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There are certain circumstances when our input is key to growth.
What we have found over the past five years is a growing acceptance of the importance of assessing a possible investment's sales operation from this 'sales practitioners' standpoint rather than the more traditional alternatives.
'Since most business plans that private equity firms see show the sales line growing considerably doesn't it make sense to 'sense check' the likelihood that the sales operation can actually deliver this growth? What needs to happen on the ground tomorrow to make it happen and is such activity within its capability? what else could it do to unlock the hidden potential that may not be priced into the deal?
We deliver a 'no-axe-to-grind' practitioner's view of the capability of the target sales operation with reference to people, tools and processes. From this initial diagnostic we identify the current 'gaps' with respect to best practice and more specifically, that which will be required to deliver the business's revenue aims, giving you a clear idea of the likelihood of the business achieving its sales targets and also what might need to happen in the first 100 days or so post investment to maximise everyone's return.
We work closely with the management team to create the tools, processes and improved skills that will be required to ensure the positive changes are sustained long after our involvement has ended.
With financial arbitrage no longer an option and prices often at the top end of valuations, private equity is having to work even harder to deliver long term value in their funds and for the management team they back.
There are record levels of 'dry powder' available in the form of ever increasing fund sizes and the deal flow of genuinely strong assets is variable and highly fought over. Against this backdrop, more PE firms are developing an in-house approach to value creation, both as a means of securing the deal in the first place and maximising returns throughout the asset's hold.
However, their knowledge of best in class sales and sales management, and particularly how to deliver it has never been part of their training and that is where we come in. As the acknowledged experts in this field we are able to devise and implement genuine value creation strategies built around top line growth, working closely with management teams to build sustainable and scaleable sales and marketing operations.
This approach not only enhances earnings during the hold period but also has a positive impact on valuations when the time comes to sell.