Deal Sourcery

Episode

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  What Do The Best In BD Have In Common? A People First Approach with MidOcean's Dan Ryan 25.06.2026 52mnt

  In this episode of Deal Sourcery, we sit down with Dan Ryan, Head of Business Development at MidOcean Partners, to explore what separates elite private equity sourcing organizations from everyone else. Drawing on more than 15 years of experience building business development functions—and insights gained from a small peer group of senior BD leaders across the industry—Dan shares his philosophy on relationships, talent, organizational design, and the future of the profession.The conversation begins with Dan's career journey, including his decision to join MidOcean after more than a decade at Milestone, and why he believes the most valuable asset a sourcing professional builds isn't a CRM or network—it's a reputation. He explains his philosophy of being "long-term fair," why trust compounds over time, and how relationship capital ultimately becomes a firm's competitive advantage.From there, we dive into what the best sourcing organizations do differently. Dan discusses how leading private equity firms think about business development as a strategic capability rather than a support function, the topics that dominate conversations among senior BD leaders today, and why there is no single blueprint for building a successful sourcing organization. We also discuss how the function has evolved over the past decade, how firms should think about team structure, and the often-overlooked ways business development creates value inside an investment firm.One of the most unique parts of the episode centers on a behavioral assessment completed by a group of highly accomplished PE business development leaders. Dan shares the patterns that emerged, the personality traits most commonly associated with success in the role, and some of the findings that surprised him. The discussion explores whether there is truly a "type" that succeeds in PE BD, the importance of trust, reciprocity, and long-term thinking, the characteristics that can become liabilities, and whether great sourcing professionals are born or developed.Finally, we discuss how data and AI are changing the profession, where technology is already improving sourcing workflows, and why human judgment and relationships remain difficult to replace. Dan closes with his thoughts on where private equity business development is headed over the next five to ten years and offers practical advice for professionals looking to build a long-term career in sourcing.Topics covered include:Why Dan joined MidOcean after 12 years at MilestoneThe "long-term fair" philosophy for building relationshipsWhat distinguishes elite PE sourcing organizationsLessons learned from a peer group of senior business development leadersCommon personality traits among top-performing BD professionalsWhether successful sourcing professionals are made or bornHow to evaluate whether you're well-suited for a career in PE BDThe hidden ways business development creates value inside private equity firmsUsing data, analytics, and AI to improve sourcingPredictions for the future of private equity business developmentDeal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.co.Learn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com
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  BD Is A Contact Sport: HKW's Ted Kramer On How Relationships Give You A Competitive Edge 11.06.2026 37mnt

  In this episode of Deal Sourcery, Matt Rooney and Dan Herr sit down with Ted Kramer of HKW to discuss how private equity business development has evolved from a “check-the-box” function into a genuine strategic differentiator.Ted has worked in private equity sourcing since 2001, giving him a front-row seat to the professionalization of the role. He reflects on the early generation of sourcing leaders who helped establish BD as a legitimate long-term career path and explains why firm culture ultimately determines whether a sourcing professional can create real value.The conversation explores what it takes to build a true competitive advantage in sourcing. Ted contrasts systematic, technology-enabled approaches with the more instinctive methods that defined the function earlier in his career. As firms move from broad, generalist strategies toward more thematic and sector-focused investing, sourcing teams must also rethink their referral networks, market positioning, and allocation of time.Ted also offers a practical view of AI’s role in private equity. Rather than replacing relationships, he believes the best applications of AI will help professionals identify where to spend their time and ultimately create more opportunities for meaningful human interaction. In his view, sourcing remains a contact sport: when firms appear comparable on paper, trust and personal relationships often determine who gets the benefit of the doubt.Other themes include the tradeoff between deal-flow quantity and quality, why the strongest sourcing models become most visible when few owners are selling, and how BD professionals can build credibility inside their firms. Ted discusses the significance of being invited into LP and fundraising meetings, and why that kind of responsibility signals that sourcing has become part of the firm’s core strategic leadership rather than a peripheral support function.Key topics include:The evolution of private equity business developmentWhat separates strategic sourcing leaders from “check-the-box” BD hiresHow firm culture affects the success of the sourcing functionSystematic sourcing versus instinct and relationship-driven judgmentThe shift from generalist to thematic and sector-focused investingUsing technology and AI to improve time allocationWhy AI should increase face-to-face interaction rather than replace itThe tension between deal-flow quantity and opportunity qualityHow relationships create the “benefit of the doubt” in competitive situationsBuilding internal credibility as a private equity BD professionalHow sourcing leaders can expand into fundraising and broader firm leadershipDeal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.coLearn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com
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  Learning From the Big Leagues - Advice to New B.D. Professionals from H.I.G. Capital's Carlos Soto 09.04.2026 1j 9mnt

  In this episode, Matt and Dan sit down with Carlos Soto, Head of U.S. Private Equity Business Development at H.I.G. Capital.Carlos shares how he broke into PE business development in 2010, how the function has evolved into a true long-term career path, and what he learned while building and leading sourcing teams across multiple firms.The conversation covers:How H.I.G. structures a 17-person U.S. business development team across core banking relationships, industry verticals, the long tail of intermediaries, and direct sourcingWhy a dedicated BD function can act as a force multiplier for investment teamsThe importance of BD serving as the connective tissue, institutional memory, and “walking CRM” of the firmHow to build trust and credibility with investment professionals across a large, multi-strategy organizationThe operating cadence, goals, and KPIs required to manage a scaled sourcing functionWhat best-in-class banker coverage looks like and why the strongest relationships are built around long-term partnership rather than individual transactionsHow smaller firms can build meaningful banker relationships without the resources of a large platformWhy the long tail of intermediaries still matters and how firms can cover it efficientlyWhat Carlos looks for when recruiting BD talent and the skills junior professionals need to develop into future leadersCarlos also explains why the best BD professionals understand their firm’s strategy, portfolio, people, and relationships better than almost anyone—and use that knowledge to connect the right opportunities with the right people at the right time.Deal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.coLearn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com
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  Deals Still Run On Relationships: VRA Partner's Chris Reilly On Why The Best Buyers Build Trust First 26.03.2026 56mnt

  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.Chapters00:00 — From Accounting to Deal OriginationChris Reilly’s unconventional path into investment banking and discovering a passion for sourcing deals03:50 — What VRA Actually DoesInside a boutique investment bank: clients, deal size, and how they operate05:32 — How to Engage Boutique BankersWhy most outreach fails—and what actually gets attention08:32 — How Often Should You Reach Out?The right cadence for building (and maintaining) banker relationships10:17 — Who Gets Priority Time (and Why)Track record, capital, and what separates serious buyers from the rest13:05 — If I Were Starting a PE Firm Today…Chris’s playbook for choosing which bankers to build relationships with16:11 — Biggest Mistakes People MakeThe “too transactional” trap—and how it kills opportunities19:04 — How to Get on the Short ListWhat it really takes to be included in competitive (or limited) processes22:32 — How Deal Origination Actually WorksThe 3 core channels: referral sources, sponsors, and direct outreach26:08 — What Metrics Matter in OriginationMarket visits, pitches, and the KPIs that drive revenue32:19 — The Power of Referral NetworksWhy wealth managers and attorneys are the most valuable relationships35:38 — A Real Deal Story ($200M+ Outcome)How one relationship turned into a major transaction40:11 — Are Referral Networks Underutilized?Why most buyers ignore a massive opportunity42:56 — What Makes a Great Referral PartnerEducation, reciprocity, and playing the long game48:26 — How the Market Has ChangedLonger processes, more specialization, and more competition49:50 — The Rise of Professional Deal SourcingWhy business development roles have become more sophisticated51:59 — Conferences: How Bankers Actually Spend TimeWhy existing relationships dominate—and how to break in53:05 — Proprietary Sourcing vs Banker-Led DealsDeal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.coLearn more: Coastal Partners — coastalpartners.co | Tahoe Equity — tahoeequity.com
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  Gold Medal Sourcing: 5x Olympic Gold Medalist Ryan Murphy's Journey into Deal Sourcing 12.03.2026 49mnt

  Ryan Murphy has spent his career performing at the highest level. A nine-time Olympic medalist, five-time gold medalist, former U.S. team captain, and world-record holder, Ryan is now taking on a very different challenge: learning the craft of deal sourcing at Norwest Venture Partners.In this episode, Ryan joins Matt and Dan to discuss his path from elite swimming into investing, what it feels like to become a beginner again after reaching the top of another field, and how he is approaching the learning curve in venture. He shares how Olympic preparation was structured, the role data and repetition played in his training, and the parallels he is beginning to see between high-performance sports and sourcing.The conversation also covers the patterns Ryan is seeing in the market, how owning and operating a swim-school franchise has shaped his perspective as an investor, and what he has learned about evaluating founders and businesses from the operator’s seat. Ryan also discusses balancing work, training, and family, the possibility of competing at the 2028 Los Angeles Olympics, and his advice for anyone considering a major career transition.Deal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.co.
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  Lessons From Three Decades of Deal Sourcing with Glenn Oken 05.02.2026 1j 9mnt

  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.
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  What It Takes to Source “Elite” Founder-Owned Software Companies with Jake Colognesi 15.01.2026 55mnt

  Jake Colognesi, Founding Partner at Mamba Growth, joins the Deal Sourcery Podcast to break down how sourcing sits at the center of building a new growth equity firm.Mamba focuses on bootstrapped, founder-owned B2B software and tech-enabled services businesses—companies that are growing quickly, highly sought after, and often not actively considering outside capital. That makes company identification, differentiated outreach, and long-term founder engagement critical to the firm’s strategy.Jake shares how Mamba defines its ideal target, why clarity around the investment profile is the starting point for effective sourcing, and how his team earns founder attention by leading with genuine value rather than generic outreach. He also explains Mamba’s “everyone sources” culture, including how senior investors can support junior sourcing professionals through responsiveness, preparation, recognition, and a willingness to move quickly when an opportunity emerges.The conversation also covers:The case for a hybrid, “eat what you kill” sourcing modelHow diligence and execution build pattern recognition that improves future sourcingWhat LPs evaluate when diligencing an emerging manager’s sourcing capabilitiesWhy technology alone is rarely a defensible sourcing advantageHow AI and automated outreach are raising the bar for relevance and personalizationWhy trust, creativity, in-person engagement, and delivering value upfront will matter even more in the futureFor emerging managers, investment professionals, and BD teams trying to build a more disciplined sourcing engine, Jake offers a practical look at how sourcing becomes a firm-wide culture rather than a standalone activity.Deal Sourcery is brought to you by Coastal Partners, the only executive search firm focused exclusively on private equity business development.We help private equity firms build world-class business development teams—and publish the industry's leading research on PE business development compensation, hiring trends, and market intelligence.Whether you're making your next hire or simply want to stay ahead of the market, visit coastalpartners.co
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  Running Towards Deals - Mike Alberts on the M&A Fitness Club and Why BD is the Best Job in PE 20.11.2025 52mnt

  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.
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  The Final Frontier of Deal Sourcing - How Metrics, Systems and AI Will Shape the Future of Business Development with Renn Iaboni 23.10.2025 34mnt

  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.
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  The First BD Guy & the AI Native Future - Deal Sourcery Live from M&A SoCal 09.10.2025 43mnt

  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 workflowsBuilding an AI-native investment bank with more engineers than bankersWhy a human-first approach still drives great dealsThe evolution of business development in a tech-driven market#DealSorcery #PrivateEquity #AI #InvestmentBanking #OffDeal #ACGSoCal
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  Mount Rushmore of BD - Lessons Learned from Legend Award Winner Jay Jester 24.07.2025 46mnt

  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 BD07:30 – The evolution of sourcing in PE11:45 – Why likability still matters in deals15:22 – Giving feedback to bankers (and why most firms don’t)21:10 – Building a BD team that actually works26:18 – Founder psychology and buyer trust31:33 – Choosing the right banker: strategy vs comfort36:50 – The myth of “full coverage”41:17 – Why sourcing is more than dialing for dollarsKEY 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/
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  700 Conversations. 13 Touches. 1 Thesis Scorecard. Here’s the Compass Method with Jonathan Babcock 10.07.2025 32mnt

  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 – Intro02:30 – An Overview on the Compass Method and How to Stay Competitive07:30 – How a Thesis Driven Approach Can Set You Apart08:30 – Going from Idea to Fleshed Out Thesis10:30 – The Thesis Development Process12:45 – The Importance of Metrics in Thesis Development14:30 – Essential Information for Developing a Thesis17:45 – Centers of Influence & Key Relationship Building Techniques21:30 – How Do You Find Well-Connected People In Your Target Markets?23:00 – When to Start Direct Outreach 27:15 – Measuring Success29:00 – 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
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  How to Crush Your First 90 Days in Business Development (Private Equity Edition) 22.05.2025 37mnt

  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 Framework03:30 – Who This Applies To04:45 – Days 1–30: Be a Sponge07:00 – Internal vs. External Messaging08:45 – Read the IC Materials Like Treasure Maps10:30 – Portfolio Company Primers13:15 – Days 30–60: Start Building Relationships16:45 – Prioritize Like an Investor21:30 – Build the Prospect & Banker Database23:00 – Days 60–90: Execute & Win Quick24:45 – Hit the Road: Why In-Person Still Wins29:00 – Metrics, Measurement & Accountability35:00 – Top 2 North Star Metrics for New BD Hires36:30 – 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
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  The Marketing Playbook For Private Equity in 2025 with Joanne Verkuilen 01.05.2025 55mnt

  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 Cs01:08 - Why Marketing is Key to Improving Deal Flow03:27 - Aligning Marketing Strategy with BD for Competitive Edge04:56 - The 80% Deal Miss Rate and How to Fix It07:13 - Full Service Marketing Tools That PE Firms Actually Use08:55 - How PE Marketing Has Evolved in the Last Decade12:30 - Marketing as the Awareness Engine for BD Success14:54 - PR and Thought Leadership as Deal Sourcing Levers17:53 - Why PE Firms with BD Teams See Higher AUM Growth24:57 - What Founders Really Want from a PE Partner34:59 - Cutting Through the Noise with Clear, Confident Messaging39:24 - The Highest ROI Channels43:07 - Using Video to Humanize the PE Brand46:35 - Should PE Firms Develop a Public Brand Personality?48:53 - Humanizing Private Equity Through Values-Based Storytelling49:27 - 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/
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  Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost 15.04.2025 55mnt

  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 Out01:19 - The Proprietary Deal Flow Debate: Insourcing vs. Outsourcing04:19 - Understanding and Leveraging Buy-Side Advisors07:51 - The BD Professional as an Account Executive: Driving the Conversation10:45 - Building Rapport & Messaging to Founders15:16 - Setting Up Your BD Infrastructure: CRM, Data, and Tech Stack19:08 - Key Metrics: Tracking Conversations, Deal Flow & Missed Opportunities21:41 - Banker Coverage Strategy: Tiering, Industry Focus & Road Shows27:59 - Out-Hustling the Competition: Conferences vs. Road Shows34:10 - The Rise of "Advantaged Auctions" & Exclusive Processes38:25 - Thesis Development: The Role of BD & Leveraging Your Network44:30 - Who To Surround Yourself With: Beyond the Bankers45:12 - The Critical Importance of Pre-Deal Executive Talent Strategy48:04 - Justin's BD Career Path & Advice for Aspiring Leaders53:24 - The Future is BD: Why Sourcing is Leading Private Equity55:26 - 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/
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  The Ultimate Guide to Deal Sourcing Compensation – Part 2 18.03.2025 42mnt

  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 Insights03:55 - Who Responded?: Demographics of the BD Compensation Survey06:23 - Lower Middle Market Dominance: Where BD Talent is Concentrated08:11 - Regional Hotspots: Northeast Still Leads in BD Professionals08:59 - Compensation Blind Spots: Why This Survey Matters09:39 - The Compensation Gap: BD vs. Investment Professionals11:14 - Diving into the Data: Key Compensation Takeaways for 202412:33 - Uniformity Across Titles?: Base Salary Increases by Seniority Level13:36 - 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 Title23:24 - The Compensation Formula?: Regression Analysis and Key Drivers25:14 - Seniority Rules: Title as the Top Predictor of Base Salary27:31 - The Office Paradox: Days in Office and Compensation Correlation30:44 - Discretionary vs. Metric-Driven Bonuses: What's the Breakdown?33:56 - Success-Based Bonuses: A Smaller Piece of the Pie Than You Think35:53 - 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 Data42:33 - Stay Connected: Deal Sourcery and Coastal Partners ResourcesKey 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
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  Building the Goldman Sachs for Small Businesses with Ori Eldarov 20.02.2025 56mnt

  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 Sourcing01:25 - From Wall Street to Entrepreneurship02:37 - How Cooking Oil Collection Led to M&A Insights05:54 - Why Search Funds Are Booming Among MBA Graduates07:34 - The Pivot That Led to OffDeal’s Success10:04 - Why Private Equity Firms Struggle with Deal Sourcing12:47 - The Sell-Side Advisory Gap in SMB M&A15:19 - Why Most Small Business Sales Happen Without Advisors18:05 - 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 Matching30:44 - The Power of AI Agents in Private Equity34:06 - AI vs. Traditional Deal Sourcing38:48 - The Role of AI in M&A Execution and Due Diligence42:12 - How OffDeal Automates the Investment Banking Process46:44 - The Future of M&A51:39 - 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
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  The Future is (Almost) Here: AI in Private Equity Deal Sourcing 06.02.2025 51mnt

  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 Playbook01:31 - The AI Journey02:53 - Navigating the AI Hype Cycle07:25 - What is Go Moment?10:20 - The Billion Smiles Mission15:10 - First Exposure to Private Equity18:04 - Memorable vs. Frustrating Pitches20:51 - The Volume of Outreach21:37 - Email vs. Calls22:32 - Building Authentic Connections24:08 - Common Characteristics of High-Quality PE Outreach27:17 - The Impact of AI on Private Equity and Deal Sourcing27:50 - Will AI Take Our Jobs?31:43 - AI in Go-to-Market35:38 - Applying Go-to-Market Strategies to Private Equity Outreach38:21 - Misconceptions About AI Capabilities41:36 - Can AI Replace Human Relationships?45:52 - AI Generates Plausible Answers, Not Necessarily Correct Ones47:02 - Keeping a Human in the Loop47:48 - The Future of Raj49:51 - Final Words of Wisdom for PE Professionals50:59 - Private Equity in One Word🔗 CONNECT WITH RAJ SINGH:LinkedIn: https://www.linkedin.com/in/rajsinghla/
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  Building a Culture-First Organization: Lessons from Campminder's 23-Year Journey with Dan Konigsberg 23.01.2025 1j 1mnt

  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 Seasons02:24 - Comprehensive Camp Management Solutions03:48 - Leveraging Facial Recognition for Engagement05:36 - Bootstrapping to Longevity14:36 - The Role of Authentic Core Values19:50 - Creating Alignment Through Core Values23:54 - Culture as a Competitive Advantage27:18 - Defining and Upholding Company Values32:27 - Choosing Value-Aligned Investors40:20 - Long-Term Thinking for Sustainable Growth45:26 - Transparency in Leadership Transitions48:46 - Evaluating Culture During Mergers and Acquisitions54:10 - Adding Value Beyond Capital57:12 - Authentic Outreach in Private EquityConnect 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
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  Human-to-Human Deal Sourcing: Winning in the Future of Private Equity with Lane Rankin 17.12.2024 58mnt

  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 Rankin01:18 - Early Private Equity Exposure05:14 - Evaluating Private Equity Partners10:32 - Evolution of Private Equity Outreach19:46 - Partnering with Insight Partners25:02 - Human Connection in Deal Sourcing33:02 - Data-Driven Sourcing Precision40:20 - Authenticity in Business Relationships0:45:46 - What the future holds for Lane0:48:37 - Lane’s ideal business partner0:50:36 - Building relationships with high quality CEOsLinks: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/