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 Framework

03:30 – Who This Applies To

04:45 – Days 1–30: Be a Sponge

07:00 – Internal vs. External Messaging

08:45 – Read the IC Materials Like Treasure Maps

10:30 – Portfolio Company Primers

13:15 – Days 30–60: Start Building Relationships

16:45 – Prioritize Like an Investor

21:30 – Build the Prospect & Banker Database

23:00 – Days 60–90: Execute & Win Quick

24:45 – Hit the Road: Why In-Person Still Wins

29:00 – Metrics, Measurement & Accountability

35:00 – Top 2 North Star Metrics for New BD Hires

36:30 – 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

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 Cs

01:08 - Why Marketing is Key to Improving Deal Flow

03:27 - Aligning Marketing Strategy with BD for Competitive Edge

04:56 - The 80% Deal Miss Rate and How to Fix It

07:13 - Full Service Marketing Tools That PE Firms Actually Use

08:55 - How PE Marketing Has Evolved in the Last Decade

12:30 - Marketing as the Awareness Engine for BD Success

14:54 - PR and Thought Leadership as Deal Sourcing Levers

17:53 - Why PE Firms with BD Teams See Higher AUM Growth

24:57 - What Founders Really Want from a PE Partner

34:59 - Cutting Through the Noise with Clear, Confident Messaging

39:24 - The Highest ROI Channels

43:07 - Using Video to Humanize the PE Brand

46:35 - Should PE Firms Develop a Public Brand Personality?

48:53 - Humanizing Private Equity Through Values-Based Storytelling

49:27 - 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/

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 Out

01:19 - The Proprietary Deal Flow Debate: Insourcing vs. Outsourcing

04:19 - Understanding and Leveraging Buy-Side Advisors

07:51 - The BD Professional as an Account Executive: Driving the Conversation

10:45 - Building Rapport & Messaging to Founders

15:16 - Setting Up Your BD Infrastructure: CRM, Data, and Tech Stack

19:08 - Key Metrics: Tracking Conversations, Deal Flow & Missed Opportunities

21:41 - Banker Coverage Strategy: Tiering, Industry Focus & Road Shows

27:59 - Out-Hustling the Competition: Conferences vs. Road Shows

34:10 - The Rise of "Advantaged Auctions" & Exclusive Processes

38:25 - Thesis Development: The Role of BD & Leveraging Your Network

44:30 - Who To Surround Yourself With: Beyond the Bankers

45:12 - The Critical Importance of Pre-Deal Executive Talent Strategy

48:04 - Justin's BD Career Path & Advice for Aspiring Leaders

53:24 - The Future is BD: Why Sourcing is Leading Private Equity

55:26 - 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/