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/

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 Insights

03:55 - Who Responded?: Demographics of the BD Compensation Survey

06:23 - Lower Middle Market Dominance: Where BD Talent is Concentrated

08:11 - Regional Hotspots: Northeast Still Leads in BD Professionals

08:59 - Compensation Blind Spots: Why This Survey Matters

09:39 - The Compensation Gap: BD vs. Investment Professionals

11:14 - Diving into the Data: Key Compensation Takeaways for 2024

12:33 - Uniformity Across Titles?: Base Salary Increases by Seniority Level

13:36 - 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 Title

23:24 - The Compensation Formula?: Regression Analysis and Key Drivers

25:14 - Seniority Rules: Title as the Top Predictor of Base Salary

27:31 - The Office Paradox: Days in Office and Compensation Correlation

30:44 - Discretionary vs. Metric-Driven Bonuses: What's the Breakdown?

33:56 - Success-Based Bonuses: A Smaller Piece of the Pie Than You Think

35:53 - 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 Data

42:33 - Stay Connected: Deal Sourcery and Coastal Partners Resources

Key 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

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 Sourcing

01:25 - From Wall Street to Entrepreneurship

02:37 - How Cooking Oil Collection Led to M&A Insights

05:54 - Why Search Funds Are Booming Among MBA Graduates

07:34 - The Pivot That Led to OffDeal’s Success

10:04 - Why Private Equity Firms Struggle with Deal Sourcing

12:47 - The Sell-Side Advisory Gap in SMB M&A

15:19 - Why Most Small Business Sales Happen Without Advisors

18:05 - 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 Matching

30:44 - The Power of AI Agents in Private Equity

34:06 - AI vs. Traditional Deal Sourcing

38:48 - The Role of AI in M&A Execution and Due Diligence

42:12 - How OffDeal Automates the Investment Banking Process

46:44 - The Future of M&A

51:39 - 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

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 Playbook

01:31 - The AI Journey

02:53 - Navigating the AI Hype Cycle

07:25 - What is Go Moment?

10:20 - The Billion Smiles Mission

15:10 - First Exposure to Private Equity

18:04 - Memorable vs. Frustrating Pitches

20:51 - The Volume of Outreach

21:37 - Email vs. Calls

22:32 - Building Authentic Connections

24:08 - Common Characteristics of High-Quality PE Outreach

27:17 - The Impact of AI on Private Equity and Deal Sourcing

27:50 - Will AI Take Our Jobs?

31:43 - AI in Go-to-Market

35:38 - Applying Go-to-Market Strategies to Private Equity Outreach

38:21 - Misconceptions About AI Capabilities

41:36 - Can AI Replace Human Relationships?

45:52 - AI Generates Plausible Answers, Not Necessarily Correct Ones

47:02 - Keeping a Human in the Loop

47:48 - The Future of Raj

49:51 - Final Words of Wisdom for PE Professionals

50:59 - Private Equity in One Word

🔗 CONNECT WITH RAJ SINGH:

LinkedIn: https://www.linkedin.com/in/rajsinghla/

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 Seasons

02:24 - Comprehensive Camp Management Solutions

03:48 - Leveraging Facial Recognition for Engagement

05:36 - Bootstrapping to Longevity

14:36 - The Role of Authentic Core Values

19:50 - Creating Alignment Through Core Values

23:54 - Culture as a Competitive Advantage

27:18 - Defining and Upholding Company Values

32:27 - Choosing Value-Aligned Investors

40:20 - Long-Term Thinking for Sustainable Growth

45:26 - Transparency in Leadership Transitions

48:46 - Evaluating Culture During Mergers and Acquisitions

54:10 - Adding Value Beyond Capital

57:12 - Authentic Outreach in Private Equity

Connect 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

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 Rankin

01:18 - Early Private Equity Exposure

05:14 - Evaluating Private Equity Partners

10:32 - Evolution of Private Equity Outreach

19:46 - Partnering with Insight Partners

25:02 - Human Connection in Deal Sourcing

33:02 - Data-Driven Sourcing Precision

40:20 - Authenticity in Business Relationships

0:45:46 - What the future holds for Lane

0:48:37 - Lane’s ideal business partner

0:50:36 - Building relationships with high quality CEOs

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/

Lane Rankin: https://www.linkedin.com/in/lanerankin/

Illuminate Education: https://www.illuminateed.com/