Are you actually building the kind of BD function that wins deals—or just checking a box?
Jay Jester, BD Legend and Partner at Plexus Capital joins Deal Sourcery to unpack what makes great sourcing teams stand out.
With decades of experience, Jay shares real stories and tactical insight on how to build trust, manage founder psychology, and turn your BD team into a true strategic asset.
If you're hiring, scaling, or just trying to sharpen your edge in BD, Jay shares a sharp, unfiltered perspective from one of the best in the business.
CHAPTERS:
00:00 – Intro: Who is Jay Jester?
02:43 – Early dealmaking days and defining BD
07:30 – The evolution of sourcing in PE
11:45 – Why likability still matters in deals
15:22 – Giving feedback to bankers (and why most firms don’t)
21:10 – Building a BD team that actually works
26:18 – Founder psychology and buyer trust
31:33 – Choosing the right banker: strategy vs comfort
36:50 – The myth of “full coverage”
41:17 – Why sourcing is more than dialing for dollars
KEY TAKEAWAYS:
“People want to be in business with and want to do deals with people they like.”
“The BD lead isn’t a bolt-on. They should be in the pitch—and seen as senior.”
“If sourcing’s not connected to the engine room, it doesn’t work.”
“The perfect alignment is when someone on the other side of the deal cares so much it could change their life.”
CONNECT WITH JAY:
Jay Jester: https://www.linkedin.com/in/jay-jester-plexus/
