Private Equity – Record Demand for Operating Partners

  According to Private Equity International, PE firms are looking to boost portfolio company valuations while operational issues are becoming increasingly more complex. Source: https://www.privateequityinternational.com/record-demand-operating-partners-gps-seek-boost-portfolio-company-value-survey/ “Operating partner roles are the fastest-growing positions in private equity…” Here is value creation in 5 charts: https://www.peievents.com/en/event/operating-partners-technology-forum/value-creation-in-5-charts/      

CRO – The Key Role in PE Operating & Portfolio Support Group

A lot of the traditional PE firms have great Portfolio Support teams. Many of the professionals are former CEOs.  Here is one example about a PE Operating group: “To enhance our own operational capabilities, we’ve developed relationships with over 100 senior industry executives, or Operating Partners, who act as independent…  Read More >

PE Value Creation – Sales Excellence & Revenue Acceleration

Historically, Private Equity (PE) firms looked to add value to their portfolio companies in the following ways: Financial engineering Strategic initiatives Operational improvements Over the years, financial engineering was no longer as impactful on value creation as it was in the 80’s and 90’s so PE firms started adding value with…  Read More >

PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)

Today, creating value in Growth PE & Middle-Market PE primarily begins after you invest or own the portfolio company. Historically, the strategy was different – you could rely much more on financial engineering, buying low to sell higher, and using leverage (which today is a smaller portion of the deal…  Read More >

Creating a Culture of Accountability in Sales

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing to meet…  Read More >

Forecasting – the Commit Process

I know every other VP of Sales or a front-line sales manager (FLM) struggles with forecasting accuracy so I thought to share what has worked really well for me with very high level of accuracy.  It’s the Commit Process.  This is part of the way to build up your rep…  Read More >

Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)

Business managers/executives are hired for the primary reason to make good decisions.  But making good and smart decisions is very complex. Additionally, many business decisions can affect a lot of important things in the organization including people (and their families).  Good decision-making requires more than just critical thinking skills (analyzing…  Read More >