In this episode of Deal Sourcery, Matt and Dan explore one of the biggest challenges faced by private equity firms: creating a predictable, repeatable, and scalable deal sourcing strategy. Together, they dive deep into the cyclical nature of deal flow and discuss actionable solutions for firms to establish more consistent deal pipelines. The conversation emphasizes the role of business development in driving predictable deal sourcing, the importance of setting measurable targets, and how firms can hold their teams accountable for performance.

Matt and Dan also cover the importance of aligning sourcing efforts with firm-wide goals and how to measure the right metrics—focusing on outputs over inputs. They offer practical advice on managing deal pipelines with granular stages to improve capital deployment, and discuss how stronger relationships with investment bankers can lead to better deal coverage and deal flow success. Tune in for this in-depth look at business development strategies, goal-setting, and accountability, and learn how private equity firms can elevate their deal sourcing performance to achieve long-term success.

Episode Highlights:

00:00 Intro

00:53 Challenges in Consistent Deal Sourcing for Private Equity

02:43 Importance of Dedicated Business Development Roles

03:19 Setting and Measuring Goals in Private Equity Firms

05:23 Linking Goals and Accountability in Deal Sourcing

07:43 Defining Key Metrics

10:52 Managing Top Prospects Through the Funnel

13:18 Measuring Quality Over Quantity in Outreach

14:38 Outputs That Drive Sourcing Performance

16:02 Determining Outputs Based on Investment Strategy

18:46 Focusing on Volume and Velocity for Add-ons

20:28 Effective Banker Coverage for Deal Sourcing

22:47 Benchmarking Deal Visibility with Industry Data

23:39 Setting Accountability in Sourcing Teams

25:07 Evolution of Private Equity Banker Relations

26:55 Future of Investment Banking with Tech Integration

30:54 Goal Setting and Accountability in Sourcing Teams

35:40 Setting Individual vs Team Goals for Sourcing

39:28 Tailoring Goals to Seniority and Experience

40:34 Keeping Teams Accountable for Sourcing Goals

49:44 Avoiding Meeting Pitfalls in Sourcing

51:25 Shifting Meeting Focus for Effective Accountability

53:23 Encouraging Best Practice Sharing and Problem Solving

53:52 Using Leadership Influence to Support Junior Team Members

Key Takeaways:

"Private equity firms struggle with unpredictable deal flow. They want consistent, repeatable sourcing."

"Set targets and measure against them. Accountability is key for predictable deal flow."

"Most firms don't apply sales best practices internally. It's time to hold sourcing accountable."

"Focus on outputs, not just inputs. Measure results, not just activities."

"Pipeline stages need granularity. More stages mean better tracking and accountability."

"Align firm and sourcing goals. Measure what matters to your strategy."

"Banker relationships are crucial. They now choose buyers, not the other way around."

"Meetings should drive accountability, course correction, and support. Not just readouts."

"Annual goal setting, quarterly corrections, monthly updates - keep progress visible."

"Use meetings for problem-solving, not just reporting. Focus on moving top prospects."

Links:

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

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