Deal Sourcery podcast

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تمت الإضافة منذ thirty-one أسبوع

المحتوى المقدم من Dan Herr and Matt Rooney, Dan Herr, and Matt Rooney. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Dan Herr and Matt Rooney, Dan Herr, and Matt Rooney أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Action Academy | Replace The Job You Hate With A Life You Love

1
How To Replace A $100,000+ Salary Within 6 MONTHS Through Buying A Small Business w/ Alex Kamenca & Carley Mitus 57:50

منذ 52 weeks57:50

التشغيل لاحقا

قوائم

إعجاب

احب

57:50

Alex (@alex_kamenca) and Carley (@carleymitus) are both members of our Action Academy Community that purchased TWO small businesses last thursday! Want To Quit Your Job In The Next 6-18 Months Through Buying Commercial Real Estate & Small Businesses? 👔🏝️ Schedule A Free 15 Minute Coaching Call With Our Team Here To Get "Unstuck" Want to know which investment strategy is best for you? Take our Free Asset-Selection Quiz Check Out Our Bestselling Book : From Passive To Passionate : How To Quit Your Job - Grow Your Wealth - And Turn Your Passions Into Profits Want A Free $100k+ Side Hustle Guide ? Follow Me As I Travel & Build: IG @brianluebben ActionAcademy.com…

Deal Sourcery

منزل السلاسل•Feed

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.

13 حلقات

Deal Sourcery

updated منذ 12 يومًا

منزل السلاسل•Feed

13 حلقات

كل الحلقات

Deal Sourcery

1
Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost 55:48

منذ 12 يومًا55:48

55:48

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/…

Deal Sourcery

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The Ultimate Guide to Deal Sourcing Compensation – Part 2 42:42

منذ 6 weeks42:42

42:42

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…

Deal Sourcery

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Building the Goldman Sachs for Small Businesses with Ori Eldarov 56:24

منذ 9 weeks56:24

56:24

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…

Deal Sourcery

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The Future is (Almost) Here: AI in Private Equity Deal Sourcing 51:49

منذ 11 weeks51:49

51:49

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/…

Deal Sourcery

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Building a Culture-First Organization: Lessons from Campminder's 23-Year Journey with Dan Konigsberg 1:01:41

منذ 13 weeks1:01:41

1:01:41

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…

Deal Sourcery

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Human-to-Human Deal Sourcing: Winning in the Future of Private Equity with Lane Rankin 58:19

منذ 19 weeks58:19

58:19

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/…

Deal Sourcery

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How to Generate Predictable, Repeatable and Scalable Deal Flow 54:02

منذ 22 weeks54:02

54:02

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/…

Deal Sourcery

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This 3x CEO's Secret Weapon For Winning Add-Ons with Bill Nunan 56:35

منذ 24 weeks56:35

56:35

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/…

Deal Sourcery

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The Truth About Private Equity From a Founder's Perspective with Rod Jimenez 1:00:24

منذ 26 weeks1:00:24

1:00:24

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/…

Deal Sourcery

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The Truth About Private Equity BD Compensation 1:09:25

منذ 28 weeks1:09:25

1:09:25

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/…

Deal Sourcery

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Data Snacks: The Unlock To Engaging Private Equity Prospects with Kate Hopkins 47:18

منذ 29 weeks47:18

47:18

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/…

Deal Sourcery

1
Decoding the Edtech Founder: Keys to Winning PE Deals & Building Trust with Karl Rectanus 1:00:30

منذ 30 weeks1:00:30

1:00:30

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/…

Deal Sourcery

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منذ 31 weeks1:11

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Deal Sourcery

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