look to cultivate as they begin their careers, and how to use KPIs and other metrics to ensure you’re spending your time wisely. He also breaks down the advice and wisdom he’s received from some BD legends, and exactly what you need to do to make sure your relationships with bankers help get you deals.

Learn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com

Deals Still Run On Relationships: VRA Partner's Chris Reilly On Why The Best Buyers Build Trust First

Thu, 26 Mar 2026 03:30:00 -0700

We all know relationships are key in BD, but it’s still easy to forget that there’s always a real human on the other side of your transactions. Chris Reilly, Managing Director at VRA Partners has years of experience building lasting relationships that have helped propel and maintain his career in investment banking. Chris joins the show to discuss how PE folks can engage boutique bankers and create lasting relationships that stick, what kind of engagement tactics work and what ones will land your email in the trash, and how building reciprocal relationships with wealth advisors and M&A Attorneys can help you stay in the know and get referred to the bankers and deals that will take your career to the next level. He also leaves us with advice on what the next generation of PE industry titans should be doing now to ensure long lasting and thriving careers in a competitive business.

Chapters

00:00 — From Accounting to Deal Origination

Chris Reilly’s unconventional path into investment banking and discovering a passion for sourcing deals

03:50 — What VRA Actually Does

Inside a boutique investment bank: clients, deal size, and how they operate

05:32 — How to Engage Boutique Bankers

Why most outreach fails—and what actually gets attention

08:32 — How Often Should You Reach Out?

The right cadence for building (and maintaining) banker relationships

10:17 — Who Gets Priority Time (and Why)

Track record, capital, and what separates serious buyers from the rest

13:05 — If I Were Starting a PE Firm Today…

Chris’s playbook for choosing which bankers to build relationships with

16:11 — Biggest Mistakes People Make

The “too transactional” trap—and how it kills opportunities

19:04 — How to Get on the Short List

What it really takes to be included in competitive (or limited) processes

22:32 — How Deal Origination Actually Works

The 3 core channels: referral sources, sponsors, and direct outreach

26:08 — What Metrics Matter in Origination

Market visits, pitches, and the KPIs that drive revenue

32:19 — The Power of Referral Networks

Why wealth managers and attorneys are the most valuable relationships

35:38 — A Real Deal Story ($200M+ Outcome)

How one relationship turned into a major transaction

40:11 — Are Referral Networks Underutilized?

Why most buyers ignore a massive opportunity

42:56 — What Makes a Great Referral Partner

Education, reciprocity, and playing the long game

48:26 — How the Market Has Changed

Longer processes, more specialization, and more competition

49:50 — The Rise of Professional Deal Sourcing

Why business development roles have become more sophisticated

51:59 — Conferences: How Bankers Actually Spend Time

Why existing relationships dominate—and how to break in

53:05 — Proprietary Sourcing vs Banker-Led Deals

Learn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com

Gold Medal Sourcing: 5x Olympic Gold Medalist’s Journey into Deal Sourcing

Thu, 12 Mar 2026 03:30:00 -0700

What does training for Olympic Gold have in common with a career in deal sourcing? In his first year at Norwest, 5x Olympic Gold Medalist Ryan Murphy found out. Ryan joins the show to talk about his transition from Olympian to Investor, how co-owning a Goldfish Swim School franchise helps him relate to business owners, and how even a world-record holder can have trouble getting responses to cold emails.

Lessons From Three Decades of Deal Sourcing with Glenn Oken

Thu, 05 Feb 2026 03:30:00 -0700

In this episode, we sit down with Glenn Oken to trace how business development in private equity has evolved from 1989 to today, and what’s been lost (and gained) along the way.

Glenn reflects on the early days of deal sourcing, when private equity was barely an industry, competition was thin, and there were no CRMs, playbooks, or automated workflows to lean on. What existed instead was judgment, creativity, persistence, and a relentless focus on building real relationships — often face to face.

We explore how sourcing moved from hustle-driven relationship work to a more process-heavy function, why in-person connection still matters despite efficiency tradeoffs, and where experience beats financial engineering, especially in the lower middle market. Glenn also shares what it takes to survive the emotional reality of BD — the work that doesn’t bear fruit, the thrill of the hunt, and the long game of trust-building.

What It Takes to Source “Elite” Founder-Owned Software Companies with Jake Colognesi

Thu, 15 Jan 2026 03:30:00 -0700

In a world where our digital inboxes are flooded with the same templated outreach e-mails, AI-assisted intros and impersonal newsletters, what can you do to stand out? Jake Colognesi of Mamba Growth Equity joins the show to talk about bringing humanity back into private equity to set himself apart from the competition. From leading with empathy and curiosity to sending out type-written notes to potential partners, Jake walks us through what makes a Mamba Deal different and why it works.

Running Towards Deals - Mike Alberts on the M&A Fitness Club and Why BD is the Best Job in PE

Thu, 20 Nov 2025 03:30:00 -0700

Is starting your day with a little bit of shared struggle the key to building deeper relationships? Mike Alberts thinks so. Mike joins the show to discuss how his "M&A Fitness Club" got started, why leaning into your interests can help you stand apart and make more connections, and why he believes BD is the best job in PD.

The Final Frontier of Deal Sourcing - How Metrics, Systems and AI Will Shape the Future of Business Development with Renn Iaboni

Thu, 23 Oct 2025 00:00:00 -0700

You already keep metrics on just about everything, but how do you turn those numbers into actionable items to help you win more deals? Renn Iaboni of Monomoy Capital Partners joins the show to explore how to make sense of all that data you're tracking, how AI is changing the way we present information to banks and investors, and why there's no such thing as a bad first meeting.

The First BD Guy & the AI Native Future - Deal Sourcery Live from M&A SoCal

Thu, 09 Oct 2025 03:30:00 -0700

At Deal Sorcery Live, recorded at M&A SoCal, Ori Eldarov (Founder of OffDeal) and John Camp (Arbor Investments) join the show to discuss the origins of business development and how artificial intelligence is reshaping dealmaking — from sourcing to closing.

They discuss what happens when AI takes the wheel in investment banking, why human relationships still matter more than ever, and how the next generation of deal professionals will work alongside technology, not against it.

Topics covered:

How AI is transforming deal sourcing and private equity workflows
Building an AI-native investment bank with more engineers than bankers
Why a human-first approach still drives great deals
The evolution of business development in a tech-driven market

#DealSorcery #PrivateEquity #AI #InvestmentBanking #OffDeal #ACGSoCal

Mount Rushmore of BD - Lessons Learned from Legend Award Winner Jay Jester

Thu, 24 Jul 2025 03:30:00 -0700

Are you actually building the kind of BD function that wins deals—or just checking a box?

Jay Jester, BD Legend and Partner at Plexus Capital joins Deal Sourcery to unpack what makes great sourcing teams stand out.

With decades of experience, Jay shares real stories and tactical insight on how to build trust, manage founder psychology, and turn your BD team into a true strategic asset.

If you're hiring, scaling, or just trying to sharpen your edge in BD, Jay shares a sharp, unfiltered perspective from one of the best in the business.

CHAPTERS:

00:00 – Intro: Who is Jay Jester?

02:43 – Early dealmaking days and defining BD

07:30 – The evolution of sourcing in PE

11:45 – Why likability still matters in deals

15:22 – Giving feedback to bankers (and why most firms don’t)

21:10 – Building a BD team that actually works

26:18 – Founder psychology and buyer trust

31:33 – Choosing the right banker: strategy vs comfort

36:50 – The myth of “full coverage”

41:17 – Why sourcing is more than dialing for dollars

KEY TAKEAWAYS:

“People want to be in business with and want to do deals with people they like.”

“The BD lead isn’t a bolt-on. They should be in the pitch—and seen as senior.”

“If sourcing’s not connected to the engine room, it doesn’t work.”

“The perfect alignment is when someone on the other side of the deal cares so much it could change their life.”

CONNECT WITH JAY:

Jay Jester: https://www.linkedin.com/in/jay-jester-plexus/

700 Conversations. 13 Touches. 1 Thesis Scorecard. Here’s the Compass Method with Jonathan Babcock

Thu, 10 Jul 2025 03:30:00 -0700

Are you making cold calls but just not locking in enough deals? Compass Equity Group's Jonathan Babcock joins the show to explain how playing the long-game and developing a firm-wide culture of thesis lead business development has helped them win.

Jonathan walks us through the Compass Method's 13-touchpoint outreach strategy and how it leads to deeper connections with business owners, keeps them competitive and wins deals.

📍CHAPTERS:

00:00 – Intro

02:30 – An Overview on the Compass Method and How to Stay Competitive

07:30 – How a Thesis Driven Approach Can Set You Apart

08:30 – Going from Idea to Fleshed Out Thesis

10:30 – The Thesis Development Process

12:45 – The Importance of Metrics in Thesis Development

14:30 – Essential Information for Developing a Thesis

17:45 – Centers of Influence & Key Relationship Building Techniques

21:30 – How Do You Find Well-Connected People In Your Target Markets?

23:00 – When to Start Direct Outreach

27:15 – Measuring Success

29:00 – Advice for Starting at a New Firm

📝 KEY TAKEAWAYS

“People forget that people do deals with people they like.”

“You have to have an angle, and it needs to be ingrained in the culture to do things in a differentiated way.”

“Don't confuse activity with productivity. Metrics play a key role in identifying what stage you're at - is it moving forward?”

“Leave the suit at the office. I do a lot of cold calls where the first ten seconds are crucial and you've got 10 seconds to show why you're reaching out, building credibility. But the most important part of that I've realized is, you don't spew out a bunch of industry knowledge you think you have - you try to build a relationship.”

🔗 CONNECT WITH JONATHAN:

LinkedIn: https://www.linkedin.com/in/babcockjonathan/

#BusinessDevelopment #PrivateEquity #Thesis

How to Crush Your First 90 Days in Business Development (Private Equity Edition)

Thu, 22 May 2025 03:30:00 -0700

If you’re getting started at a private equity firm in business development, this one's for you. Inspired by Dan’s viral LinkedIn post, you’ll get tried-and-true steps for crushing your first 90-days on the job: how to build your banker pipeline, optimize your time on the road and actually measure your success. Whether you’re the first sourcing hire at a fund or stepping into a seasoned team, this is your outline on how to hit the ground running and set yourself up for long-term success.

Read Dan’s original LinkedIn post: https://www.linkedin.com/posts/danielherr_8-steps-to-success-in-a-new-pe-sourcing-role-activity-7287804951840399361-Dz7W/

📍CHAPTERS:

00:00 – Intro & Origin of the 90-Day Framework

03:30 – Who This Applies To

04:45 – Days 1–30: Be a Sponge

07:00 – Internal vs. External Messaging

08:45 – Read the IC Materials Like Treasure Maps

10:30 – Portfolio Company Primers

13:15 – Days 30–60: Start Building Relationships

16:45 – Prioritize Like an Investor

21:30 – Build the Prospect & Banker Database

23:00 – Days 60–90: Execute & Win Quick

24:45 – Hit the Road: Why In-Person Still Wins

29:00 – Metrics, Measurement & Accountability

35:00 – Top 2 North Star Metrics for New BD Hires

36:30 – Call to Action

📝 KEY TAKEAWAYS

“Before you're out there pitching everybody about how magical our firm is, it's diving into the nitty gritty of who are we, why do we win, where do we win, where do we lose.”

“You go back through these old IC materials... there’s a lot of low hanging fruit that’s sitting in there for you to go tackle as a sourcing professional.”

“You’ve got hundreds, thousands, millions of different things you need to be doing... Our number one job is prioritization.”

“There’s still no proxy for that in person... The number of deals I’ve done because I got in front of someone. You just can’t replicate that over Zoom.”

🔗 CONNECT WITH THE HOSTS:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

#BusinessDevelopment #PrivateEquity #NewHires

The Marketing Playbook For Private Equity in 2025 with Joanne Verkuilen

Thu, 01 May 2025 03:30:00 -0700

Is your Private Equity firm invisible? You might be missing 80% of the deals you should see. Today, discover why traditional PE outreach isn't enough and how strategic marketing is now essential for competitive deal flow as Joanne Verkuilen, Founder and Managing Partner at MiddleM Creative, reveals the playbook.

Private equity faces intense competition, making deal flow the top challenge. Yet many firms still think marketing is just having a decent website or occasional email blast. This outdated view means missed opportunities and wasted BD effort. You might be completely invisible to intermediaries and founders holding deals perfectly suited for your strategy.

But the landscape has shifted dramatically. Relying solely on old relationship models or basic websites isn't sustainable when capital deployment pressure is high. Firms that don't adapt risk falling behind, struggling to find the right deals, and failing to convince founders they're the best partner. Strategic, multi-channel marketing is no longer optional; it’s the answer to being seen, building trust, and winning in today's market.

🎯 KEY EPISODE TAKEAWAYS:

📉 DEAL FLOW DANGER ZONE [5:30]:

"Something between like 80% and 82% of the time firms will not see deals in their wheelhouse... For me that is like such a red flag."

Stop missing out. Learn why unclear messaging means you're likely invisible for the vast majority of relevant deals and how fixing this is critical.

🤝 WINNING FOUNDER TRUST [27:01]:

"If you can really convince and get excited with your prospect that you really know their industry and you can really add value and help them grow their business, that is like probably number one usually that we hear from as in terms of criteria... And that's what a founder cares about."

Win more deals by connecting deeply. Discover why showcasing sector expertise and genuine partnership matters more than ever to founders.

📢 EXPAND YOUR TOUCHPOINTS [36:19]:

"Your marketing shouldn't be just email... Luckily we have LinkedIn... that's a place too that we try to leverage with our storylines and with the messaging and just staying in touch and using broader communication elements."

Expand your reach beyond the inbox. See how consistent presence on platforms like LinkedIn and strategic PR keeps you top-of-mind between meetings.

CHAPTERS:

00:00 - Building a Private Equity Brand with the Three Cs

01:08 - Why Marketing is Key to Improving Deal Flow

03:27 - Aligning Marketing Strategy with BD for Competitive Edge

04:56 - The 80% Deal Miss Rate and How to Fix It

07:13 - Full Service Marketing Tools That PE Firms Actually Use

08:55 - How PE Marketing Has Evolved in the Last Decade

12:30 - Marketing as the Awareness Engine for BD Success

14:54 - PR and Thought Leadership as Deal Sourcing Levers

17:53 - Why PE Firms with BD Teams See Higher AUM Growth

24:57 - What Founders Really Want from a PE Partner

34:59 - Cutting Through the Noise with Clear, Confident Messaging

39:24 - The Highest ROI Channels

43:07 - Using Video to Humanize the PE Brand

46:35 - Should PE Firms Develop a Public Brand Personality?

48:53 - Humanizing Private Equity Through Values-Based Storytelling

49:27 - Structuring Your PE Marketing and BD Team from Day One

🔗 CONNECT WITH JOANNE VERKUILEN:

• LinkedIn: https://www.linkedin.com/in/joanneverkuilen/

• MiddleM: https://www.middlemcreative.com/

Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost

Tue, 15 Apr 2025 03:30:00 -0700

How do top PE firms consistently win deals before they even hit the market? Today’s episode of Deal Sourcery pulls back the curtain with Justin Smith, Managing Director of Business Development at Agellus Capital. Justin reveals the playbook behind one of the most sophisticated intermediary-first sourcing functions in the middle market.

Matt and Dan sit down with Justin to dissect the strategies Agellus uses to build relationships, leverage data, and secure access to exclusive opportunities. Learn why pre-work is paramount, how to effectively utilize buy-side advisors, and the infrastructure needed to track every critical interaction. This is your blueprint for competing and winning in today's hyper-competitive deal environment.

CHAPTERS:

00:00 - Intro: Winning Deals Before the CIM Goes Out

01:19 - The Proprietary Deal Flow Debate: Insourcing vs. Outsourcing

04:19 - Understanding and Leveraging Buy-Side Advisors

07:51 - The BD Professional as an Account Executive: Driving the Conversation

10:45 - Building Rapport & Messaging to Founders

15:16 - Setting Up Your BD Infrastructure: CRM, Data, and Tech Stack

19:08 - Key Metrics: Tracking Conversations, Deal Flow & Missed Opportunities

21:41 - Banker Coverage Strategy: Tiering, Industry Focus & Road Shows

27:59 - Out-Hustling the Competition: Conferences vs. Road Shows

34:10 - The Rise of "Advantaged Auctions" & Exclusive Processes

38:25 - Thesis Development: The Role of BD & Leveraging Your Network

44:30 - Who To Surround Yourself With: Beyond the Bankers

45:12 - The Critical Importance of Pre-Deal Executive Talent Strategy

48:04 - Justin's BD Career Path & Advice for Aspiring Leaders

53:24 - The Future is BD: Why Sourcing is Leading Private Equity

55:26 - Final Thoughts & Wrap-up

🔗 CONNECT WITH DAN, MATT & JUSTIN:

Dan: https://www.linkedin.com/in/danielherr/

Matt: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Justin Smith: https://www.linkedin.com/in/justinwsmith/

Coastal Partners: https://www.coastalpartners.co/

Agellus Capital: https://www.agellus.com/

The Ultimate Guide to Deal Sourcing Compensation – Part 2

Tue, 18 Mar 2025 03:30:00 -0700

Is your compensation in line with your peers in private equity business development? Are you unsure of what the market standard is for base, bonus, and carry?

Today we break down the highly anticipated 2024 Business Development Compensation Survey, offering crucial insights into current compensation trends, bonus structures, and the factors that truly influence your earning potential in the competitive world of PE deal sourcing. Get the data you need to benchmark your worth and understand the evolving landscape of BD compensation.

CHAPTERS:

00:00 - The Compensation Conundrum: Are You Paid Fairly in PE BD?

01:11 - Unveiling the 2024 BD Compensation Survey: What's Inside?

01:49 - Behind the Data: Survey Methodology and Participation Insights

03:55 - Who Responded?: Demographics of the BD Compensation Survey

06:23 - Lower Middle Market Dominance: Where BD Talent is Concentrated

08:11 - Regional Hotspots: Northeast Still Leads in BD Professionals

08:59 - Compensation Blind Spots: Why This Survey Matters

09:39 - The Compensation Gap: BD vs. Investment Professionals

11:14 - Diving into the Data: Key Compensation Takeaways for 2024

12:33 - Uniformity Across Titles?: Base Salary Increases by Seniority Level

13:36 - Bonus Bumps and Deal Volume: A Correlating Trend?

16:14 - Carry Allocation Trends: When Does Carry Kick In for BD Roles?

19:55 - Decoding the Numbers: Base, Bonus, and Total Comp by Title

23:24 - The Compensation Formula?: Regression Analysis and Key Drivers

25:14 - Seniority Rules: Title as the Top Predictor of Base Salary

27:31 - The Office Paradox: Days in Office and Compensation Correlation

30:44 - Discretionary vs. Metric-Driven Bonuses: What's the Breakdown?

33:56 - Success-Based Bonuses: A Smaller Piece of the Pie Than You Think

35:53 - The Bonus Structure Shift?: Moving Towards Metric-Based Compensation?

39:28 - Intermediary vs. Proprietary Sourcing: Impact on Bonus Structures?

41:45 - Get the Full Report: Where to Dive Deeper into the Data

42:33 - Stay Connected: Deal Sourcery and Coastal Partners Resources

Key Takeaways:

"We saw an 11% increase from 2023 base salary into 2024. And that's across all levels, seniority fund sizes. But you know, a healthy increase."

"VP level and above is when it starts to be much more common to have a carry allocation."

"Seniority level seems to be the primary indicator of like the most significant change in base compensation. And then fund size kind of behind that..."

"57% indicate that they only receive discretionary bonuses."

🔗 CONNECT WITH THE HOSTS:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

#BusinessDevelopment #PrivateEquity #CompensationSurvey

Building the Goldman Sachs for Small Businesses with Ori Eldarov

Thu, 20 Feb 2025 03:30:00 -0700

Frustrated that your company hasn't gotten noticed by the buyers that should be approaching you? Every business owner is being told to sell, but what happens when you have limited options, no network and no time? Now, get ready for your business to be on the global stage.

OffDeal's Founder and CEO, Ori Eldarov, unveils a revolutionary approach to selling your business, leveraging AI to maximize value and streamline the process. Discover the future of deal sourcing and why traditional methods are falling behind.

CHAPTERS:

00:00 - The Future of Sell-Side M&A and AI-Driven Deal Sourcing

01:25 - From Wall Street to Entrepreneurship

02:37 - How Cooking Oil Collection Led to M&A Insights

05:54 - Why Search Funds Are Booming Among MBA Graduates

07:34 - The Pivot That Led to OffDeal’s Success

10:04 - Why Private Equity Firms Struggle with Deal Sourcing

12:47 - The Sell-Side Advisory Gap in SMB M&A

15:19 - Why Most Small Business Sales Happen Without Advisors

18:05 - Can Marketplaces Work for Small Business M&A?

21:51 - The Real Number of Sellable Businesses in the U.S.

27:16 - How AI is Revolutionizing Deal Sourcing and Matching

30:44 - The Power of AI Agents in Private Equity

34:06 - AI vs. Traditional Deal Sourcing

38:48 - The Role of AI in M&A Execution and Due Diligence

42:12 - How OffDeal Automates the Investment Banking Process

46:44 - The Future of M&A

51:39 - Why Private Equity Firms Are Slow to Adopt AI

🔗 CONNECT WITH ORI ELDAROV:

• LinkedIn: https://www.linkedin.com/in/eldarov/

• Website: https://offdeal.io/

#AISourcing #DealTech #FutureofM&A

The Future is (Almost) Here: AI in Private Equity Deal Sourcing

Thu, 06 Feb 2025 03:30:00 -0700

Is your inbox flooded with generic PE outreach? Learn how to cut through the noise and connect with the right investors, as Raj Singh, AI founder and investor of Go Moment, Revinate and PEF Community fame, reveals his insider secrets to navigating the PE landscape and building authentic relationships that drive deals.

Raj shares his firsthand experience navigating the flood of PE outreach, leveraging AI for smarter engagement, and what truly resonates with founders. Tired of generic outreach? Discover how to stand out, build trust, and make a lasting impression.

CHAPTERS:

00:00 - The AI Founder's PE Playbook

01:31 - The AI Journey

02:53 - Navigating the AI Hype Cycle

07:25 - What is Go Moment?

10:20 - The Billion Smiles Mission

15:10 - First Exposure to Private Equity

18:04 - Memorable vs. Frustrating Pitches

20:51 - The Volume of Outreach

21:37 - Email vs. Calls

22:32 - Building Authentic Connections

24:08 - Common Characteristics of High-Quality PE Outreach

27:17 - The Impact of AI on Private Equity and Deal Sourcing

27:50 - Will AI Take Our Jobs?

31:43 - AI in Go-to-Market

35:38 - Applying Go-to-Market Strategies to Private Equity Outreach

38:21 - Misconceptions About AI Capabilities

41:36 - Can AI Replace Human Relationships?

45:52 - AI Generates Plausible Answers, Not Necessarily Correct Ones

47:02 - Keeping a Human in the Loop

47:48 - The Future of Raj

49:51 - Final Words of Wisdom for PE Professionals

50:59 - Private Equity in One Word

🔗 CONNECT WITH RAJ SINGH:

LinkedIn: https://www.linkedin.com/in/rajsinghla/

Building a Culture-First Organization: Lessons from Campminder's 23-Year Journey with Dan Konigsberg

Thu, 23 Jan 2025 03:30:00 -0700

Discover the story of how Campminder's CEO, Dan Konigsberg, built a wildly successful, values-driven company culture, attracting both top talent and ideal investors. Learn how to move beyond generic outreach and create a magnetic force that draws the right partners to you.

Dan shares his journey, revealing the crucial role of authentic core values in building a sustainable business. This episode is a must-listen for entrepreneurs, CEOs, and anyone seeking to create a thriving workplace.

Chapters:

00:00 - Navigating Peak Operational Seasons

02:24 - Comprehensive Camp Management Solutions

03:48 - Leveraging Facial Recognition for Engagement

05:36 - Bootstrapping to Longevity

14:36 - The Role of Authentic Core Values

19:50 - Creating Alignment Through Core Values

23:54 - Culture as a Competitive Advantage

27:18 - Defining and Upholding Company Values

32:27 - Choosing Value-Aligned Investors

40:20 - Long-Term Thinking for Sustainable Growth

45:26 - Transparency in Leadership Transitions

48:46 - Evaluating Culture During Mergers and Acquisitions

54:10 - Adding Value Beyond Capital

57:12 - Authentic Outreach in Private Equity

Connect with Dan:

LinkedIn: https://www.linkedin.com/in/dankonigsberg/

Campminder: https://campminder.com/

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

#CompanyCulture #ValuesDrivenBusiness #PrivateEquity

Human-to-Human Deal Sourcing: Winning in the Future of Private Equity with Lane Rankin

Tue, 17 Dec 2024 03:30:00 -0700

Lane Rankin, Founder of Illuminate Education, joins us to share his incredible journey from educator to EdTech entrepreneur. Along the way, he reveals the secrets to engaging founders, the importance of genuine human connection in private equity, and his vision for a more supportive future for the industry.

If you’ve ever found yourself becoming frustrated with the impersonal, transactional nature of private equity outreach, this episode is definitely for you as Lane exposes the flaws in traditional approaches and champions a new era of relationship-driven dealmaking.

Join us today and discover how prioritizing shared values, vulnerability, and authentic curiosity can unlock unprecedented levels of trust and lead to mutually beneficial partnerships.

Key Insight [0:46:46]: "I really am focused on how do I continue to be a good elder...being someone that's helpful to people that are trying to do good things in the world." Learn how to shift your mindset from pure profit to purpose-driven investing as Lane shares his criteria for selecting ideal business partners.

Potential Pitfall [0:04:31]: "My first impression, honestly, was just hardcore money people...pretty cutthroat. Didn’t really care about the founders, didn’t really care about the products, just really cared about how much money can we make and how fast can we make it." Lane addresses the common fear of founders losing control and purpose when partnering with private equity, offering insights into how to identify firms that prioritize long-term value creation.

Strategic Approach [0:32:03]: "Four meetings. Four LOIs. That's it right there." Lane reveals how targeted outreach, based on deep research and genuine connection, can dramatically improve your success rate in deal sourcing. Discover how to identify your ideal partners and craft compelling outreach that resonates with their values and aspirations.

Practical Tip [0:54:01]: "If you were to look at my contacts right now...I know everybody's...birthday anniversaries, kids names...Because when I get back on the phone with that person, I'm going to be like, ‘Hey, last time you mentioned...’" Lane emphasizes the power of remembering personal details to foster deeper connections. Learn how this simple yet powerful tactic can differentiate you from the competition and build lasting relationships.

CHAPTERS:

00:00 - Guest Introduction: Lane Rankin

01:18 - Early Private Equity Exposure

05:14 - Evaluating Private Equity Partners

10:32 - Evolution of Private Equity Outreach

19:46 - Partnering with Insight Partners

25:02 - Human Connection in Deal Sourcing

33:02 - Data-Driven Sourcing Precision

40:20 - Authenticity in Business Relationships

0:45:46 - What the future holds for Lane

0:48:37 - Lane’s ideal business partner

0:50:36 - Building relationships with high quality CEOs

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

Lane Rankin: https://www.linkedin.com/in/lanerankin/

Illuminate Education: https://www.illuminateed.com/

How to Generate Predictable, Repeatable and Scalable Deal Flow

Tue, 26 Nov 2024 03:30:00 -0700

In this episode of Deal Sourcery, Matt and Dan explore one of the biggest challenges faced by private equity firms: creating a predictable, repeatable, and scalable deal sourcing strategy. Together, they dive deep into the cyclical nature of deal flow and discuss actionable solutions for firms to establish more consistent deal pipelines. The conversation emphasizes the role of business development in driving predictable deal sourcing, the importance of setting measurable targets, and how firms can hold their teams accountable for performance.

Matt and Dan also cover the importance of aligning sourcing efforts with firm-wide goals and how to measure the right metrics—focusing on outputs over inputs. They offer practical advice on managing deal pipelines with granular stages to improve capital deployment, and discuss how stronger relationships with investment bankers can lead to better deal coverage and deal flow success. Tune in for this in-depth look at business development strategies, goal-setting, and accountability, and learn how private equity firms can elevate their deal sourcing performance to achieve long-term success.

Episode Highlights:

00:00 Intro

00:53 Challenges in Consistent Deal Sourcing for Private Equity

02:43 Importance of Dedicated Business Development Roles

03:19 Setting and Measuring Goals in Private Equity Firms

05:23 Linking Goals and Accountability in Deal Sourcing

07:43 Defining Key Metrics

10:52 Managing Top Prospects Through the Funnel

13:18 Measuring Quality Over Quantity in Outreach

14:38 Outputs That Drive Sourcing Performance

16:02 Determining Outputs Based on Investment Strategy

18:46 Focusing on Volume and Velocity for Add-ons

20:28 Effective Banker Coverage for Deal Sourcing

22:47 Benchmarking Deal Visibility with Industry Data

23:39 Setting Accountability in Sourcing Teams

25:07 Evolution of Private Equity Banker Relations

26:55 Future of Investment Banking with Tech Integration

30:54 Goal Setting and Accountability in Sourcing Teams

35:40 Setting Individual vs Team Goals for Sourcing

39:28 Tailoring Goals to Seniority and Experience

40:34 Keeping Teams Accountable for Sourcing Goals

49:44 Avoiding Meeting Pitfalls in Sourcing

51:25 Shifting Meeting Focus for Effective Accountability

53:23 Encouraging Best Practice Sharing and Problem Solving

53:52 Using Leadership Influence to Support Junior Team Members

Key Takeaways:

"Private equity firms struggle with unpredictable deal flow. They want consistent, repeatable sourcing."

"Set targets and measure against them. Accountability is key for predictable deal flow."

"Most firms don't apply sales best practices internally. It's time to hold sourcing accountable."

"Focus on outputs, not just inputs. Measure results, not just activities."

"Pipeline stages need granularity. More stages mean better tracking and accountability."

"Align firm and sourcing goals. Measure what matters to your strategy."

"Banker relationships are crucial. They now choose buyers, not the other way around."

"Meetings should drive accountability, course correction, and support. Not just readouts."

"Annual goal setting, quarterly corrections, monthly updates - keep progress visible."

"Use meetings for problem-solving, not just reporting. Focus on moving top prospects."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

This 3x CEO's Secret Weapon For Winning Add-Ons with Bill Nunan

Thu, 07 Nov 2024 03:30:00 -0700

Bill Nunan, seasoned private equity expert with extensive experience working across multiple verticals and current CEO of Lexipol, joins the podcast today to share his deep knowledge of the private equity world. Along the way, he offers a clear explanation of what it means to be a private equity operator, the evolution of best practices, and how these changes have shaped today’s business landscape. Bill emphasizes the importance of strategic planning, particularly in the context of add-on acquisitions, and the value of building strong relationships with founders.

Our guest also discusses how to manage daily priorities, focusing on achieving destination economics while balancing the challenges that come with mergers and acquisitions. He shares actionable advice on the collaborative nature of private equity, explaining how operators and sponsors can work together to create long-term value through strategic partnerships. The conversation as shared here today highlights the importance of developing a platform story to guide business strategy and concludes with key insights on building effective teams and managing deal sourcing relationships. For anyone navigating the fast-paced world of private equity, this episode delivers essential strategies for success from a proven industry leader.

Episode Highlights:

00:00 Intro

04:38 Transitioning from Public to Private Equity

05:45 Evolution of Best Practices in Private Equity

06:50 Role of a Private Equity Operator Explained

09:52 Daily Responsibilities of a Private Equity Operator

11:42 Focusing on Destination Economics for Growth

14:46 Importance of Strategic Planning for Add-On Acquisitions

18:24 Collaborative Approach Between Sponsors and Operators

22:28 Key Concerns of Founders During Add-On Acquisitions

24:55 Framework for Managing Deal Sourcing Relationships

29:11 Managing Simultaneous Deal Pursuits

32:42 CEO’s Role in Add-On Acquisition Strategy

36:51 Building a Platform Story for Business Strategy

39:41 Defining a Strong Platform Story for Market Positioning

41:18 Lexipol's Global Mission in Public Safety Management

43:22 Advice for Deal Sourcing and Building Relationships

44:59 Changes in Deal Sourcing Over Time

46:12 Best Practices for Effective Deal Sourcing Outreach

49:28 Private Equity as a Pervasive Business Model

52:41 Building and Leading Powerful Teams as a CEO

53:42 Traits of Effective Private Equity Partners

55:41 The Importance of Collaboration Between Operators and Sponsors

Key Takeaways:

"A private equity operator is hired to deliver destination economics. Growth in EBITDA is the mission. Challenges don't change that."

"The secret to success is building a powerful leadership team. Develop opportunities for the organization."

"Prioritize actions that drive the biggest impact."

"A good platform story creates uniqueness and differentiation. It defines a space you can own."

"Private equity is pervasive. Study it, become an expert. It's different from founder-led or public companies."

"Building powerful teams is my greatest strength. Invest time in developing leaders and making them successful."

"Strong relationships with founders buffer tough moments in deals. They help align post-transaction expectations."

"The rigor of an M&A plan is crucial. Define your targets and dismiss what doesn't fit your strategy."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.coastalpartners.co/

Bill Nunan: https://www.linkedin.com/in/billnunan/

The Truth About Private Equity From a Founder's Perspective with Rod Jimenez

Thu, 24 Oct 2024 03:30:00 -0700

Rod Jimenez, CEO of Sceptre Hospitality Resources (SHR), joins the podcast today to share his experience and insights on driving technological innovation in the hospitality industry. He reviews some of SHR’s history as well as its recent strategic partnership with Access Group and Guestline, highlighting how their AI-powered solutions and automation streamline hotel management. He explains how, with SHR’s unified platform, hotels can optimize guest booking, revenue management, and distribution across multiple channels.

Rod also emphasizes the importance of building strategic partnerships, including private equity, to drive long-term business growth in the hotel industry. Today’s episode is filled with essential insights into how the future of hospitality tech is shaping the industry, and how SHR fulfills its role as an industry leader, helping hotels succeed through innovation.

Episode Highlights:

0:00 Intro: Hotel Tech M&A & SHR's Access Partnership

1:15 SHR's Growth Story: Hotel Management Technology

2:21 SHR's Hotel Tech Stack: Unified Application Suite

4:38 Private Equity in Hotel Tech: First Experiences

5:04 Early-Stage Founder & PE: Conversations & Deal Sourcing

6:00 Strategic Investor Partnership: SHR & Singapore Investor

9:00 Finding the Right PE Partner: Alignment & Outcomes

13:00 How Many PE Firms Should a Founder Talk To?

14:30 Filtering PE Outreach: Identifying Genuine Interest

15:30 Serent Capital & SHR: Building a Relationship

17:00 Relationship Building in M&A: Why It Matters

21:56 Effective PE Outreach: Engaging Founders Like Rod Jimenez

22:17 Responding to PE Outreach: A Founder's Perspective

27:30 Inbound M&A Interest: How Much is Normal?

28:42 Increased PE Interest: Timing & Market Dynamics

30:00 Tracking PE Conversations: A Founder's Process

30:31 What Founders Look for in PE Investors

35:00 PE Engagement Techniques: What Works for Founders

39:00 Private Equity Due Diligence: Approaching New Industries

42:30 The Right Time for a PE Deal

45:48 Post-Acquisition Integration & The Future of Hotel Tech

49:17 The Value of Private Equity: A Founder's Perspective

49:31 Private Equity Boards: Impact & Strategic Growth

53:27 Deal Sourcing Tips for Private Equity Professionals

59:34 Private Equity Defined: Optionality for Founders

59:44 Connect with Rod Jimenez

Key Takeaways:

"Build trust and be genuine."

"Approach with curiosity, not false conviction. Be honest if you don't know the space."

"In private equity, character trumps everything.”

"The value of a board is in collective wisdom and pushing you to grow."

"Don't stretch your expertise. If you don't know, just say you're curious to learn."

"Optionality is key in private equity. It provides choices for founders."

"The real work starts after the transaction. Focus on integration and delivering on expectations."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Rod Jimenz: https://www.linkedin.com/in/rodrigojimenez/

SHR Group: https://shrgroup.com/

Coastal Partners: https://www.coastalpartners.co/

The Truth About Private Equity BD Compensation

Thu, 10 Oct 2024 03:30:00 -0700

In today’s episode, Matt and Dan break down compensation structures in private equity, focusing on sourcing professionals and business development (BD) teams. They emphasize aligning base, bonus, and carry structures to drive scalable capital deployment and discuss how discretionary bonuses and performance-based incentives ensure long-term success. The episode also covers salary ranges across experience levels and highlights the growing importance of BD professionals in shaping firm outcomes.

As private equity compensation trends evolve, our hosts outline how aligning incentives with firm goals builds high-performing sourcing teams. From base salary to carry structures, they offer a roadmap for creating competitive, results-driven compensation plans. In today's competitive landscape, firms that implement these strategies will lead in talent acquisition and capital deployment. You can’t afford to miss this must-hear episode packed with crucial insights for thriving in private equity business development.

Episode Highlights:

00:00 Understand Differences in Private Equity Compensation Structures

01:22 Break Down Base, Bonus, and Carry for Sourcing Roles

02:31 Identify Standard Compensation for BD Professionals

03:40 Review Base Salary Ranges for Sourcing Professionals

05:48 Balance Base Salary and Bonus for Maximum Performance

06:49 Differentiate Between Junior, Mid-Level, and Senior Tiers

07:18 Adjust Bonus Structures Based on Experience

09:00 Set Clear Expectations for Base Salary and Bonus

10:50 Structure Discretionary and Performance-Based Bonuses

11:09 Implement Common Bonus Structures

12:42 Tie Discretionary Bonuses to Firm Performance

14:54 Incentivize Sourcing Teams

16:50 Adopt Performance-Based Bonuses for Larger Teams

18:01 Use Common Performance Metrics to Drive Compensation

19:06 Decide on Flat or Percentage-Based Bonuses

21:12 Distinguish Proprietary vs Banker-Sourced Deal Compensation

23:20 Clarify Add-On vs Platform Deal Bonuses

25:50 Align Sourcing Compensation with Lehman Fees and Buy-Side Origination

27:50 Embrace the Evolution of BD Compensation in Private Equity

29:04 Bridge the Gap Between BD and Deal Team Compensation

31:00 Offer Carry Compensation for BD Professionals

35:15 Use Equity in Sourced Companies as an Incentive

37:37 Incorporate Team Bonuses into BD Compensation Plans

40:29 Tailor Carry Packages to Attract Top Talent

44:10 Plan for Long-Term Carry and Vesting

48:08 Adapt Sourcing Compensation to Firm Goals

50:44 Prepare for the Future of BD Compensation in Private Equity

52:59 Structure Compensation to Build a High-Performing BD Team

59:51 Apply Best Practices for Performance-Based BD Compensation

01:02:57 Negotiate and Maximize Your Compensation in BD Roles

Key Takeaways:

"Not every private equity firm is the same. Maybe they're value-focused, or maybe they're a bit more patient. All of that influences compensation structure."

"In years where folks have success, the bonus can far surpass their base salary."

"The three main pieces of private equity compensation are base salary, bonus, and carried interest or equity."

"In years where folks have success, the bonus can far surpass their base salary."

"The BD function is maturing. Compensation is growing, and the gap is narrowing between BD professionals and their deal team counterparts."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

Data Snacks: The Unlock To Engaging Private Equity Prospects with Kate Hopkins

Thu, 03 Oct 2024 03:30:00 -0700

Kate Hopkins, Founder and CEO of OneGuide, joins hosts Matt Rooney and Dan Herr here today to explore the pivotal role of portfolio operations in private equity. Kate shares valuable insights into how portfolio ops teams not only enhance value for portfolio companies but also generate new deal flow and sourcing opportunities. By leveraging network content, building automated tech stacks, and hosting impactful events, private equity firms can optimize their portfolio operations to fuel growth and outperform competitors.

The discussion emphasizes key strategies like using content and events to drive engagement, building efficient sourcing tech stacks, and training business development teams with portfolio data to gain a competitive edge. Kate also stresses that portfolio operations can help firms differentiate themselves by showcasing value beyond capital, which is crucial in winning competitive deals. Whether through virtual events or leveraging advisory networks, the conversation provides practical advice on how private equity firms can maximize portfolio growth without significantly increasing full-time headcount. Today’s episode offers a detailed roadmap for integrating portfolio operations into sourcing processes, highlighting the evolving importance of advisory boards and network utilization in private equity.

Episode Highlights:

00:00 Portfolio Apps: Choosing Efficiency Over Heaviness

01:07 Use Content and Events to Drive Better Deal Flow

01:27 Scale Portfolio Ops as Portfolios Expand

02:27 Efficient Portfolio Ops: Using Non-FTEs and Experts

04:35 Implement Best Practices in Portfolio Operations

05:17 Navigating Portfolio Growth Amidst Increasing Competition

07:47 Portfolio Ops: Key to Winning Competitive Deals

12:07 Leverage Portfolio Data to Engage Prospective Companies

16:14 Apply Sales Enablement Tactics to Boost Sourcing

19:50 Train Sourcing Teams with Portfolio Insights for Impactful Outreach

20:46 Engage Prospects with Events Powered by Portfolio Ops

24:05 Merge Product Marketing Strategies with Portfolio Ops for Sourcing

25:29 Tap Into Your Portfolio Network for Strategic Deal Sourcing

30:07 Build Community Around Your Portfolio to Attract Prospects

34:11 Host Regional Dinners to Connect Portfolios and Prospects

36:30 Virtual Events: Rotate Through Functions to Engage Portfolio Companies

38:10 Use Portfolio Ops Leaders as Anchors for Regional Events

42:11 Plan Events Thoughtfully for Maximum Impact

46:55 Repurpose In-Depth Content into Digestible Data Snacks

48:14 Use Benchmarking Reports to Showcase Portfolio Success

52:06 Break Through Prospecting Noise with Personalized Insights

Key Takeaways:

"Portfolio ops is becoming table stakes, but there's the expensive, people-heavy way and the efficient way to do it."

"Strategies to effectively integrate ops teams with business development."

"The competition for interesting investments is getting more intense."

"Utilize network content and events to supercharge deal flow."

"A lot of firms are starting to document really interesting IP for their portfolio companies."

"We help firms do more efficient, higher leverage portfolio ops by tapping into non-FTEs, advisors, and a network of experts."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Kate Hopkins: https://www.linkedin.com/in/katelhopkins/

OneGuide: https://askoneguide.com/

Coastal Partners: https://www.coastalpartners.co/

Decoding the Edtech Founder: Keys to Winning PE Deals & Building Trust with Karl Rectanus

Thu, 26 Sep 2024 03:30:00 -0700

Welcome to the Deal Sourcery podcast, where hosts Dan Herr and Matt Rooney engage in a captivating discussion with Karl Rectanus, the former CEO and Founder of LearnPlatform. Founded in 2014, LearnPlatform is an edtech company dedicated to creating meaningful impact through data-driven decision-making. The company quickly gained traction, particularly with the launch of the Edtech Top 40, an innovative initiative that highlighted the most engaged tools in the sector, drawing significant attention from private equity and strategic investors.

In this episode, Karl shares how LearnPlatform’s mission-driven approach not only fueled rapid growth but also led to a successful acquisition. By aligning their business model with impact goals, the company attracted investment that went beyond financial backing, providing strategic support that accelerated their success. Today’s fascinating conversation documents the strategies and insights that propelled LearnPlatform to the forefront of the edtech industry, and showcases the formidable power of impact-driven growth.

Episode Highlights

00:00 The Importance of Impact Centered Decision Making

00:10 Engaging EdTech Founders for Proprietary Transactions

00:41 The Concept of Fail Tests in Entrepreneurship

00:47 Building Authentic Relationships with CEOs

01:00 The Future of Impact Centered Companies in Private Equity

01:12 Key Questions for Engaging and Qualifying Founders

01:41 The Journey from Founding to Exiting LearnPlatform

02:25 The Origins and Launch of LearnPlatform

06:34 Private Equity Interest Sparked by the EdTech Top 40

09:44 The Power of Data Driven Market Insights

11:11 Increasing Inbound Interest from Private Equity Firms

13:38 Screening and Qualifying Potential Investors

16:12 Strategic Partnerships with Private Equity Firms

18:24 Evaluating Outreach Based on Role and Experience

21:01 Aligning Success with Clear Private Equity Strategies

25:07 Setting Expectations and Building Trust with Investors

28:20 Long Term Relationship Building in Private Equity

31:27 Deciding the Right Time to Sell or Raise Funds

34:30 Managing Multiple Potential Buyers in the Exit Process

36:58 The Advantage of Long Term Engagements

42:00 Decision Framework for Choosing the Right Buyer

46:46 Post Exit Focus on Advisory and Board Roles

50:27 Ideal Roles and Contributions in Private Equity Partnerships

52:35 Characteristics of an Ideal Private Equity Partner

56:35 The Next Wave of Capitalism: Impact Driven Organizations

59:34 Defining Impact and Its Business Benefits

01:00:16 Private Equity’s Role as an Impactful Force

Key Takeaways:

"The impact we were trying to drive drove our decision making and helped accelerate the scale of the business."

"Set expectations and then go beat or exceed those expectations."

"I believe in fail tests, setting up not what success looks like, but what absolute failure looks like."

"The best way to build authentic, long-term relationships with CEOs is to be consistent and trustworthy."

"Diversity on the partner level was a benefit for us. We were named one of the most innovative companies in the world."

"The winners in the next 50 years will be those who make the world a better place, not just those with the best financial returns."

"Impact is not just ethically correct, it's good for business."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Karl Rectanus: https://www.linkedin.com/in/krectanus/

Coastal Partners: https://www.coastalpartners.co/

Trailer

Mon, 23 Sep 2024 03:30:00 -0700

Deal Sourcery is the must-listen podcast for Private Equity professionals aiming to master the art of deal origination. Hosted by Dan Herr - who’s closed over $1B in transactions in the last decade while building and leading world-class deal sourcing teams - and Matt Rooney, a top recruiter in PE business development, we dive into cutting-edge trends, proven tactics, data-driven sourcing strategies and the technology shaping the future of M&A. Each episode features in-depth discussions with exited founders, PE professions and investment bankers, delivering exclusive, actionable insights you won’t find anywhere else. Tune in to elevate your sourcing skills and optimize your firm’s capital deployment.