Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost
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Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost
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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/