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The Anatomy of a Durable Commercial Engine
The New PE Value Creation Playbook: Part Three
The Anatomy of a Durable Commercial Engine
"Private equity firms will have to work harder in order to deliver superior returns." — Bain & Company
If private equity firms want portfolio companies to create durable value, they need to look beyond individual growth tactics and assess the commercial engine itself.
Most portfolio companies are not standing still.
5 Trends That Will Impact Sales Craft in 2021
Dec 16, 2020 11:47:49 AM — Most CEOs would nod that the digital revolution is underway, but plenty haven’t fully understood what this means for their sales efforts. Here are five guidelines to ensure that your business is the “disruptor,” not the “disrupted.” COVID is accelerating the transition online—even for B2B enterprises—which means that CEOs need to ensure their sales teams have the digital skills and the tools of engagement to win buyers, all without straying from the timeless principles that still apply.
Building Portco Resiliency Right Now
Aug 5, 2020 2:55:31 PM — The COVID-19 crisis has changed the economy in extraordinary and unexpected ways. But private equity firms can help their portfolio companies take some crucial steps in weathering the storm, and recovering when the clouds lift. The world's best epidemiologists only have models to predict the full depth and breadth of the COVID-19 pandemic, but companies are already feeling the economic fallout. They're scrambling to find the best way to respond, and in many cases, survive, all the while being rightly concerned for the health of their families and communities. It's not easy, and this is no time to pretend otherwise.
How Fractional Executives Can Fill Leadership Gaps that Private Equity Firms are Facing
May 18, 2020 1:22:33 PM — I recently had the opportunity to join Katie Mulligan Editor-in-Chief from Middle Market Growth magazine to discuss why every company in the US needs to reevaluate and consider relaunching their commercial engine. This post is an edited transcript of our interview. You can see the video in its entirety clicking below:
Hey GP, Where’s Your Digital Transformation?
May 14, 2020 3:00:00 PM — “Digital transformation” is a phrase we hear and read about constantly. It’s in countless articles and thought leadership pieces targeted at marketers, CEOs, investors, and other business leaders. It’s a topic that’s brought up in almost every meeting we have with private equity firms as well as at most PE-focused events. It gets used so much that it has become one of those omnipresent buzzwords in danger of losing its meaning, like “Big Data” and “The Cloud”.