Deal Sourcery

著者: Dan Herr and Matt Rooney
  • サマリー

  • 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.
    Copyright 2024 Dan Herr and Matt Rooney
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あらすじ・解説

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.
Copyright 2024 Dan Herr and Matt Rooney
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  • The Truth About Private Equity From a Founder's Perspective with Rod Jimenez
    2024/10/24

    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/

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    1 時間
  • The Truth About Private Equity BD Compensation
    2024/10/10

    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:

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    1 時間 9 分
  • Data Snacks: The Unlock To Engaging Private Equity Prospects with Kate Hopkins
    2024/10/03

    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:...

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    47 分

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