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.

In a world where our digital inboxes are flooded with the same templated outreach e-mails, AI-assisted intros and impersonal newsletters, what can you do to stand out? Jake Colognesi of Mamba Growth Equity joins the show to talk about bringing humanity back into private equity to set himself apart from the competition. From leading with empathy and curiosity to sending out type-written notes to potential partners, Jake walks us through what makes a Mamba Deal different and why it works.

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.