How Private Equity Firms Can Engage Owners & Founders to Secure the Deal with Chris Parisi

Welcome to The Private Equity Podcast! In this episode, host Alex Rawlings engages with Chris Parisi, a partner at Carl Marks Advisors, to discuss how Private Equity firms can more effectively engage with business owners and founders to secure successful deals. Parisi shares insights from his extensive experience in middle-market investment banking, focusing on the nuances of working with family-owned and privately held businesses.

He emphasizes the importance of understanding and respecting the unique challenges these businesses face, such as customer concentration and the need for a cultural fit beyond mere financial valuation. Throughout the discussion, Parisi offers advice on building trust with business owners, the current and future M&A outlook, and how Private Equity firms can adapt their strategies to ensure mutual success in acquisitions.

Breakdown:

[00:00] Alex Rawlings introduces the Raw Selection Private Equity Podcast, welcoming Chris Parisi to discuss Private Equity strategies.
[00:12] Chris traces his career from Ernst & Young to the Blackstone Group and his current role at Carl Marks Advisors.
[01:12] Insight into Chris's career shifts and his significant move to Blackstone Group.[01:42] Chris discusses the evolution of fund sizes he has managed, from his early career to present multi-billion dollar funds.
[02:12] He explains his academic and professional journey in middle market investment banking post-MBA from Northwestern.
[02:42] Overview of Carl Marks Advisors' focus on middle market M&A and family-owned businesses.
[03:09] Chris highlights challenges like customer concentration in family-owned business M&A.
[04:04] Insights on how Private Equity firms may miss opportunities by strictly adhering to their investment criteria.
[05:30] Emphasis on the importance of recognizing management team strengths in investment strategies.
[05:59] Discussion on the 2024 middle market M&A outlook, considering interest rates and earnings visibility.
[07:56] Predictions of increased deal flow activity in late 2024 and 2025 due to more predictable earnings.
[09:50] How Private Equity firms can build acquisition confidence through predictable financial projections.
[10:46] Factors influencing the shallow M&A market of 2023, including COVID-19 and supply chain issues.
[14:18] Chris discusses the need for strategic adjustments in supply chain management post-pandemic.
[17:15] Insights into why family business owners decide to sell, driven by personal motivations and life events.
[18:14] What business owners seek in Private Equity firms beyond financials, like cultural fit and growth plans.
[21:09] Effective engagement strategies for Private Equity firms with business owners during acquisitions.
[25:30] Chris shares his personal influences and recommended readings.
[28:27] Closing remarks and contact information for Chris Parisi for further M&A insights.

To connect with Chris, you can visit his LinkedIn profile at Chris Parisi LinkedIn. 

Thank you for tuning in!

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Lastly, if you have any feedback on the podcast or want to reach out to Alex with any questions, send an email to alex.rawlings@raw-selection.com.