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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.
Private Market Matters: The Rx for Growth at Healthcare Portcos
Apr 1, 2024 2:25:59 PM — Roll-ups may be all the rage for PE investors in healthcare, but today’s more patient-centric ecosystem argues for addressing organic growth as well. Here’s how to use sales and marketing savvy to upgrade value creation at every step of the deal cycle, according to fractional growth executive provider Chief Outsiders. There are few things more popular with PE investors right now than platform plays, with add-ons accounting for 75.9% of all buyout activity in 2023, according to data from PitchBook. And due to the highly fragmented nature of the US healthcare system, there’s no shortage of opportunities to scoop up enterprises around a theme, tune up the operations and sell the newly minted market leader.
Private Market Matters: Healthcare’s Power Shift
Mar 27, 2024 2:10:24 PM — Savvier patients are transforming the healthcare sector, and private equity investors would do well to invest real time, skill and effort to marketing efforts as part of their value creation plans, according to fractional growth executive provider Chief Outsiders. Healthcare has long been a sweet spot for private equity, offering plenty of opportunities for investors to do what they do best to drive returns: streamlining operations, cleaning up balance sheets, building industry platforms through M&A drives and tapping industry talent to steer companies to new heights. But as with any sector, competition for opportunities eventually drives up prices and as companies mature, value creation requires greater sophistication to deliver the massive growth that warrants fat exit multiples.
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.