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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.
Maximize PE Value Creation with Growth Optimized Across the Investment Lifecycle
Sep 14, 2021 2:53:49 PM — Increased competition for PE deals means you’re paying more. So, as an operating or managing partner with more ground to cover, you feel the pressure. While financial reengineering and operational efficiency plays are still critical, they are not enough to guarantee the desired investment returns. Being able to generate consistent organic revenue growth needs to play a greater role across the lifecycle of an investment.
PE Value Drivers: Conversations with Private Equity Professionals about how they Drive Value for their Portfolio Companies
Aug 16, 2021 3:29:26 PM — This episode features Neal Doshi, Managing Partner at M Cubed Capital Partners. Neil is a proven entrepreneur with extensive knowledge in strategy, operations, and business development. He's managed cross-functional teams in such areas as logistics, inventory management, sales, and strategy. And he has close to 20 years’ experience in a myriad of industries, including private equity, venture capital, information technology, automotive manufacturing, and commercial real estate.
PE Value Drivers Series: Part 2 of A Non-Cookie Cutter Approach to Investment Analysis and Portfolio Growth
Jul 9, 2021 11:00:08 AM — Part 2 of my interview with Seacoast Capital Principal and Chief Marketing Officer, Phil Curatilo. You can view part 1 here. A few takeaways: Don't take a cookie cutter approach to investment analysis or portfolio growth. Some portfolio companies have grown organically, without a single add on, others the opposite or a hybrid. Evaluate and recommend according to each business's strategies and operations. A management team that’s not on board with an articulated plan of attack can prohibit growth and foster mistrust. An over-leveraged balance sheet or too much debt can lead to trouble. The management team needs room to implement their operating plans and take advantage of opportunities as they come along. Aligning with deep functional or industry expertise like Chief Outsiders has makes a lot of sense. Post close, firms like Chief Outsiders on sales and marketing projects, technology implementations, executive search, etc. add value.
PE Value Drivers Series: A Non-Cookie Cutter Approach to Investment Analysis and Portfolio Growth
Jul 8, 2021 10:44:20 AM — This episode features Phil Curatilo, Principal and Chief Marketing Officer at Seacoast Capital. Phil has been both an investor and chief marketing officer in private equity, a business educator, and a marketing and sales professional in telecommunications. Today, in addition to sourcing and evaluating investment opportunities at Seacoast, Phil creates the go-to-market strategies for the firm to increase investment opportunity flow and selectively helps Seacoast partner companies leverage sales and marketing opportunities.