This is part two of a two-part series on best practices for Deal Originators, part one is available here.

4. City Targeting & Travel

Are we there yet? On our most recent quarterly PE Best Practices Webinar the question of travel came up, more specifically is it OK to travel and when is it coming back? With the rollout of the Data Access Expansion, Business Development professionals at those firms where limited travel is the current norm, can target and engage not only relevant bankers in a region they or a colleague are traveling to, but also relevant Lenders and other professionals in the area. 

For those firms where travel is not an immediate consideration, a mapping exercise, such as the bespoke Top Missed Cities report (pictured above) available from your SPS Relationship Manager, provides a comprehensive view of all deal participants in a region. This allows you to intelligently target and cover a city or region en masse to stay on top of relevant deal activity without having to set foot inside of an airport.

 

5. Private Equity Harvest

The SPS Private Equity Harvest Report is a powerful tool to identify active portfolio holdings, source potential secondary buyouts, identify opportunistic minority investments and get ahead of deals before they go to market. With the addition of PE Professionals and Lender data, acquisitive buyers now have unprecedented access to the participants in any given portfolio transaction, enabling you to drill down into the profiles of PE investors, view all of their active and historical holdings, and whom they regularly transact with.

6. Networking Tool & One-Degree of Separation

What if you could leverage your individual professional network by using their historical deal activity to expand your own deal community? The SPS Networking Tool allows you to target specific professionals to track the sponsor, intermediary, lender, and law firm professionals they’ve transacted with to understand whom you may have no more than one-degree of separation from. Leverage your shared contact for a warm referral or introduction to shortlist your way onto more relevant deals.

 

Over fifty weeks have passed since most of the world locked down and we traded in office buildings for home offices, coffee meetups for video conferences, and interstate travel for trudges down the hallway. And while the cast of SNL recently raised a toast during the opening monologue and sang “here’s to one day finally deleting Zoom,” we’re not quite there yet. More than ever Business Development professionals need the tools and data to drive their Firm’s origination strategies, benchmark performance, and stand out from the crowd, and SPS is here to enable them to achieve best in class performance.

 

Last week’s deals today

February 28 – March 6
~176 deals traded

Deal of the week

International Sports Sciences Association (dba ISSA), a Phoenix based eLearning platform for the fitness and wellness industry, was acquired by Tailwind Capital Group. Harris Williams acted as the sell-side financial advisor and Houlihan Lokey acted as the buy-side financial advisor. Spencer Fane Britt & Browne provided sell-side legal advice and Kirkland & Ellis provided buy-side legal advice for this transaction. No terms were provided.

Most active subsectors
  • IT: Software and services
  • Services: Misc., asset light
  • Construction: Services
  • Industrial: Misc. equipment & products
  • Services: Data and information
Most active cities
  • Toronto
  • New York
  • San Francisco
  • Calgary
  • San Diego

Photo by Arthur Lambillotte on Unsplash

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