Video: Dealing With Service Providers at Capacity

As the world begins to rapidly reopen from the pandemic, businesses have begun to run full steam ahead to catch up for lost time. This massive acceleration in business has left many go-to service providers in the PE industry at capacity due to the sudden surge in demand, leaving many firms wondering where to go next.

In situations like this, hundreds of the leading PE firms have come flocking to us, knowing that we can provide them with alternative providers through our extensive Intelligent Network.

Our Intelligent Network boasts the characteristics of both having a deep bench of PE-grade service providers and single shingle consultants.

In times like this, our broad list of resource partners allows us to keep a pulse on different providers’ availability, leaving firms with more time to focus on other initiatives while we determine what providers are available for them.

Additionally, our PE-grade single shingle providers empower our clients to find the same quality services they are accustomed to with their go-to providers, but for a much better value.

In the video below, former PE Partner and Bluwave Founder and CEO, Sean Mooney, shares his top three tips on what to do when your go-to resources are at capacity.

If we can help you connect with alternative providers during this capacity shortage, or help you with any other need, please contact us at info@bluwave.net and we will be happy to connect with you right away.

 

 

Why Diversity is Key to Productivity and Innovation

BluWave has worked with hundreds of companies across a variety of industries ranging from manufacturing and consumer goods to information technology and healthcare. Despite the differences that exist between them, one thing remains constant: for today’s companies, innovation and diversity are inseparable. There is no bigger obstacle to the introduction and refinement of new ideas than groupthink, which is why the most creative companies are the ones that encourage robust discussion and debate from multiple perspectives. Diversity is not just a matter of recruiting employees with different backgrounds – it is an ethos that your company should seek to cultivate at every level.

How Diversity Can Be An Engine Of Productivity

Diversity is not just a goal companies should pursue for its own sake – it is a way to pressure test ideas and come up with novel and effective solutions to problems. This is why it should come as no surprise that diverse and inclusive work environments often lead to higher performance. For example, a 2018 Boston Consulting Group study found that “increasing the diversity of leadership teams leads to more and better innovation and improved financial performance.” Meanwhile, according to Deloitte, companies with inclusive cultures are twice as likely to meet or exceed financial targets.

Certain forms of diversity can lead to a reduction in negative outcomes for companies as well – a report from MSCI ESG Research found “fewer instances of governance-related controversies such as cases of bribery, corruption, fraud and shareholder battles” with boards that included women. However, while eliminating bias and increasing representation are essential to the health of a company, these are ways to address a more fundamental issue: diversity of thought.

When companies prioritize diversity of thought, they do not just become more innovative – they are also better able to identify and hedge against risk. Companies that value diversity of thought have access to a broader range of viewpoints and insights, and they make employees feel like stakeholders whose contributions are welcomed and appreciated. In turn, these employees are empowered to offer their perspectives without reservation and speak freely to managers about problems that need to be addressed.

Challenges To Diversity & Inclusion

A commitment to diversity and inclusion begins with equitable hiring practices, but this is an area that has always been rife with bias and discrimination. For example, studies in Sex Roles and the Proceedings of the National Academy of Sciences have found that female, black, and LatinX candidates were viewed as less competent and hirable than their peers. There is also evidence that women think they need to be more qualified than men do when applying for the same positions.

There are many ways to address these inequities in the hiring process. First, determine exactly what you are looking for in a candidate and consistently measure potential hires against a specific set of criteria. This can reduce the bias associated with subjective in-person interviews and identify a larger pool of qualified applicants. Second, develop lists of pre-vetted candidates (this is what BluWave provides to our clients) so you know everyone under consideration already meets your requirements, regardless of race, gender, etc. And third, consider hiring employees on a project-to-project basis (what I call the agile workforce). This will naturally bring a broader range of perspectives to the company because it means new employees are being hired on a regular basis.

Diversity in all its forms is becoming a top priority for companies in many different industries. To compete, the first step is building your hiring strategy around the discovery and recruitment of candidates who meet your needs and bring unique skills and experience to the table.

Promoting Diversity In All Its Forms

Companies are increasingly prioritizing diversity across a broad range of categories. As we discussed above, this does not just mean increasing demographic representation – it also means creating an inclusive culture that facilitates open dialogue and cooperation at every level of the company. Real diversity and inclusion require companies to listen to employees, take their contributions seriously, and amplify the widest range of voices possible. There are many forms of diversity – from racial to geographic to socioeconomic – and companies should celebrate and learn from all of them.

According to Gallup, one of the reasons one-third of employees feel disengaged at work is the perception that their viewpoints and concerns are not taken seriously. The survey found that just 30 percent of American employees strongly agree that their opinions seem to count at work. This should be a disconcerting fact to any company that values the diversity of thought – the majority of employees feel like their contributions are being dismissed, which will make them less inclined to offer suggestions and point out problems when they arise.

This is the opposite of inclusion, but companies can change course by actively seeking feedback via the voice of the employee platforms (which can highlight instances of bias or discrimination), encouraging managers to be receptive to all points of view, and breaking down silos that can separate departments and teams from one another.

Diversity is a word that pops up on corporate websites and in training handbooks often, but company leaders often have a superficial commitment to making their workplaces more diverse. But this status quo is rapidly changing as companies increasingly recognize that an emphasis on diversity does not just make the world a fairer place – it also leads to happier, more innovative, and more productive workforces that will have a greater economic impact.

 

The original version of this article appeared in People Talk.

Head of Sales Needed To Drive Value at Portco

PE firm urgently needs Head of Sales as portco grows

A private equity firm and portco CEO came to us with a critical need for a Head of Sales for their healthcare logistics company. Since the acquisition, the portfolio company had been growing rapidly and they needed to bring in a sales leader that could forge the way for the company to expand into new markets. With a lean sales team, they knew filling the vacant role was a top priority. They urgently needed a PE-grade sales leader who was a strategic thinker and strong seller while having a proven track record of building and leading sales organizations in high-growth, healthcare companies.

BluWave identifies top providers for firm’s needs

Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade sales executive needs. BluWave utilizes technology, data and human ingenuity to pre-map, assess, monitor, and maintain deep pools of the select executive sales recruitment firms that uniquely meet the private equity standard. We interviewed the PE firm to understand their specific key criteria, and then connected the client with the select pre-vetted groups from our invitation-only Intelligent Network that fit their exact needs.

Firm selects ideal recruiting firm to find candidates

Within 24 hours of the initial scoping call, the PE firm and portfolio company were introduced to two PE-grade executive recruiting firms that specialized in senior sales roles in the healthcare space. The client selected their ideal choice. The PE firm was able to confidently engage the recruiting firm who quickly provided them with the exact-fit sales leader they needed, allowing the fund and portco to drive an excellent outcome without wasting time or cost.

How We Did It: Cost Reduction Case Study 

PE funds across a broad spectrum of industries often approach us with specific, episodic needs. Our first step for matching them with best-in-class, third party resources is to understand the nuances and unique challenges they face. When a private equity firm acquired a leading plastics company that designed and manufactured innovative plastic-injection-molded products, the firm believed there was room for improvement and cost reductions in the company’s supply contracts. We quickly matched these criteria to the pre-vetted candidates from our invitation-only network, rooted in our founder’s 20 years of PE industry experience.

For the full story, read the case study here.

Bain’s Global PE Report 2020: High Prices and Higher Stakes

Oh, what a difference a month makes.

Prior to the coronavirus sending the world into a health pandemic and a global economic downturn, Bain & Company released its annual “Global Private Equity Report” to provide context and insights for the current year. While these reports often top 100 pages (which makes them somewhat cumbersome to digest), they are filled to the brim with useful information.

I took a dive into this year’s report and pulled out some highlights. While it’s interesting to look at these insights now through the COVID-19 lens, the key takeaway is the same: higher stakes for value creation.

In a time like no other in modern history, companies will need to create value quickly, efficiently, and with little margin for error. In our experience, this is where expertise comes in. This isn’t the time to be “learning on the job.” Rather, it’s the right time to create your own “value creation task force” powered by individuals or groups who know exactly what to do.

Here are the top 10 things to know, along with page references:

  1. PE buyout deal value remains robust at $551B in 2020 (page 5).
  2. Deal multiples reached an all-time high (average of 11.5x EBITDA) fueled by robust debt markets (pages 6, 7).
  3. Uncalled capital (aka “dry powder”) has been rising since 2012, hitting $2.5 trillion in December 2019 (page 11).
  4. The largest exit channel for PE is strategic buyers (pages 14,15). Judging by our experience at BluWave, strategics typically get aggressive for cleaned-up companies and they’re much less willing to buy fixers.
  5. Private equity is still outperforming public equity over the long term, but the spread is decreasing as absolute returns in PE decline due to industry maturation and related supply/demand dynamics (pages 24, 25).
  6. Fundraising had been robust, but we’re moving toward a world of haves and have nots with fewer funds raising larger sums. Meanwhile, fundraising is taking longer (page 20).
  7. Winning firms tended to be buyout firms with strong track records (top 1 or 2 quartiles), a clear strategy, a high degree of specialization, and strong value creation capabilities (page 22).
  8. Funds are distinguishing themselves by focusing and recognizing patterns for value creation (page 89).
  9. PE funds must aggressively deploy new levers for value creation to continue making things economically interesting and attracting investment as the LP world bifurcates.
  10. Bain believes PE is still best positioned for long-term success, but like always, business gets harder, participants must evolve, and the proactive players will continue to thrive while others will increasingly struggle.

Here’s how the developments we’re seeing at BluWave align with this report: We are seeing a massive shift towards value creation in private equity.  As noted in our BluWave Index, PE Fund clients are using us to support value creation more than 60% of the time (ask us for a copy).  Value creation is also increasingly being pulled into due diligence streams.  PE funds are using BluWave to drive value creation insights during due diligence so they can acquire the company based upon what it could or should be versus what it is or is portrayed to be in the offering memorandum.

Click here to reference Bain’s 2020 report.