Deal Sourcery Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost
Apr 15, 2025
Justin Smith, Managing Director of Business Development at Agellus Capital, shares insights on winning deals before they hit the market. He discusses the importance of relationship-building and effective communication with founders and buy-side advisors. Justin emphasizes the need for a robust business development infrastructure and tracking metrics to enhance deal-flow opportunities. He explores strategic banker engagement and the value of thorough pre-work for competitive auctions, revealing essential strategies for gaining an edge in a crowded market.
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Winning Deals Before CIM
- Top PE firms win deals by building relationships months before the CIM is released.
- Pre-work and tracking every interaction are key to accessing exclusive deal opportunities.
Outsource Proprietary Deal Flow
- Outsource proprietary deal flow to buy-side advisors for scalability and efficiency.
- These advisors pre-qualify targets and conduct concurrent searches, saving time and improving deal flow.
Utilize Buy-Side Advisors
- Use buy-side advisors for market mapping, target list building, and founder introductions.
- Maintain weekly conversations to stay updated on pipeline opportunities and advance founder talks promptly.