Matt Rooney的动态

Continuing with the thread on successful strategies within PE BD that we continue to hear about - this time talking about getting buy-in from the deal team & entire organization to participate in the business development process. By incorporating team members from across the firm (usually senior investment professionals) in early conversations with potential targets, PE firms can demonstrate their commitment to the deal and also provide a more comprehensive view of their firm and its culture. This can help build trust with potential targets and increase the likelihood of a successful deal. There are different ways that this can play out. Some BD professionals will work to get deal team members to participate in outreach directly. If a member of the team has an inroad to a potential target, a better relationship with a valuable deal source, or is the firm's in-house expert on a particular sub-sector, many BD professionals will encourage and facilitate consistent touch points. Within the same vein - other BD professionals have had success getting senior members of investment teams to join the first (or one of the first) meetings / on-site visits with management of a target company. Deal team members may be better fit to speak to previous investments and situations within portfolio companies that the target company can relate to. Having another member of the team there can also paint a clearer picture of the culture of the PE firm. At many firms, BD professionals will lead a conversation with a target up until a certain point in the process. If a deal team member is brought in early, that is another voice that remains consistent throughout the process, potentially contributing to a better experience for the business. As we continue to have conversations about different strategies employed, we continue to confirm the idea that business development in the private equity industry is ultimately a relationship game. As the industry and the function evolve, firms that are able to differentiate themselves through unique approaches are likely to have more success. As always, we are interested in connecting with candidates in BD positions and any PE firms thinking about adding someone to their team to focus on BD. Please don't hesitate to reach out!