For Sourcing Private Equity Investment Opportunities
May 19, 2020 @ 8:00 am - 5:00 pm
What to Do to Thrive Amidst Today’s Rough & Tumble PE Deal Makers
Best Practices for Sourcing
Private Equity Investment Opportunities
Attention, business development professionals!! Your newest colleague may be a virtual robot that finds deals using artificial intelligence.
PE firms are facing average multiples for deals running at around 11x EBITDA and mountains of dry powder that are reaching a record high of $2 trillion.
So it’s no surprise that it’s become harder and harder for them to find exclusive deals, let alone pay “reasonable” prices.
As a result, a number of private equity firms — e.g., Pilot Growth Equity Partners, Enter Capital, Insight Partners, and Jolt Capital — have begun using artificial intelligence and data mining not only to sort through deals but also just to find and evaluate them.
And the results are impressive!!
- Pilot Growth Equity Partners used its NavPod system, whose initial development took the firm two years to source eight of the 10 deals it completed over the next four years. According to the Wall Street Journal, NavPod has a 100% return phone call rate.
- Between 2016 and 2018, Jolt Capital used its proprietary AI platform — Jolt Ninja — to do two add-ons and one platform deal. According to PEI media, Ninja delivered almost half Jolt’s outbound deal sourcing.
As a result, your business development strategy must include a robust arsenal of tools for gaining an edge and standing out.
Technologies like AI and machine learning and predictive analytics are just some of the many tactics that PE private equity firms are using to go beyond cold calling and jumpstart their deal sourcing capabilities.
One of the most powerful things you can do is help potential targets find you. One obvious method for doing this is to participate actively on social networks. A classic way is to create and distribute proprietary content. A traditional way is to network among new potential connections, and to enhance existing ones.
Research from Backbay Communications shows that 63% of the top 100 PE firms regularly produce some form of content. This can vary from thought leadership, to tweets, to podcasts like ParkerGale’s, which feature interviews with their portfolio company leaders and operating partners. The chairman of our conference, Joe Burkhart, calls his blog his “billboard in the sky.”
It’s not just about the number the sources in your armory either. The most savvy deal sourcing professionals are tracking how productive each relationship is. By identifying your most fruitful resources you can improve your own productivity by pinpointing people you should be in touch with the most frequently.
Joseph S. Burkhart
& Head of Business Development
Saratoga Investment Corp.
Tuesday, May 19, 2020
8:00am – 5:00pm
Midtown Manhattan, NY
Study with the pros!!
Learn the best practices
for building your deal flow!!
Hear winning tactics from 20 famed
PE deal sourcing experts!!
You’ll gain valuable insight on the tools and techniques that more and more
deal sourcing professionals are using to find deals (aka “proprietary deals”)
and gain an edge in auctions.
Register now to to attend The Capital Roundtable’s all-day once-a-year conference
on Best Practices for Sourcing Private Equity Investment Opportunities
on Tuesday, May 19, in New York City.
Three Key Reasons Why You Should Join Us
- Discuss with colleagues creative techniques for increasing lead conversion rates.
- Get tips on how to incorporate technology into your deal sourcing process.
- Hear how other deal sourcing professionals maintain relationships and prioritize the most important ones.
- How to nurture a long-term relationship to eventually produce an exclusive deal
- How to know what deals to spend the most time with – and how to say no quickly
- The types of intermediaries who make for the most valuable relationships
- Best practices for good relationships with investment bankers
- How to attract and retain the best business development professionals
- How to build accountability into your deal sourcing process
- What metrics to use to judge success of deal sourcing professionals
- What size deal sourcing team does your firm need?
- What’s more effective in the mid-market — generalist origination efforts or industry-targeted ones?
- Which business development functions can be successfully outsourced?
- How to avoid broken deals at the outset
- How to communicate appropriately with many different audiences
- Best practices for social media and content generation
- The importance of having diverse business development professionals on your team
- The value of tools like closed networks, e.g., trade shows and golf tournaments
Joe Burkhart is a managing director at Saratoga Investment Corp. and leads the company’s business development efforts. Prior to joining Saratoga, Burkhart was a director of business development for American Capital’s private equity group where he led the group’s deal origination, screening, and staffing.
Previously Burkhart was a managing director at EJF Capital, where he focused on investment management of structured finance and private equity focused strategies. He began his career at Allied Capital, where he was a vice president in the private finance group.
This Capital Roundtable conference in midtown, New York City, is all-business, all-targeted, all-designed to be a completely focused day of practical information and revealing insights about deal sourcing. You’ll gain valuable insights from —
- Three informative panel discussions
- Two revealing keynote presentations
- Real-world perspectives from company investors
- Industry outlooks from noted sector experts
- War stories and lessons learned from experienced hands
- Joseph S. Burkhart, Managing Director & Head of Business Development, Saratoga Investment Corp.
- Burt Alimansky, Chairman & CEO, The Capital Roundtable
Preliminary Speaker List
- Rafael N. Castro, Senior Investment Manager, Hark Capital/Aberdeen Standard Investments
- Kate Faust, Partner–Business Development, Rockwood Equity Partners LLC
- Christopher Fugaro, Principal & Head–Business Development, Guardian Capital Partners
- T.J. Haas, Managing Dir.–Business Development, Eureka Equity Partners
- Stephen Madsen, Dir. of Business Development, Monomoy Capital Partners
- Grant M. Marcks, Principal & Head–Business Development, Atlantic Street Capital
- Matt Moran, V.P.–Business Development, Inverness Graham Investments
- Meahgan O’Grady, Head–Origination, Long Point Capital Inc.
- Dale Pescatore, Principal–Investor Relations, Palladium Equity Partners LLC
- Colin M. Raws, Dir.–Business Development, Boathouse Capital
- Daniel F. Ryan, Partner & Head–Business Development, Milestone Partners
- Michael Sala, Managing Dir.–Strategic Origination, LLR Partners
- Shaun Wright, Principal–Business Development,Corridor Capital LLC
7:30am – 8:15am
Networking & Registration & Breakfast
8:15am – 8:45am
Welcoming Remarks & Audience Self-Introductions
8:45am – 9:15am
Conference Chair’s Introduction —
- Joseph Burkhart, Saratoga Investment Corp.
9:15am – 10:00am
Morning Conversation —
Deal Sourcing in the New Age of Advanced Tech — Using Technology to Improve Business Development
10:00am – 10:45am
Networking & Coffee
10:45am – 11:45pm
First Panel —
Best Practices for Managing Your Network — How to Prioritize (& Cultivate) Relationships That Matter
11:45am – 12:15pm
12:15pm – 1:15pm
Networking & Luncheon
1:15pm – 2:15pm
Second Panel —
Building Your Reputation to Stand Out from the Crowd — Tools to Use, Steps to Take, So Deals Come to You!
2:15pm – 2:30pm
Networking & Dessert
2:30pm – 3:15pm
Afternoon Conversation —
How to Use Diversity Strategically to Build Your Deal Sourcing Team
3:15pm – 4:15pm
Third Panel —
Identifying Key Performance Indicators for Everything from Term Sheets to Deals Closed
Networking & Adjournment
Space at this conference is limited, so register as soon as possible to assure yourself a seat. To avoid disappointment, please contact Chris Agar today to confirm your attendance at 212-832-7300 ext. 0 or firstname.lastname@example.org.
Please note that Capital Roundtable limits the number of registrants from a single firm to three.
Best Rate – Early Registration
Save $300 off the standard fee of $1,495 when you register by Friday, April 3. Just $1,195.
Save $200 of the standard fee! Register by Friday, April 24, and the fee for the conference is $1,295.
$1,495 increasing to $1,595 day of conference, space permitting.
$1095 each until Friday, April 24, when you register two or more people to attend from the same company. This rate increases to $1295 each after Friday, April 24.
You can pay by credit card (using the links above or below) or by check. Mail your check and business card to: New York Business Roundtable Inc., 747 Third Avenue, Suite 200, New York, NY 10017.
Can’t attend but want to hear the program? You can buy the audio package along with the handounts.
Apollo Global Management
Aterian Investment Partners
Blue Point Capital Partners
Clearlake Capital Group
Compass Group Management
Dorilton Capital Advisors
Frisch Capital Partners
Gerson Lehrman Group
Hammond Kennedy Whitney
High Road Capital Partners
Irving Place Capital
KPS Capital Partners
Long Point Capital
PNC Financial Services Group
Rockwood Equity Partners
Saratoga Investment Corp.
SFW Capital Partners
Sterling Investment Partners
Sutton Place Strategies
Tenex Capital Management
TresVista Financial Services
Trilantic Capital Partners
Zelnick Media Capital