Value Creation Archives - Page 17 of 30

CFO Executive Search Firms: Financial Executive Specialists

May 10, 2023 Brad Gerick

The Importance of Hiring a Strong CFO

The role of a CFO is similar to a treasurer or controller because they are responsible for managing the finance and accounting divisions and for ensuring that the company’s financial reports are accurate and completed in a timely manner. CFOs also manage the company’s financial planning and analysis, risk management and overall financial strategy.

Hiring a strong CFO is essential for an organization to thrive. Some of the benefits include access to years of experience and industry expertise, the ability to predict and forecast instead of reacting, improved processes and internal systems, better data and accurate reporting.

It’s no wonder that such an important role can often be so difficult (and expensive) to fill.

That’s why it’s pays to work with a tailor-made recruiting firm that’s familiar with your specific industry and situation. The Business Builders’ Network is full of exactly these kind of organizations.

In this article, we will discuss the qualities to look for in a CFO, how to hire the right one for your company, the role of CFO executive search firms in the hiring process and the average CFO salary.

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What to Look for in a CFO

Skills and Experience

A strong background in finance and accounting is crucial for a CFO. Their deep understanding of financial concepts and ability to analyze financial data will help them manage the finance and accounting divisions effectively. CFOs should also have experience in leading teams and collaborating with other executives, as they are responsible for ensuring the accuracy and timeliness of the company’s financial reports, financial planning and analysis, risk management, and financial strategy.

Leadership and Communication Skills

The ability to lead teams and communicate effectively with other executives is essential for a CFO. Possessing strong leadership and communication skills enables them to convey financial information to non-financial stakeholders. Since they are responsible for managing the finance and accounting divisions, CFOs play a critical role in ensuring the company’s financial reports are accurate, completed in a timely manner, and effectively support financial planning, analysis, risk management, and strategy.

Financial Acumen

In addition to having a deep understanding of financial concepts, a CFO should demonstrate strong financial acumen. They need to be able to analyze financial data and communicate their findings to non-financial stakeholders. As the person responsible for managing the finance and accounting divisions, a CFO ensures the accuracy and timeliness of the company’s financial reports while overseeing financial planning and analysis, risk management, and financial strategy.

Specialized Recruiter Resources

Strategic Thinking Skills

The ability to think strategically and develop long-term financial plans is another essential quality for a CFO. A strong strategic thinker can communicate financial information to non-financial stakeholders, which is vital for their role in managing the finance and accounting divisions. CFOs are responsible for ensuring the company’s financial reports are accurate and completed in a timely manner, and they play a significant role in financial planning, analysis, risk management, and financial strategy.

Industry Knowledge

Having specific industry knowledge allows a CFO to better understand the context in which the company operates. This knowledge enables them to communicate financial information to non-financial stakeholders effectively. As the manager of the finance and accounting divisions, a CFO must ensure the company’s financial reports are accurate and completed in a timely manner while overseeing financial planning and analysis, risk management, and financial strategy.

Cultural Fit

It’s essential for a CFO to be a good cultural fit within the company. This means they should align with the company’s values, mission, and work environment. A CFO who shares the organization’s vision and can adapt to its culture will foster a positive and collaborative atmosphere, making it easier for them to work effectively with other team members and stakeholders. In addition, a strong cultural fit ensures that the CFO can effectively contribute to the company’s financial planning, analysis, risk management, and financial strategy while maintaining a harmonious working environment.

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How to Hire a CFO

Create a Job Description

Creating a job description is the first step in hiring a CFO. A job description is a document that outlines the responsibilities and qualifications for the position. It should include information about the company, the position, and the qualifications required for the position. The job description should also include information about the salary range and benefits package.

CASE STUDY: Connecting PE Firm with Top Talent for a Vital CFO Role in the Software Sector

The job description is important because it helps you attract the right candidates. It also helps you screen candidates to ensure that they have the necessary skills and experience for the position.

Identify Your Ideal Candidate

This step includes determining what skills and experience are required for the position. You should also consider the company’s culture and values when identifying your ideal candidate.

When identifying your ideal candidate, you should consider the following:

Skills and experience: You should identify the skills and experience required for the position. This includes technical skills as well as soft skills such as communication and leadership.
Company culture: You should consider the company’s culture and values when identifying your ideal candidate. This will help ensure that the candidate is a good fit for the company.

Conduct Interviews

Once you have identified your ideal candidate, you should conduct interviews to determine if they are a good fit for the position.

During the interview process, you should ask questions that will help you determine if the candidate has the necessary skills and experience for the position. You should also ask questions that will help you determine if the candidate is a good fit for the company’s culture and values.

Conduct Reference Checks

After conducting interviews, you should conduct reference checks to verify the candidate’s qualifications and experience.

CASE STUDY: Maintaining Rapid Healthcare Services Growth with Specialized CFO

During the reference check process, you should contact the candidate’s previous employers and ask questions about their performance and qualifications. This will help you determine if the candidate is a good fit for the position.

Make an Offer

Once you have completed all of the steps above, you can make an offer to your chosen candidate.

When making an offer, you should consider the candidate’s salary requirements and negotiate a salary that is fair and competitive. You should also consider other benefits such as health insurance, retirement plans, and vacation time.

Access Executive CFO Resources

CFO Executive Search Firms

A CFO executive search firm is a company that specializes in finding and recruiting top-level financial executives for businesses. The process of hiring a CFO executive search firm can be complicated and costly. However, an expertly matched executive recruiting firm can help with this process.

The staff at an executive search firm already has thorough knowledge of the industry and may already know candidates who are qualified for your position. Once you give them a detailed description of what you need in a CFO, they can search their community and find the best candidate. Engage with recruiters and executive search firms to hire the CFO based on your predetermined requirements.

ALSO SEE: Private Equity Recruiting: PortCo Resources

The benefits of hiring a CFO executive search firm include saving time and stress. The challenges of hiring a CFO executive search firm include ensuring that you are working with the correct entity and that your preferred search firm must demonstrate expertise.

CFO Salary

The average yearly salary of a chief financial officer (CFO) can vary based on a number of factors, but the median compensation for a CFO in the U.S. as of May 2021 was nearly $400,000 per year.

The primary factors that impact the median salary of a CFO include geographic location, the size and complexity of the organization and the candidate’s experience and qualifications. Base salary and bonuses make up roughly 80 percent of the total compensation a CFO should receive within a given year. The other areas of compensation are bonuses and benefits, as well as perks.

Hiring a strong CFO is crucial for the financial success and stability of your company. To hire the right person for the job, you must focus on identifying the necessary skills, experience and cultural fit that align with your organization’s needs. By utilizing CFO executive search firms, you can make this process easier and more efficient, ensuring you find the best candidate for your company.

BluWave has the resources and expertise to connect you with the right executive search firms to select your ideal CFO. With a vast network of professionals and deep knowledge of various industries, BluWave can help you streamline the hiring process and ensure you find the perfect match for your organization. Contact our research and operations team today to get started.

Karma School of Business Podcast: How to Hire a Private Equity-Grade CFO

Supply Chain Diligence Helps Food Company Identify Synergies, Cost Savings

Service Area: Operations Diligence

Client Type: Portfolio Company

Service Provider Type: Operations Consulting Firm

Industry: Food and Beverage

The Need

Operations Diligence: Viability Assessment

A portfolio company in the food and ingredients industry needed help assessing the viability of integrating three distinct supply chains. They were looking for a supply chain diligence provider with industry expertise.

The Challenge

Consolidating Supply Chains

The client had two food platforms and was in the early stages of putting them together. They also had a third business they were considering integrating for human capital synergies. They had three distinct supply chains for various ingredients, all of which were outsourced. They needed to assess the viability of integrating them to identify potential opportunities for cost savings, operational efficiencies and a competitive advantage.

How BluWave Helped

Synergies Found in Supply Chain

BluWave presented the client with multiple industry-specific resources in less than a business day, including operations consulting firms with expertise in the food/snacking/ingredients space. The client engaged one of the recommended service providers, who conducted a thorough supply chain diligence assessment.

The service provider assessed the sustainability and scalability of the client’s three distinct supply chains, which included co-manufacturers in the US, Mexico, and Canada. They evaluated the potential synergies and opportunities for integration and identified areas of potential cost savings and operational efficiencies.

The Result

Expectations Exceeded

The supply chain diligence assessment provided the client with a clear understanding of how they could integrate their three distinct supply chains. The service provider’s deliverables and reports were high-quality and exceeded the client’s expectations. They were flexible and responsive to the client’s needs and provided valuable insights into potential opportunities for cost savings and operational efficiencies.

Data Consolidation: Benefits, Challenges, Process

May 8, 2023 Brad Gerick

What is Data Consolidation?

Data consolidation is the process of gathering data from various sources and storing it in a centralized location. This can be done manually or using data integration tools.

The purpose of data consolidation is to improve data quality, increase data security and facilitate data analysis. In this article, we will discuss the benefits and challenges of data consolidation, the process involved and the tools and software available to help.

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We’ll also cover best practices and emphasize the importance of having an industry-specific service provider to assist you. This complicated process often goes much smoother when you have expert assistance for your specific industry.

This is where BluWave comes in, with their ability to connect you with just the right resource for your unique situation.

Benefits of Data Consolidation

One of the main benefits of data consolidation is improved decision-making. By providing a more complete and accurate view of the data, businesses can make better decisions based on data-driven insights. Data consolidation can also increase efficiency by eliminating the need to manually collect and manage data from multiple sources. Additionally, it can reduce costs by eliminating the need to maintain multiple data storage systems.

Challenges of Data Consolidation

Data consolidation presents challenges. One of the biggest is ensuring data quality. Data consolidation can only be successful if the data being consolidated is accurate, clean and reliable. Additionally, data security is a concern, as consolidating data can increase the risk of data breaches. It is important to implement security measures to protect data during and after consolidation. Finally, data consolidation can be a costly process, especially if it is done manually. It is important to carefully consider the costs and benefits of data consolidation before making a decision.

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How to Consolidate Data: The Process

The process can be broken down into the following steps:

Identifying the data sources: The first step in data consolidation is to identify all of the data sources that need to be consolidated. This can include data from internal systems, external sources, and even social media.
Transforming the data: Once the data sources have been identified, the next step is to transform the data. This may involve cleaning up the data, converting it to a common format, or filling in missing data.
Loading the data into a central repository: Now it’s time to load the data into a central repository. This can be a data warehouse, a data mart, or even a spreadsheet.
Securing the data: It’s also important to secure the data. This may involve implementing security measures such as encryption, access controls, and auditing.
Maintaining the data: The final step in data consolidation is to maintain the data. This means updating the data, correcting errors, and purging old data.

Data consolidation can be a complex process, but it can be a valuable tool. By consolidating data, businesses can improve quality, increase security, and make it easier to analyze.

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Data Consolidation Tools and Software

Data integration tools are used to extract data from disparate sources and load it into a central repository. These tools can help improve data quality by cleaning up the data, converting it to a common format, and filling in missing data.

Data warehouse tools are used to store and manage large amounts of data. These tools can help businesses analyze data and make better decisions.

Data mart tools are used to store and manage a subset of data from a data warehouse. These tools can be used to improve data access and performance.

Data visualization tools provide a single view of data from multiple sources. These tools can help businesses make better decisions by providing them with a more complete and accurate view of their data.

The choice of data consolidation tool or software will depend on the specific needs of the business. Factors to consider include the size of the data, the complexity of the data, and the budget.

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Data Consolidation Best Practices

Plan carefully. Before starting data consolidation, it’s important to have a plan. This should include:
- The goals of data consolidation
- The data sources
- The tools and technologies that will be used
- The budget for data consolidation
- The timeline for data consolidation
Use the right tools. There are a variety of tools and technologies available. The right ones will depend on the size and complexity of your data, as well as your budget.
Get buy-in from stakeholders. Data consolidation is a major project that will impact many people in your organization. It’s important to get buy-in from stakeholders early on in the process. This will help to ensure that everyone is on board with the goals of data consolidation and that the project is successful.
Test thoroughly. Once you have a plan in place and you’ve chosen the right tools, it’s important to test the data consolidation process thoroughly. This will help to identify any potential problems and ensure that the data is accurate and complete.
Monitor and maintain the data. Finally, it’s important to monitor and maintain the data. This will help ensure that the data is accurate and up-to-date. It’s also important to have a plan for how to handle changes to the data sources.

Navigating the complexities of data consolidation can be challenging, but you don’t have to do it alone. BluWave can help by connecting you with expert third-party resources that make the process more efficient and effective.

The Business Builders’ Network is is full of pre-vetted service providers with experience in data consolidation, data integration and data management. The invite-only process ensures that we only connect you with providers that have a proven track record in your specific industry.

By partnering with BluWave to find the right third-party resource, you can streamline your data consolidation efforts and reduce the risks associated with the process. The team will work closely with you to understand your specific needs and goals, and then connect you with the best provider to help you achieve them.

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Sales Pipeline Funnel: Methodology, Process for Businesses

May 4, 2023 Brad Gerick

A well-structured and efficient sales process is key to bringing in revenue. One of the most effective tools for doing so is the sales process funnel, also known as the sales pipeline methodology.

What is a Sales Process Funnel?

A sales process funnel is a visual representation of the steps a prospect takes on their journey from initial contact to closing a deal.

The funnel is divided into stages that represent different levels of commitment from the prospect, with each stage requiring a higher level of engagement and investment from the sales rep.

Let’s take a deeper look at the benefits as well as the process for setting up a sales process funnel.

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Benefits of Using the Sales Process Funnel

Provides a Clear Roadmap for the Sales Process

The sales process funnel provides a clear and structured roadmap for the sales process, breaking it down into stages that represent different levels of commitment from the prospect. This helps sales reps stay organized and focused, ensuring that no opportunities fall through the cracks. By providing a clear path from prospecting to closing, the sales process funnel helps sales reps move prospects through the funnel more efficiently and effectively.

Helps Track Progress and Identify Areas for Improvement

The sales process funnel provides a systematic approach to sales, making it easier to track progress and identify areas where sales reps may need to improve. This, in turn, allows them to refine their approach and make data-driven decisions to improve their sales process.

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Builds Relationships with Prospects

The sales process funnel is not just about closing deals, but also about building relationships with prospects. By taking a structured approach to the sales process, sales reps can develop a deeper understanding of their prospects’ needs, pain points, and objections. This, in turn, allows them to tailor their approach and build stronger relationships with their prospects. By focusing on building relationships, sales reps can not only close more deals, but also build a loyal customer base that can provide valuable referrals and repeat business.

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Increases Sales Effectiveness and Efficiency

By providing a clear and structured framework for the sales process, the sales process funnel can help sales reps become more effective and efficient. By focusing on the most promising prospects and moving them through the funnel more quickly, sales reps can increase their productivity and close more deals in less time. This can also help sales teams work more collaboratively and efficiently, as team members can share a common understanding of the sales process and work together to achieve common goals.

Generates Data and Insights

The sales process funnel generates valuable data and insights about the sales process, which can be used to improve sales effectiveness and efficiency. By measuring key performance metrics at each stage of the funnel, sales reps can gain insights into which activities are most effective at moving prospects through the funnel and closing deals. This, in turn, can help them refine their approach and make data-driven decisions to improve their sales process.

Sales Effectiveness & Training Resources

Build an Effective Sales Process Funnel

To build a successful sales process funnel, there are several key steps to follow:

Define Your Sales Process Stages

It is crucial to define the stages of your sales process funnel as this provides a clear roadmap for your sales team. The stages may vary depending on your business and industry, but generally, they can include prospecting, lead qualification, needs analysis, proposal, negotiation and closing.

CASE STUDY: PE Firm Needed Multiple Timely Resources Across its Portfolio Companies

By defining these stages, your team can easily identify where a prospect is in the sales process and what actions need to be taken to move them to the next stage.

Identify the Key Metrics

The second step is to identify KPIs or OKRs.

For example, in the prospecting stage, you may track the number of cold calls made, the number of appointments scheduled and the number of leads generated. In the needs analysis stage, you may track the number of discovery calls held and the number of proposals sent.

By measuring these data points, you can evaluate the effectiveness of your sales process funnel and identify areas for improvement.

Implement a Sales CRM

A sales CRM, like Salesforce or HubSpot, can help your team manage the sales process funnel, track prospects, and automate tasks. It can also provide insights into prospect behavior and help your team personalize their approach to each prospect.

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Train Your Sales Team

Your sales team should have a clear understanding of each stage of the funnel, the key metrics for each stage and how to use the sales CRM tool.

Proper training can help your team work more efficiently and effectively and improve their sales performance. This is a key aspect of sales effectiveness and training.

Continuously Evaluate and Refine

Finally, it is crucial to continuously evaluate and refine your sales process funnel. By regularly reviewing the key metrics and identifying areas for improvement, you can make data-driven decisions to optimize your sales process funnel, keep existing clients engaged and also acquire new ones.

ALSO SEE: Buy-Side Commercial Due Diligence

Sales methodology doesn’t just vary from one industry to another, but also between the different businesses within an industry. That’s why it can be so valuable to have help from an expert third party that thoroughly understands your exact situation.

The Business Builders’ Network is full of handpicked service providers than can help you with this exact challenge.

Karma School of Business Podcast: The Sales Metric Playbook

The BluWave research and operations team knows the best fit for your business before you even contact them, and they’ll make introductions within a single business day.

Contact us when you’re ready to take your portfolio company, or private or public company’s sales effectiveness and training to the next level.

Lighting Company Gains Competitive Edge from Market Study

Service Area: Growth Strategy

Client Type: Portfolio Company

Service Provider Type: Market Intelligence Research Firm

Industry: Manufacturing – Commercial Lighting

The Need

Comprehensive Market Study

A portfolio company specializing in commercial lighting solutions recently appointed a new CEO, who sought help understanding their market and customer channels. The CEO wanted to conduct a comprehensive market study to gain insights into the competitive landscape, target customers and best practices for engaging with distributors and agents as part of its growth strategy.

The Challenge

Understand Customers Better

The client needed a partner to conduct a thorough market study to gain insights into their market and customers. They wanted to understand their competitors, target customers and best practices for engaging with distributors and agents. This required a deep understanding of the value chain for new builds and retrofits, as well as the various players in the commercial lighting industry.

How BluWave Helped

Manufacturing Market Experts

BluWave presented the client with four options within a single business day for conducting the market study. The client selected a digital marketing firm with experience in the manufacturing industry. The service provider conducted a comprehensive market study, including qualitative customer interviews and competitor benchmarking. They also broke down the market into segments and analyzed pricing, value-added, and competitive insights.

The Result

Better Customer Engagement

The market study provided the client with a deep understanding of their market and customers. They gained insights into their competitors, target customers and best practices for engaging with distributors and agents. The study also helped the client identify areas of white space where they could differentiate themselves and win in the market. The client was better positioned to grow their business and secure a revenue stream by expanding their reach to tier 2, 3 and 4 distributors and OEMs.

The service provider’s qualitative customer interviews provided an honest view of the market, including feedback on what makes the client’s competitors differentiated. This allowed the client to refine their strategy and define a game plan to better engage with their target customers. The market study also helped the client develop key selling points and a competitive benchmarking analysis to position themselves more effectively in the market.

Effective B2B Debt Collection Strategies for Improved Cash Flow

May 2, 2023 Brad Gerick

Efficient B2B debt collection practices are essential for maintaining a healthy cash flow and ensuring the growth of a business. In today’s competitive market, many organizations offer generous terms on accounts payable to win over customers.

This approach, however, may not always be sustainable, especially given changing trends and future concerns.

Let’s talk about the importance of B2B debt collection strategies and how partnering with a specialized consultant can lead to improved cash flow and business growth.

CASE STUDY: BluWave Helps Rail Company Collect Overdue B2B Debt

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B2B Collection Challenges

Offering generous terms to customers may seem like a good idea initially, but it can lead to a significant increase in outstanding debts and negatively impact cash flow. As the business landscape evolves, there’s a growing need to develop more effective B2B debt recovery strategies to keep the company financially stable.

Some of the key challenges include:

Lack of Communication

One of the biggest challenges in B2B debt collection is a lack of communication between the business (creditor) and the client (debtor). This can be due to a number of factors, such as the debtor’s unwillingness to cooperate or the creditor’s failure to follow up promptly.

Complex Legal Issues

B2B debt collection can also be complicated by complex legal issues. For example, if the debtor is located in a different state or country, the creditor may need to follow different laws and regulations.

Time-Consuming and Expensive

B2B debt collection can be a time-consuming and expensive process. This is because it often requires multiple phone calls, emails and letters. In some cases, the creditor may also need to hire a collection agency or file a lawsuit.

READ MORE: Why Hire an Interim CFO?

Despite these challenges, there are a number of steps creditors can take to improve their chances of collecting unpaid debts.

Establishing Clear Payment Terms

One of the best ways to prevent B2B debt collection problems is to establish clear payment terms with customers. This should include the due date, any late fees and the process for disputing charges.

Following Up Promptly

If a customer misses a payment, it’s important to follow up promptly. This shows the customer that you’re serious about collecting the debt and that you’re not going to let it go unpaid.

Being Professional and Respectful

It’s important to be professional and respectful when dealing with customers who owe money. This means avoiding threats or harassment.

Using a Collection Agency

If you’ve tried everything else and you’re still not able to collect the debt, you may want to consider hiring a collection agency. They are trained experts who can help you recover your money more quickly and efficiently.

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Benefits of Hiring a B2B Debt Collection Agency

Working with a B2B debt collection agency can provide numerous benefits. These agencies bring expertise in B2B debt recovery, helping your business develop customized strategies and solutions tailored to your unique needs. Additionally, they have access to advanced tools and technology that can improve the efficiency and effectiveness of your debt collection efforts.

READ MORE: Interim CFO for a Financial Crisis

Here are some more specifics around why using an agency is a good idea:

Increased Recovery Rates

Debt collection agencies have a proven track record of recovering debts. In fact, studies have shown that businesses that hire a collection agency are more likely to recover their debts than those that try to collect the debts themselves.

Reduced Stress and Workload

By hiring an expert third party, you can free up your time and resources to focus on other aspects of your business.

Improved Cash Flow

When you recover unpaid debts, you can improve your cash flow and avoid financial problems.

Protection from Legal Liability

Debt collection agencies are familiar with the laws and regulations governing debt collection. This means that you can be confident that they will collect your debts in a legal and ethical manner.

Peace of Mind

Knowing that your debts are in the hands of a professional collection agency can give you peace of mind. You can focus on running your business, knowing that your debts are being handled by a qualified and experienced team.

Steps to Develop an Effective B2B Debt Collection Strategy

Analyzing Current Collection Efforts (1-2 weeks)

The first step in developing a new B2B debt collection strategy is to thoroughly analyze your current efforts. This analysis should identify areas of improvement and evaluate existing customer payment terms. Understanding where you stand in terms of your current collection practices will provide a solid foundation for developing a more effective approach.

Designing a New Collection Strategy (3-4 weeks)

Once you have a clear understanding of your current collection efforts, it’s time to design a new strategy. This process should include setting clear credit policies and terms, implementing a proactive approach to collections and utilizing technology and automation.

Setting clear credit policies and terms can help prevent potential issues down the line. For example, establishing a standard credit application process and conducting credit checks on potential customers can minimize the risk of late payments and defaults. Additionally, offering early payment incentives and enforcing late payment penalties can encourage customers to pay their invoices on time.

A proactive approach to B2B collections means staying on top of outstanding debts and addressing them before they become problematic. This can involve sending regular payment reminders, maintaining open communication with customers, and monitoring their payment history to identify potential risks.

Utilizing technology and automation in your B2B debt collection efforts can streamline the process and save valuable time and resources. For example, using an invoicing software that automatically sends reminders and tracks payments can help you stay organized and improve your overall collection efforts.

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Considering Implementation Support

Implementing a new B2B debt collection strategy may require training and support to ensure a smooth integration with your existing processes. A B2B debt collection agency can help with this, allowing your team adapt to the new strategy and ensure its success.

Tips for Choosing the Right Agency

Industry Specialization and Experience

When choosing a B2B debt collection agency, look for one that specializes in your industry and has a proven track record of success. This will ensure that they understand the unique challenges you face and can provide tailored solutions to address your specific needs.

Transparent Pricing and Fees

A reputable B2B debt collection agency should be transparent about their pricing and fees. Make sure you understand their fee structure and any additional costs that may be involved before signing a contract.

Proven Track Record and Client Testimonials

Before deciding on a B2B debt collection agency, research their track record and client testimonials. Positive feedback from other businesses in your industry can provide valuable insight into the agency’s effectiveness and reliability.

The invite-only BluWave-grade network of service providers only admits resources that have successfully completed multiple positive projects with positive reviews from PE firms, portfolio companies and private and public companies.

Investing in a robust B2B debt collection strategy is essential for the financial health and growth of your business. BluWave’s dedicated Research and Operations team can help you connect with an expert third-party resource to fine-tune your approach to B2B collections, addressing your unique needs and challenges.

Taking the time to analyze your current efforts, design a new strategy and consider implementation support can set your business on the path to improved cash flow and financial stability. BluWave’s R&O team already knows a tailor B2B debt collection consultant with industry specialization, transparent pricing and a proven track record for your exact situation.

Don’t let uncollected debts hold your business back. Begin your journey towards a more effective B2B debt collection strategy today with the help of BluWave’s expert resources, and experience the difference that a PE-grade approach can make for your business.

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Government Contract Outsourcing: Get Proposal Help

May 1, 2023 Brad Gerick

Government contracts are highly competitive and can be difficult to secure without the right expertise. Outsourcing support from legal experts can give companies a strategic advantage, increasing chances of winning lucrative projects.

External consultants offer valuable experience in managing large teams and responding to complex RFPs, working with diverse teams and agencies and developing a winning strategy.

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In addition, experienced legal services can help identify untapped opportunities or ideas, handle increased workload during peak proposal periods and offer guidance for high-value contracts.

Let’s take a closer look at what goes into outsourcing contracts as well as the benefits of doing so.

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Why Companies Outsource Proposal Support

Organizations have various motivations for outsourcing their proposal support. Here are some of the most common reasons:

Experience with Managing Large Teams or RFPs

Outsourcing can provide access to professionals with extensive experience in managing large teams and responding to complex requests for proposals (RFPs), enhancing the overall quality of the proposal.

Experience with Diverse Teams and Agencies

External consultants may possess valuable expertise in working with diverse teams or specific government agencies, increasing the likelihood of a successful proposal submission.

READ MORE: What is Commercial Due Diligence?

Expertise in High-Dollar Proposals

For companies venturing into higher-dollar contract territory, outsourcing to experienced professionals can offer critical insights and guidance.

Identifying Overlooked Opportunities

An outside perspective can help identify untapped opportunities or ideas that might otherwise be missed.

Handling Surge Demands

Outsourcing can alleviate the strain of increased workload during peak proposal periods, ensuring that the quality of the proposal remains high.

Developing a Winning Strategy

An external consultant can provide an unbiased assessment of opportunities and help develop a strategy that maximizes the chances of winning the contract.

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Proposal Services Process

There are three high-level phases to proposal outsourcing: Pre-Proposal, Proposal, and Post-Proposal.

Pre-Proposal

This phase includes proposal strategy assessment, process training and the development of a proposal boilerplate structure and content.

Service providers may also create a repository of proposal content components to streamline the process at this point.

Proposal

During this phase, the third party manages the individual RFP, request for quotes (RFQ) and request for information (RFI) bid/no-bid process. They also handle RFP/RFQ/RFI response management and documentation structure and content development.

Post-Proposal

Finally, the outside resource you hire should conduct a thorough review of lessons learned, update the content repository and prepares for any presentations that might be involved in the process.

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Key Procurement Terms

To navigate the world of government contracting effectively, it is essential to understand key terms:

Broad Agency Announcement (BAA)

A formal process used to request a range of products and services through an evaluation process, potentially resulting in multiple awardees.

Request for Information (RFI)

A semi-formal process for conducting a market evaluation, which does not obligate the government to generate an RFP, RFQ or make a purchase.

Request for Proposal (RFP)

A formal government process for purchasing products and services through a comprehensive evaluation process that typically includes technical, management and pricing components.

ALSO SEE: Commercial Due Diligence: Revenue Streams

Request for Quotes (RFQ)

A formal government process for purchasing products and services on a price basis, which generally has narrowly defined requirements for providers to respond with short descriptions and pricing.

Small Business Innovative Research Program (SBIR)

A program funding small businesses research on defined topics, administered by individual agencies.

Sources Sought

The market research phase of the government procurement cycle, similar to the RFI process. From this step, the government can assess the types of businesses who may be able to meet their requirements and can determine if there is sufficient competition for small business set-aside.

Landing lucrative government contracts is a competitive endeavor. Whether for a private equity firm, portfolio company or private or public company, this is a topic where the right expertise can be just the edge you need.

The Business Builders’ Network is full of handpicked service providers than can help you with this exact challenge.

The BluWave research and operations team knows the best fit for your legal services before you even contact them, and they’ll make introductions within a single business day.

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Fiber Optics Company Building Out Executive Team for New Division

Service Area: Human Capital: Recruiters

Client Type: Portfolio Company

Service Provider Type: Telecommunications-Focused Recruitment Firm

Industry: Telecommunications: Wireless Internet, Fiber Optics

Need

Recruiters in Telecommunications Industry

The CFO of a telecommunications company that specializes in wireless internet needed help building out its executive team for a new division of its business.

Challenge

Specialized executive search firm needed

Looking to better serve its customers, the CFO sought an executive search firm that specialized in telecom and fiber. They saw a big growth opportunity in their market and wanted to move fast to build out its leadership team.

How BluWave Helped

The Business Builders’ Network

After a scoping call with our research and operations team, we presented multiple executive search firms that were experienced serving fiber optics companies.

Result

Specialized firm engaged to build out executive team

One of our most-used service providers was selected to kick off the process of building out the executive team. They signed on for a three-month engagement to help the telecommunications company hit the ground running with its new telecom ambitions.

Colocation Security: Facilities, Services, Meaning

April 25, 2023 Brad Gerick

Colocation Services: Why Use Them?

Colocation services provide businesses with the space, power, cooling and security required to host their IT equipment in a data center. Colo security providers offer a wide range of services tailored to the requirements of organizations of all sizes, from small businesses that may need only a few server racks to large enterprises that require entire data halls.

With cybersecurity as important as ever, it pays to work with information technology experts who can help store and manage your data. Specialized third-party service providers know how to do exactly that, no matter your company’s size or industry.

Let’s talk in more detail about what colocation security is, as well as its benefits.

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One aisle of a colocation security data center. It's dark with blue-green lights reflecting off the floor.

8 Benefits of Colocation Data Center

Improved uptime and reliability: To ensure that your data is always available, colocation data centers have implemented security measures against physical threats, as well as redundant power and cooling systems. This can result in improved uptime for your IT infrastructure.
Reduced costs: Colo services are also a great way to lower costs as it’s much more affordable than building and maintaining your own data center. Colocation providers have economies of scale that you can benefit from.
Improved security: Colocation providers have a strong focus on security, with strict physical and environmental security measures in place, protecting your most sensitive data from unauthorized access, theft or damage.
Enhanced performance: You’ll also tap into high-speed networks and other resources that can improve the performance of your IT systems. This can be important for businesses that need to process large amounts of data or that need to provide high-availability services.
Greater flexibility: Scale your IT infrastructure up or down as needed, so you can easily accommodate changes in your business. Businesses that are growing rapidly or that are facing seasonal fluctuations in demand will find this especially helpful.
Improved compliance: Experienced providers often have experience working with businesses in regulated industries, and they can help you to meet your compliance requirements.
Access to expertise: Each provider’s experts can help you to manage your IT infrastructure. This can free up your internal IT staff to focus on more important projects, such as developing new products or services.
Peace of mind: Knowing that your data is safe and secure in a colocation data center can set your mind at ease. That way, you can focus on running your business without worrying about your IT infrastructure and sensitive data.

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Colo Security Use Cases

Disaster Recovery

By colocating your IT equipment in a colocation facility, you can ensure that your data and applications are always available, even in the event of a disaster. Colocation facilities have redundant power and cooling systems, as well as security measures in place to protect against physical threats. This can help to ensure that your data is always available, even if your primary data center is unavailable.

Compliance

Many industries, such as financial services and healthcare, are subject to strict compliance regulations. By colocating your IT equipment in a colocation facility, you can ensure that your data is being stored and managed in accordance with these regulations.

Colocation providers often have experience working with businesses in regulated industries, and they can help you to meet compliance requirements.

Data Protection

Colocation can help you to protect your data from unauthorized access, theft or damage. Colocation facilities have strict physical and environmental security measures in place, such as 24/7 security guards, video surveillance and fire suppression systems.

Where are Colocation Facilities?

Colocation facilities are located all over the world, in major cities and data center hubs. Some of the most popular locations for colocation facilities include:

North America: The United States and Canada are home to some of the largest and most reliable colocation facilities in the world. Major cities in North America with a high concentration of colocation facilities include:
- New York City
- Chicago
- Los Angeles
- Dallas
- Toronto
- Ashburn
Europe: Europe is another major market for colocation facilities. Major cities in Europe with a high concentration of colocation facilities include:
- London
- Frankfurt
- Paris
- Amsterdam
- Dublin
Asia: Asia is a rapidly growing market for colocation facilities. Major cities in Asia with a high concentration of colocation facilities include:
- Beijing
- Shanghai
- Hong Kong
- Singapore
- Tokyo

When choosing a colocation facility, it is important to consider the following factors:

Location: The location of the colocation facility is important for both performance and security. You want to choose a facility that is located in a low-risk area with access to high-speed networks.
Security: The security of the colocation facility is critical. You want to choose a facility that has strong physical and environmental security measures in place.
Uptime: The uptime of the colocation facility is important for your business. You want to choose a facility that has a high uptime guarantee.
Cost: The cost of colocation can vary depending on the size of your equipment, the level of services you need and the location of the facility. You want to choose a facility that fits your budget.

ALSO SEE: How To Choose Your Tech Stack

Systems Selection & Implementation Resources

What is the Difference Between Cloud and Colocation?

Cloud computing and colocation are both viable options for hosting your IT infrastructure. Cloud computing can offer scalability, cost-effectiveness, and reliability, while colocation can offer more control, dedicated environments and high availability.

Ownership and Control

With cloud computing, you don’t own the physical hardware or infrastructure that runs your applications. Instead, you rely on the cloud provider to manage and maintain the underlying technology.

With colocation, on the other hand, you own and control the servers and other hardware that run your applications. This can give you more control and flexibility over your IT environment, but also requires more management and maintenance from your team.

Scalability

While both cloud and colocation can be scalable, the process is different. With cloud computing, you can easily add or remove resources as needed by adjusting your subscription or service plan with the provider. With colocation, you need to physically add or remove servers and equipment as needed, which can take more time and resources.

Costs

While cloud computing can be more cost-effective than traditional on-premises infrastructure, it’s important to note that costs can vary widely depending on your usage, the services you choose and the provider you use.

With colocation, you pay for the space and power your equipment uses, as well as any additional services like security or maintenance. Over time, the costs of colocation can add up, especially if you need to invest in additional hardware or infrastructure.

Security and Compliance

Both cloud and colocation providers offer high levels of security and compliance, but the responsibility for maintaining that security is different. With cloud computing, the provider is responsible for securing the underlying infrastructure, while you are responsible for securing your applications and data.

With colo security, you are responsible for both the hardware and the applications, which can give you more control, but also requires more resources.

Ultimately, the choice between cloud and colocation will depend on your business’s specific situation. A dedicated third-party resource can be a valuable asset as you consider the pros and cons of each.

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What are the Different Types of Colocation?

Retail Colocation

This is the most common type of colocation, where a company rents space in a data center to house its own servers and equipment. The organization is responsible for the hardware, software and security of its systems.

Wholesale Colocation

A company leases an entire data center or a portion of a data center. The company is responsible for the hardware, software and security of its systems.

Hybrid Colocation

This is a combination of retail and wholesale colocation. The company leases space in a data center to house its own servers and equipment, but the colocation provider also provides some of the services, such as power, cooling and security.

Managed Colocation

The colocation provider also manages the customer’s servers and equipment. This can be a good option for businesses that do not have the resources or expertise to manage their own IT infrastructure.

Carrier-Neutral Colocation

This type of colocation facility offers connections to multiple telecommunications providers, making it ideal for businesses that require high levels of network connectivity and redundancy.

Edge Colocation

This type brings the data center closer to end-users by placing it in smaller, more distributed locations. This can improve latency and reduce network congestion for applications that require real-time processing.

Containerized Colocation

IT equipment is placed in shipping containers that can be transported easily and deployed quickly in different locations. This can be useful for businesses with dynamic infrastructure requirements, such as those in the events or construction industries.

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Colo Rack: What is it?

A colo rack is a specialized cabinet or enclosure designed to house servers and other IT equipment within a colocation facility.

Typically, colo racks are either 42U or 47U in height and come in either an open-frame or enclosed design. While open-frame racks are more affordable, enclosed racks provide a more secure environment for IT equipment.

Colocation racks often come with additional features such as power distribution units (PDUs), cable management systems and security features such as locks and security cameras.

When choosing a colocation facility, it’s essential to select a colo rack that meets your specific situation. Your choice depends on your IT equipment’s size, your budget and your security requirements.

Larger colo racks are more expensive but can provide more space for your equipment. On the other hand, smaller racks may be a better fit for smaller businesses with less equipment or lower budgets. Additionally, you must consider security features to protect your IT equipment from unauthorized access.

The invite-only Business Builders’ Network is full of IT professionals who specialize in colocation services.

Our latest quarterly insights report showed that cybersecurity continues to be a top priority for private equity firms and their portfolio companies. Private and public companies are also investing heavily in this area.

With so much at stake, many companies are turning to expertly matched third-party resources to walk them through colo security services. Our research and operations team works hand-in-hand with the top cybersecurity firms in industries including healthcare, manufacturing, technology and more.

When you’re ready to connect with a niche-specific provider to explore and enhance your colocation security strategy, we’ll be ready to make tailor-made introductions within a single business day.

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Org Chart Planning: Aligning with Growth Strategy

April 24, 2023 Brad Gerick

Are you a business leader looking to take your organization to the next level? Are you struggling to find the right structure to support your growth? If so, you’re not alone.

Many companies struggle with org chart planning, but it’s a critical step in any successful growth strategy.

Let’s explore the benefits of org chart planning and how a senior advisor or consultant can help you create a structure that supports your growth goals.

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What is Org Chart Planning?

Org chart planning is the process of designing an organizational structure that aligns with your business goals. This includes determining the roles and responsibilities of each employee, as well as the reporting relationships between them. A well-designed org chart can help you streamline your operations, improve communication, and increase efficiency.

The Benefits of Org Chart Planning

Improved clarity and accountability: By clearly defining roles and responsibilities, a well-designed org chart can improve clarity and accountability. This prevents confusion and overlap, while ensuring that everyone knows their job.
Better communication and collaboration: The right org chart can improve communication and collaboration by breaking down silos and displaying how different teams and departments interact.
Increased efficiency and productivity: Streamlining procedures and processes can increase efficiency and productivity, saving both time and resources while improving work quality.
Greater adaptability to changing business needs: Flexibility is key in today’s rapidly changing business environment. The right structure design can help your company adapt to changing needs.
Increased employee satisfaction: Org chart planning also gives employees a clear understanding of their role and provides them with the necessary resources to succeed. This can cause greater motivation and productivity.

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How a Senior Advisor Can Help

Creating an effective org chart requires experience and expertise in organizational design. This is where a senior advisor or consultant can be invaluable. A senior advisor with COO/management experience can help you:

Improve your current org chart and identify areas for improvement: An experienced consultant can thoroughly analyze your structure, ensure that it is efficient and align it with business goals. They can also detect any overlapping roles or confusion to eliminate redundancy.
Design a new org chart that aligns with your growth goals: A management pro can identify key areas of focus and design a structure that supports them, creating a flexible org chart that accommodates future growth.

Ensure your org chart supports your company culture and values: An expert in organizational design can analyze your current structure and identifying discrepancies with your mission, vision and values. They can then make sure your updated org chart accurately reflects those priorities.
Guide you on implementing the new org chart and managing change: A skilled advisor can help you communicate the new org chart to your employees and manage the transition process, including addressing any concerns or resistance. Strong communication and the ability to address employee questions and concerns is key.
Manage the transition process: An experienced change management professional identify potential challenges and develop a plan to address them. They can also track the progress of the transition and make any necessary adjustments.

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The Importance of Strategy

Effective org chart planning requires a strategic approach.

Having a clear understanding of your growth goals: Before you begin designing your org chart, you need to have a clear understanding of your growth goals. What do you want to achieve in the next year, three years, five years? Once you know your goals, you can begin to design a structure that will help you achieve them.
Identifying key areas of focus: Once you know your growth goals, you need to identify your business’s key areas of focus. These are the areas where you will need to allocate the most resources in order to achieve your goals. For example, if you are planning to expand into a new market, you will need to allocate resources to marketing and sales.
Allocating resources to support your key areas of focus: Once you have identified your key areas of focus, you need to allocate resources to support them. This means hiring the right people, providing them with the training they need, and giving them the tools and resources they need to be successful.

Creating a Structure for Growth

Your org chart should be designed to support your growth strategy.

Create a scalable structure: Your org chart should be designed in a way that allows you to add new employees and departments as your business grows. This may mean creating a flatter structure with fewer levels of management, or it may mean creating a more decentralized structure with more autonomy for individual teams. There is not, however, a magic bullet for this step.
Build in flexibility: It should also be flexible enough to adapt to changing business needs. This may mean creating cross-functional teams that can work together on projects that cut across traditional departmental boundaries. It may also mean reorganizing to better align with your growth strategy.

Regularly review your org chart: Don’t set it in stone. It is important to regularly review your org chart to make sure that it is still aligned with your top KPIs and while remaining flexible enough to adapt to changing needs.

Org chart planning is a critical step in any successful growth strategy. By creating a structure that aligns with your business goals, you can improve communication, increase efficiency and build a foundation for future growth.

Private equity firms often seek outside help to reorganize their portfolio companies, but private and public organizations can also reap the benefits of a niche-specific senior advisor.

Our research and operations team knows the exact resource you need before you ever contact us, and they’re ready to connect you in less than 24 hours. Reach out now to tap into the invite-only Business Builders’ Network that’s already helped thousands or companies like yours with growth strategy.

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AI Data Analytics: Business Intelligence Tools

April 20, 2023 Brad Gerick

What is AI Analytics?

Artificial intelligence (AI) has emerged as a powerful tool for data analytics in the business world.

AI-driven analytics is the use of artificial intelligence and machine learning techniques to analyze and interpret data. It involves the application of algorithms that can learn from data, identify patterns and make predictions or recommendations based on that analysis.

It’s also a way for organizations and businesses to unlock insights and make decisions faster and more accurately than traditional methods.

“When people are thinking about AI, they’re thinking about the sentient robots that play Go and talk to you,” says Mike Datus* of AI Business Analytics, one of our trusted Business Intelligence & Analytics service providers. “Then there’s this other part of the world which is ‘business’ AI or machine learning, which is really using mathematical models to predict things and find really deep patterns.”

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Let’s explore the benefits of AI for business intelligence and analytics, the tools available and the role of AI data analysts in modern organizations.

AI Analytics vs. Traditional Analytics

Traditional analytics methods involve using statistical techniques to analyze historical data and identify trends and patterns. But they also have limitations in processing and analyzing large and complex data sets.

In contrast, AI analytics methods can process massive amounts of data in real-time, identify complex patterns and make accurate predictions.

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“I think this is something where when we talk about it, the CEOs’ ears perk up,” says Steve Holms, also of AI Business Analytics. “Either because that’s something they thought about, but they thought it was just out of reach, or they’re just like, ‘Oh, I never thought you could do that.’”

AI Analytics Tools

There are several AI analytics tools available for businesses, including IBM Watson Analytics, Google Cloud AI Platform, Microsoft Azure AI and Amazon SageMaker.

These tools, and many others like them, use machine learning algorithms and statistical models to analyze data and provide insights. They also offer features such as natural language processing, data visualization and predictive modeling. They can help organizations improve their decision-making, streamline processes and gain a competitive advantage.

Some of them are proprietary, and only available when you work with an innovative third party.

Datus recalls a food industry client they worked with that reduced shrinkage by 7.5 percent year-over-year.

“What they were traditionally doing was somebody was doing a spreadsheet calculation and looking at the last month and saying, ‘OK, we’re going to do what we did last month,’” Datus says. “But that doesn’t always make sense, because people like making hotdogs in the summer and not in the winter, right? So with an AI model that predicts how much chicken or some food people will want, you can get those numbers dialed in more tightly in simulation.”

They achieved similar results for a private-equity-backed healthcare manufacturing company.

“They make widgets for training doctors and nurses to do hospital procedures,” says Datus. “Because the method before was very traditional, not using advanced mathematics, it could be wildly off, and very often it would get overridden by people’s emotions.”

By giving the AI tools a chance, the medical firm boosted revenue by 5 percent for the year.

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Business Intelligence Uses for AI

Lead scoring is one example of how AI analytics can help businesses prioritize their leads and focus on the most promising ones.“How can we help you stack rank all the leads so you can basically work your most promising leads? How do you be more efficient with your sales team?” Holms says.

AI analytics can predict which leads are more likely to convert and provide personalized recommendations to sales teams.

Churn prediction is another example of how AI analytics can help businesses retain their customers.

“What if we can tell you which one of your customers are likely to unsubscribe in the next three months?” Holms says. “Maybe your customer success team should focus on those right away, right? Because it’s a lot easier to prevent a churn than to, once they churn, try to get them back as a customer.”

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Demand forecasting is also an essential area where AI analytics can help businesses. By analyzing historical data and market trends, AI analytics can predict future demand and help businesses optimize their inventory and procurement processes. This can lead to significant cost savings and improve operational efficiency.

Datus recalls a time when a skeptical CEO they worked with gave their AI model an opportunity.

“We deployed the AI model, and it predicted a massive spike in demand in the near future. The CEO said, “You know what, I’ll swallow the inventory cost, but let’s produce up to what this AI model says.’ It turns out that spike that the AI model predicted gave them another 5 percent revenue for that year,” Datus says. So that’s the power of these things. If you give it the right data and you build it the right way, it can be more accurate and less biased than traditional analytics.”

What is an AI Data Analyst?

An AI data analyst is a professional who uses AI analytics tools and techniques to extract insights from data. They are responsible for analyzing large and complex data sets, developing predictive models and providing recommendations to decision-makers.

AI data analysts should have a strong understanding of machine learning algorithms, statistical modeling and data visualization. They should also have excellent problem-solving skills and the ability to communicate complex ideas to non-technical stakeholders.

AI Business Analytics is just one of the expertly vetted resources that make up the invite-only Business Builders’ Network.

Our research and operations team is ready to connect your PE firm, portfolio company, or private or public company to a niche-specific third party that can help you get up to speed with a artificial intelligence business analytics.

Whether healthcare, manufacturing, technology, retail or any other data-driven industry we know the resources you need before you even contact us.

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*Privacy is important to us. While the source and company name have been changed, these are real quotations from a real service provider in the BluWave Business Builders’ Network.

Q1 2023 BluWave Insights: HR, Tech Take Center Stage

April 20, 2023 Brad Gerick

Every quarter our team analyzes the projects we work on with our 500+ PE firm clients to get a bird’s eye view of the market. We recently compiled our Q1 2023 findings into our BluWave Insights Report. You can request your copy and our client coverage team will be in touch.

Key findings from Q1 ’23 include:

Value creation activity is at an all-time high, matching Q1 2022.
Human capital remains PE’s primary area of focus at 45% of all Q1 activity, also matching an all-time high.
Technology remains a priority at 11% of all Q1 PE activity.

Learn more about the insights we gleaned from Q1:

We can support your value creation needs, human capital needs, technology needs, sales & marketing needs and more.