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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: 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 #21, Unique Perspective from Kush Tulsidas, One Rock Capital Partners
Mar 19, 2024 1:17:44 PM — In a recent episode of the "PE Value Drivers" podcast, Slade Kobran interviewed Kush Tulsidas from One Rock Capital Partners. Tulsidas, who has a robust background in consulting, operations, and investment, delves into his role in enhancing sales and marketing strategies within One Rock’s portfolio companies.
PE Value Drivers #20, Unique Perspective from Bob Renner, Senior Operating Partner at Inverness Graham
Dec 6, 2023 3:15:20 PM — Welcome to the latest episode of “PE Value Drivers”! On this episode of PE Value Drivers, I spoke with Bob Renner, a Senior Operating Partner at Inverness Graham.
PE Value Drivers #19, Unique Perspective from Rachel Jonas, CFO at Empower Aesthetics
Aug 23, 2023 12:40:46 PM — Welcome to the latest episode of “PE Value Drivers”! Rachel Jonas, CFO at Empower Aesthetics, spoke on the PE Value Drivers podcast about her experience in the private equity sector. With past experience at Shore Capital Partners and current work at a portfolio company, she emphasized the importance of comprehending sellers' needs, readying companies for sale, and problem-solving across the business. She advised those new to private equity to use available resources and understand their team's abilities. Networking was suggested as a beneficial strategy for those transitioning into private equity.