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Published on:

3rd Oct 2024

Data Snacks: The Unlock To Engaging Private Equity Prospects with Kate Hopkins

Kate Hopkins, Founder and CEO of OneGuide, joins hosts Matt Rooney and Dan Herr here today to explore the pivotal role of portfolio operations in private equity. Kate shares valuable insights into how portfolio ops teams not only enhance value for portfolio companies but also generate new deal flow and sourcing opportunities. By leveraging network content, building automated tech stacks, and hosting impactful events, private equity firms can optimize their portfolio operations to fuel growth and outperform competitors.

The discussion emphasizes key strategies like using content and events to drive engagement, building efficient sourcing tech stacks, and training business development teams with portfolio data to gain a competitive edge. Kate also stresses that portfolio operations can help firms differentiate themselves by showcasing value beyond capital, which is crucial in winning competitive deals. Whether through virtual events or leveraging advisory networks, the conversation provides practical advice on how private equity firms can maximize portfolio growth without significantly increasing full-time headcount. Today’s episode offers a detailed roadmap for integrating portfolio operations into sourcing processes, highlighting the evolving importance of advisory boards and network utilization in private equity.

Episode Highlights:

00:00 Portfolio Apps: Choosing Efficiency Over Heaviness

01:07 Use Content and Events to Drive Better Deal Flow

01:27 Scale Portfolio Ops as Portfolios Expand

02:27 Efficient Portfolio Ops: Using Non-FTEs and Experts

04:35 Implement Best Practices in Portfolio Operations

05:17 Navigating Portfolio Growth Amidst Increasing Competition

07:47 Portfolio Ops: Key to Winning Competitive Deals

12:07 Leverage Portfolio Data to Engage Prospective Companies

16:14 Apply Sales Enablement Tactics to Boost Sourcing

19:50 Train Sourcing Teams with Portfolio Insights for Impactful Outreach

20:46 Engage Prospects with Events Powered by Portfolio Ops

24:05 Merge Product Marketing Strategies with Portfolio Ops for Sourcing

25:29 Tap Into Your Portfolio Network for Strategic Deal Sourcing

30:07 Build Community Around Your Portfolio to Attract Prospects

34:11 Host Regional Dinners to Connect Portfolios and Prospects

36:30 Virtual Events: Rotate Through Functions to Engage Portfolio Companies

38:10 Use Portfolio Ops Leaders as Anchors for Regional Events

42:11 Plan Events Thoughtfully for Maximum Impact

46:55 Repurpose In-Depth Content into Digestible Data Snacks

48:14 Use Benchmarking Reports to Showcase Portfolio Success

52:06 Break Through Prospecting Noise with Personalized Insights

Key Takeaways:

"Portfolio ops is becoming table stakes, but there's the expensive, people-heavy way and the efficient way to do it."

"Strategies to effectively integrate ops teams with business development."

"The competition for interesting investments is getting more intense."

"Utilize network content and events to supercharge deal flow."

"A lot of firms are starting to document really interesting IP for their portfolio companies."

"We help firms do more efficient, higher leverage portfolio ops by tapping into non-FTEs, advisors, and a network of experts."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Kate Hopkins: https://www.linkedin.com/in/katelhopkins/

OneGuide: https://askoneguide.com/

Coastal Partners: https://www.coastalpartners.co/

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About the Podcast

Deal Sourcery
Engagement & The Art of M&A
Deal Sourcery is the must-listen podcast for Private Equity professionals aiming to master the art of deal origination. Hosted by Dan Herr - who’s closed over $1B in transactions in the last decade while building and leading world-class deal sourcing teams - and Matt Rooney, a top recruiter in PE business development, we dive into cutting-edge trends, proven tactics, data-driven sourcing strategies and the technology shaping the future of M&A. Each episode features in-depth discussions with exited founders, PE professions and investment bankers, delivering exclusive, actionable insights you won’t find anywhere else. Tune in to elevate your sourcing skills and optimize your firm’s capital deployment.

About your hosts

Daniel Herr

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Dan is the visionary Founder & CEO of Acqwired after more than a decade sourcing more than $1B in TEV in proprietary private equity deals across software, services and industrials highly engineered end markets like aerospace, medical and consumer electronics.

Matt Rooney

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Matt is the Founder of Coastal Partners, a specialized recruiting firm focused on placing deal-sourcing and investor relations professionals in mid-market private equity. With over a decade of experience, he has placed hundreds of professionals and advises firms on building BD teams.

He regularly shares insights on private equity business development, breaking down role dynamics and hiring strategies for firms and professionals navigating the space.