Deal origination
Off-market deals: how a direct approach looks from the owner's side
Off-market deals in private equity depend on an owner choosing to reply, so this piece follows one direct approach from her side of the desk.
Business development
How B2B outbound lead generation works when your buyers are small and mid-sized firms
A prospect list of small and mid-sized UK businesses starts to go out of date as soon as it is built, because businesses close and new ones open throughout the year.
Deal origination
Private equity deal origination in the UK: what the figures show and leave out
The main UK series count deals and capital in different ways, and none of them records how private equity deals are found.
Business development
Business development for professional services needs to run all year
When the people who win new work are also the people who do it, business development needs clear decisions about where work comes from, who pursues it and how progress is measured.
Deal origination
UK buy-and-build platforms should source bolt-ons across the whole hold
A platform would need 300 to 600 potential targets for six bolt-ons if one or two in 100 close, as Bain estimated in 2017. A search that size starts from the integration thesis and depends on how well owners are approached.
Business development
What a UK service firm should expect from outsourced business development
Hiring, retaining a supplier and paying on results each put the risk of winning new work in a different place.
Deal origination
What deal origination is and how it works in the UK lower mid-market
Private equity investors in one survey closed six of every 100 opportunities they considered, so what a firm finds sets the limit on what it can buy.
Deal origination
What proprietary deal sourcing means and what the evidence supports
Private equity investors call almost 48% of their closed deals proprietary, and the researchers who recorded the figure had no means of checking it.
