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Utilizing Strategic Sales and Marketing to Secure Customer Loyalty During M&A Transitions
Mergers and acquisitions represent pivotal moments that can either accelerate growth or derail carefully built customer relationships. While executives often focus heavily on financial synergies and operational integration, the customer experience during an M&A transition frequently determines long-term success. Research indicates that companies lose an average of 10-15% of their customer base during significant organizational changes, with poorly managed transitions resulting in even steeper losses. However, organizations that proactively leverage sales and marketing strategies to guide customer transitions not only retain their existing base but often emerge stronger, with enhanced market positioning and deeper customer relationships.
What Operating Partners Have To Say About Working With Their Portfolio Companies
Apr 25, 2019 3:22:50 PM — Since the Operating Partners are responsible for working with portfolio companies to increase value, I was particularly interested in hearing their thoughts at a recent Capital Roundtable conference: Best Practices for Creating Value. As you might imagine, there was a lot of talk during the sessions and our networking breaks about the opportunities and challenges associated with their jobs. Here’s what I heard.
Is Socially Responsible Investing Part of Your Playbook?
Apr 22, 2019 8:00:00 AM — I’ve been reading a lot about responsible investing. While it’s not a new concept, it’s one that has seen increasing acceptance in the private equity space of late. PwC goes so far as to say ESG (Environmental, Social, Governance) issues have “moved from niche to mainstream,” with 81% of respondents to the firm’s recent survey having adopted a responsible investment policy. In addition, the PwC survey finds that more private equity firms are not only concerned about ESG issues, they are turning that concern into action - 91% of respondents either have or are developing a responsible investment policy, according to the report. It’s becoming a business imperative.
Portco Growth: Marketing as reality check
Apr 18, 2019 10:00:00 AM — For many middle market companies, the vision that founded the enterprise can’t take it to the next stage of growth. So we spoke to Chief Outsiders’ Dawn Werry about how a market-based reality check can set an enterprise up to grow in new, and sustainable ways. Founding a company takes an uncommon kind of vision, talent and drive. But often guiding the company to the next stage of growth requires a different skill set than the one that built the business from scratch. Private equity firms understand this, and often show up with the capital and resources to make a great small company into an even better, and bigger enterprise. Sometimes the founder can adapt for that next stage, and other times, they struggle. After all, the founder’s approach took them this far, why can’t it take the business even farther? The answer sometimes requires a reality check about the company’s current status and what it takes to grow from there. Few people expect marketing to provide a reality check, but the marketing discipline needs to accurately assess the actual competitive landscape.
Chief Outsiders’ Inside View: The 2019 Bain Private Equity Report
Apr 12, 2019 12:52:45 PM — This far into private equity’s boom is bound to leave both LPs and GPs wondering how much longer the good times will last. They aren’t retreating so much as proceeding with caution and preparing for stormy weather, whenever it might arrive. The upside is there are ample ways to strike that balance, as the best GPs are stepping up their game to identify targets and sharpen diligence, while simultaneously planning for the worst.