A PE firm VP came to us with an immediate need for an interim CTO for their recent healthcare TPA acquisition. Having recently closed on the portco, they were looking for an individual that could help them remediate and roadmap the company’s tech stack. They urgently needed an individual that could modernize the tech stack and focus on cyber remediation so that the PE firm could then move forward with other value creation plans at the portco. They were in need of someone with coding skills, experience working with TPAs, experience working under HIPPA compliance, and availability to work on site.
Using pre-vetted network, BluWave identified interim CTO’s that met the exact needs of the firm
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade interim CTO needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of interim CTOs that uniquely meet the private equity standard. We interviewed the PE firm to understand their specific key criteria and then identified three select pre-vetted interim CTOs from our invitation-only Intelligent Marketplace that fit their exact needs.
PE firm connected to exact-fit interim CTO for the portco
Within 24 hours of the initial scoping call, the PE firm was introduced to the first identified exact-fit interim CTO for their needs. After being presented with the select few options, the client selected their ideal choice. The PE firm was able to confidently engage the individual who immediately began road mapping and remediating the portco’s tech stack, allowing the PE firm to quickly move forward with further value creation plans.
As part of an ongoing series, we’re sharing real-time trending topics we are hearing from our 500+ PE firm clients. In our most recent installment, one of our Managing Consultants, Keenan Kolinsky, talks about one of the ways private equity firms are responding to The Great Resignation – Interim Executives. He shares why the need for interim executives is rising in private equity, how they can be used, and why they are beneficial especially to PE firms.
Interested in learning more about interim executives, how our clients have utilized them, and how we help? Check out our Interim Executives Hub to find case studies, scorecards, and more.
You can also learn more from Keenan in the video below.
Interested in connecting with an interim executive? Contact us here or click the “start a project” button above. We would be happy to promptly begin assisting you.
Large Cap firm needs ERP consultant with industry expertise
A VP at a Large Cap firm came to us with a critical need for an ERP consultant for one of their portcos. Since the acquisition, the PE firm knew that the company’s disjointed tech stack would need to be integrated. The portco CFO’s role specifically was lacking efficiency due to the lack of integration between systems, so the firm urgently needed an ERP consultant with industry experience that could help select and implement the new system. Knowing how critical this project was to advancing the portco CFO’s performance, he was quickly looped in as the decisionmaker.
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade ERP selection & implementation needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of ERP consultants that uniquely meet the private equity standard. We interviewed the PE firm and portco CFO to understand their specific key criteria and then introduced them to three select pre-vetted firms that specialized in ERP selection & implementation from our invitation-only Intelligent Network that fit their exact needs.
Firm engaged ideal choice to select and implement an ERP
Within 24 hours of the initial scoping call, the PE firm was presented and introduced to the three select firms. All firms not only had a deep knowledge of ERPs but also had specialized experience in selecting and implementing ERPs for businesses in the construction industry. The portco CFO had follow-up calls with each of the firms in order to make a final decision and selected their ideal choice. They got started right away on successfully selecting and implementing an ERP for the portfolio company.
The COVID-19 pandemic accelerated our world’s digital transformation and has made businesses increasingly more virtual. In a tech-driven world, cybersecurity is vital to a business’ success, and it’s an area that is constantly evolving as the tech landscape shifts with new advancements. In fact, in 2021, we saw IT strategy land the number 6 spot in the BluWave Value Creation Index, signifying that cybersecurity was a top area of focus for PE firms, their portfolio companies, and proactive companies.
Staying up to date with the latest and greatest in cybersecurity is a full-time job that most companies don’t account for, causing many to fall short in digitally protecting their business. Thankfully, there are service providers out there that can take on this vital job for you and take care of your cybersecurity needs.
Curious what you may not be doing that you need to be? Trying to determine whether or not third-party cybersecurity expertise is something you need? Check out the PDF below to discover the 10 most common cybersecurity gaps companies face and how to avoid them.
If any of these gaps resonate with you, it may be time to connect with a third-party provider. We have a deep bench of PE-grade, pre-vetted service providers with specializations across various industries that we would be happy to connect you with – contact us here or use the “Start a Project Button” in the top banner.
Interested in learning more about how we can help with firms’ and companies’ digital and IT-related needs? Check out the below case studies:
As part of an ongoing series, we’re sharing real-time trending topics we are hearing from our 500+ PE firm clients. In our most recent installment, one of our Private Equity Consultants, Ryan Perkins, talks about the significant upswing COVID caused in the price of inputs. He shares two approaches companies can take in order to solve for this challenge, the negative impacts of each approach, and how BluWave can help in these scenarios.
Ryan gives an example of how we recently helped a high volume CPG business update their pricing across their product set, stay competitive with their eCommerce counterparts, and grow margins across their portfolio.
You can read another example of how we’ve helped a client with pricing strategy in this case study.
Learn more in the below video.
Do you need to get connected to a pricing analysis consultant or any other third-party resource? Be sure to click the “Start a Project” button above, or contact us here and we would be happy to get started in assisting you.
As part of an ongoing series, we’re sharing real-time trending topics we are hearing from our 500+ PE fund clients. In our most recent installment, our consulting manager, Scott Bellinger, talks about why we have seen an increase in go-to-market & growth strategy needs and how we are supporting clients with those. He shares that growth strategy is continuously increasing, with GTM being the third most used Value Creation use case in 2021, according to the BluWave Value Creation Index.
One of the most common ways we are helping clients with growth strategy needs is by connecting PE funds and their portfolio companies to senior advisors and consultants that can help them expand their reach outside of their current established market.
You can read another example of how we’ve helped a client with a go-to-market need in this case study.
Learn more in the below video.
Do you need to get connected to a GTM or growth strategy resource? Be sure to click the “Start a Project” button above, or contact us here and we would be happy to get started in assisting you.
Every quarter our team analyzes the projects we work on with our 500+ PE fund clients to get a birdseye view of the market. For Q4 of 2021, we not only pulled together our quarterly insights but also analyzed year-over-year trends dating back to 2019 to gain a deeper perspective (grab your copy here).
Key findings from our annual analysis included a sharp increase in the rise of human capital activity and rebounding of operational investment post-COVID.
Learn more about the insights we gleaned from the report by watching the video below.
Critical need for specialized recruiter for international hires
A PE firm VP came to us with a critical need for a specialized recruiter for their fintech portfolio company. As part of their growth strategy for the portco, they were gearing up to expand into more geographies, so they were in urgent need of language supports that could join their sales team. With expansion into the new markets happening later that year, the PE firm urgently needed a temporary recruiter that could hire 10-12 low-level sales individuals that had finance knowledge, fluency in foreign languages, and were located in the Chicago area.
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade recruiting and staffing needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of recruiting and staffing 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 recruiting firm from our invitation-only Intelligent Network that fit their exact needs.
Engaging the recruiting firm, the portco successfully hires staff and expands internationally
Within 24 hours of the initial scoping call, the PE firm and portfolio company were introduced to a PE-grade recruiting firm that had extensive experience in recruiting sales individuals in the fintech industry. The PE firm was able to confidently engage the recruiter and ultimately successfully hire the individuals they needed in order to have full support as they expanded their geographic reach.
Charlie Gifford co-founded private equity firm New Heritage Capital in 2006, and has been investing in founder-owned, lower middle-market businesses for 22 years. He leads the firm’s origination practice, focusing his efforts on generating new investment opportunities and developing and maintaining intermediary relationships. In addition to his passion for the New England Patriots, Gifford is a strong believer in the concept of capital-and-thought partnerships for the companies in which his firm invests. The result: incentives for both founders and investors pointing in the same direction.
I caught up with him to get his take on everything from identifying the right-fit investments and what makes a great partner, to why expertise matters and the opportunities ahead for PE in 2022.
Sean Mooney: You co-founded New Heritage Capital in 2006, what was the genesis of founding the firm?
Charlie Gifford: I met my two current partners in 1999 while working for our predecessor firm. As that firm grew and began to move upmarket, the three of us were still interested in partnering with founder-owned businesses that had yet to access the institutional capital markets. Furthermore, we wanted to continue the model from our predecessor firm—one that incentivized all-star founders to stay on board for three to five years to help us grow the business. We wanted to be a capital partner and a thought partner to these founders. So, we essentially do an equity recap where the owner’s met their liquidity objectives, but we also allow the business owner to remain in control. Of course, the ultimate goal is to achieve superior returns for our investors, and we inherently believe the best way to do that is to identify bullish founders—owners who are interested in maintaining control post-close, and who are motivated by what we call “long term greed,” not just “short term greed.”
SM: You have a unique approach to investing called The Private IPO®—can you talk a bit about that, and how it’s differentiated from other forms of investment?
CG: I always like to point out that in the public markets you wouldn’t want to invest in a company where all the board members and executives are selling their shares. But in private equity, this is the standard model. A company gets acquired and as soon as a day later all the key executives can be laid off. This is counterintuitive to how great companies are built. We think it’s better when the founder is voting with their wallet and not their feet. In this way, we attract a self-selected cohort of maniacal owners who want to stay on board, want to remain in control, and are dedicated to growing their business.
In our Private IPO® solution, we provide significant up front liquidity for founders but also let them keep more control and earn a big piece of the upside. The founders we partner with come for the control piece, but they stay for the equity structure on the backend. If the business meets its growth targets, then they get a huge equity stake on the backend. As their partner, we help them to develop a growth strategy that allows them to double, triple, and even more in size, maximizing that backend equity value for everyone.
SM: What do you look for in a good investment, or partner? In other words, how do you identify founder-owned businesses that are the right fit for both New Heritage and the founder-owner?
CG: Interestingly, one of the very common traits we see in our partners is the individual that has worked at a large strategic competitor in their industry. They have grown a little skeptical about the prospects of growth: perhaps the company has taken their eye off the ball, isn’t innovating, or doesn’t treat the employees well. These founders have identified a clear market opportunity, so when they spin out of their current company they immediately begin to take market share by offering a better service or product. This new company is more nimble and meets the needs of their customer base more effectively.
SM: How do outside experts and advisors play a role in your business?
CG: If we look at the concept of market efficiency (where we are now versus 1999) there used to be no such thing as market networks. PE funds were left trying to figure out every detail out and conduct diligence on their own. The market is extremely competitive right now, particularly in terms of full-time talent; but the ability to call on BluWave for specialized project needs or interim executive talent means you have a better shot at not getting beat to the punch. In general, we are all attracted to growth, strong management, and industry tailwinds; but without the ability to get smart fast, it’s near impossible to be competitive.
SM: The pandemic certainly changed business as usual. What is the biggest lesson you’ve learned from the past two years? How has it affected your future outlook?
CG: One of the benefits of being a 15 person firm, many of whom have worked together for over a decade, is that there is a real comfort level in being candid, and a true sense of “all for one and one for all.” Everyone at the table has a voice. Our approach is collaborative and collegial. So, when the pandemic hit, we worked remotely for six months; but people wanted to come back to the office as soon as it was safe to do so. We inherently believe that this is an apprenticeship business and you learn by watching and doing. As for the future outlook, we think it’s bright. Our companies managed through COVID very well and the resiliency of the private markets has been incredible. We see strong earnings and strong deal flow in 2022.
SM: What are some major PE themes you’ve seen in 2021 that you think will have implications for next year (and possibly beyond)?
CG: For starters, PE will likely continue to pay up for good companies, and will be forced to close quicker with fewer contingencies. But I am just waiting for the music to stop, because things cannot go up and to the right forever. Having said that, it does say a lot about our country that our economy is still robust given all of these economic challenges created by the pandemic.
One common refrain we will continue to hear is the difficulty to attract workers and rising cost of labor. Due to this “missing middle”, prospecting and rainmaking has suffered somewhat, because everyone is working tirelessly on the necessary tasks to close deals in advance of year end.
SM: Now for the most important question: How do you really feel about Tom Brady leaving the Patriots?
CG: When you’re talking about the GOAT it’s hard not to wish him well, given the fact he always did what was in the team’s best interest by accepting a below-market contract. What he’s accomplished is truly remarkable. That said, I’m a Pats fan first and a Brady fan second, and now Belichick seems to be having the team playing it’s best football of the season around the holidays after a rough start– a true telltale sign of a Belichick coached team. It looks as though America’s worst nightmare is back…without Brady this time.
Food and beverage portco critically needs procurement consulting group
A PE firm VP came to us with a critical need for a raw materials procurement strategy consulting group for their food and beverage portco. Having recently acquired the platform that was growing rapidly, they needed a group that could develop and implement a sophisticated purchasing and procurement strategy for them. With COVID and inflation leading to supply chain issues and fluctuating prices on their raw materials, they urgently needed a procurement expert with experience in PE & this section of the food and beverage raw materials market that could dig into the numbers and create a tactical plan.
BluWave identifies procurement group to match firm’s specific needs
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade procurement needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of procurement consulting groups and individuals 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 procurement group from our invitation-only Intelligent Network that had the exact industry experience they were looking for.
Firm engages provider and begins developing procurement strategy
Within 72 hours of the initial scoping call, we connected the PE firm with the exact procurement group that they needed. The PE firm was able to confidently engage this group and quickly help the portco get on track with their procurement strategy while also cutting unnecessary costs in the supply chain.
An LMM PE firm ops partner and portco CFO came to us with a critical need for an IT Managed Services Provider (MSP) that could optimize and monitor the portco’s needs in the Azure development space. With past reliance on a small team that set everything up in Azure, their systems were in desperate need of optimization and 24/7 monitoring in order to ensure that no issues were occurring. They were in critical need of an MSP that had knowledge of the insurance business, was familiar with systems working for both internal and external users, and could understand how to use and integrate with APIs.
BluWave uses pre-vetted network to find top MSPs
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade MSP needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of MSPs that uniquely meet the private equity standard. We interviewed the PE firm and portco leadership to understand their specific key criteria and then introduced them to two select pre-vetted MSPs from our invitation-only Intelligent Network that fit their exact needs.
Firm and portco confidently engage with ideal provider
Within 48 hours of the initial scoping call, the PE firm and portfolio company were introduced to two PE-grade MSPs that had the exact expertise they were looking for. As the decisionmaker for the project, the portco CFO selected their ideal choice. The portco was able to confidently engage the provider without wasting time or cost and rest assured that their services were running correctly thanks to the provider’s 24/7 monitoring.
Interim CFO needed for post-close accounting support at portco
A CFO at a PE-backed consumer products portco came to us with an urgent need for post-closing accounting support for an add-on acquisition the firm was about to close on for the portco. With the add-on about to close, there was an immediate need for an interim CFO that could translate the target’s accounting to align with GAAP, help with monthly closes, prep for audit, begin budgeting, and more. The portco CFO quickly needed an interim CFO for the new add-on that had small company experience, analytical skills, industry experience, and who was available to be onsite for the interim work.
BluWave quickly identifies exact-fit interim available to work
Leveraging our founder’s 20 years in private equity, we have extensive frameworks for assessing PE-grade interim CFO needs. BluWave utilizes technology, data, and human ingenuity to pre-map, assess, monitor, and maintain deep pools of interim CFOs that uniquely meet the private equity standard. We interviewed the portco CFO to understand their specific key criteria, and then connected the client with two select pre-vetted interim CFOs from our invitation-only Intelligent Network that fit their exact needs.
Client selects ideal candidate to ensure smooth transition with add-on
Within 24 hours of the initial scoping call, the portfolio company CFO was introduced to two PE-grade interim CFOs that specialized in helping companies close books when undergoing a PE add-on acquisition. The client selected their ideal choice. The portco CFO was able to confidently engage the interim resource without wasting time or cost and gain the extra pair of hands he needed to ensure the add-on went smoothly.
