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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.
Tune Your PE Growth Engine Today: Take These Four Steps
Nov 14, 2022 11:32:16 AM — Written by Jack Bowen and Bill Keller For private equity organizations, the cup runneth over. The post-pandemic period has been a boon for PE markets, with more than a trillion dollars flowing into portfolios in 2021 alone. However, in the face of an uncertain economic environment, it will take more than legacy practices to keep fueling the PE fires. With the unending tasks of assessing, aligning, and optimizing their portfolio companies’ performance to maximize growth opportunities, marketing is one line item that often gets short shrift at PE organizations. But no longer: Simply relying on the existing talent within a portfolio organization can increase the risk of achieving the same old, same old – leveraging historically ineffective approaches while hoping to yield better results.
PE Value Drivers #15, Unique Perspective from Carrie L. DiLauro, Director of Operations & Marketing at Hamilton Robinson Capital Partners
Oct 25, 2022 12:38:35 PM — Welcome back to PE Value Drivers. In this issue, I am talking to Carrie DiLauro, director of Operation and Marketing at HRCP. Carrie joined Hamilton Robinson in 2009. She oversees all operations management, administrative functions, investor relations, and marketing initiatives. She brings over twenty-five years of experience in organizational processes, data-driven system improvements, fiscal responsibility, and global manufacturing. Prior to joining HRCP, she was a fund administrator at a biotech hedge fund. Carrie began her career running production for textile manufacturing facilities around the world. She is an active member of Association for Corporate Growth (ACG), a member of the Small Business Investor Alliance, Opus Connect, and the National Association of Professional Women, to name a few. In 2022 Carrie was a recipient of the inaugural Women of the Year award by Opus Connect.
PE Value Drivers #14, Unique Perspectives from Tim Lewis, a Partner at Southfield Capital
Sep 28, 2022 11:10:34 AM — Welcome back to PE Value Drivers. In this issue, I am talking to Tim Lewis, a Partner at Southfield Capital. Tim joined Southfield Capital in April 2014. He has twenty-five years of lower middle market experience as a private equity investor, general manager, turnaround executive, and management consultant. Prior to joining Southfield, Tim was a Partner at Atlantic Street Capital, a middle market focused private equity fund.
PE Value Drivers #13, Unique Perspectives from Paul Barrett, a Managing Partner at Argosy Healthcare Partners
Aug 10, 2022 5:00:23 PM — Welcome back to PE Value Drivers. In this latest issue of PE Value Drivers, I talk with Paul Barrett, a Managing Partner at Argosy Healthcare Partners. Prior to AHP, Paul served as a managing director at BelHealth Investment Partners, a $500 million AUM firm in NYC, where he worked for 8 years.