Need: Value Creation
Interim CFO with Expertise in Commodities, Hedging for Manufacturing PortCo
Industry: Manufacturing
Service Area: Human Capital – Interim Leadership
Client Type: Portfolio Company – Food Ingredients Facility
Service Provider Type: Interim CFO
The Need
Expertise in Financial Management and Hedging
The CFO was leaving a B2B food ingredients portfolio company. The business, with significant operations in commodities and hedging, needed an interim CFO who could navigate the complexities of their financial landscape. This included managing large-scale hedging operations, understanding the impact of hedging on P&L and ensuring covenant calculations were accurate.
The Challenge
Hands-On CFO with Industry Expertise
The company’s operations were intricate, with 85 percent of their capacity for 2023 already booked and hedged. This created a significant exposure on their books, making expertise in commodities and hedging non-negotiable. Additionally, the ideal candidate would be someone who had experience in a private equity environment, understood liquidity and 13-week cash flow, and was more finance-oriented than purely accounting-focused.
How BluWave Helped
Short List of Industry Finance Experts
BluWave leveraged its extensive network to identify a short list of interim CFOs who not only had the required expertise in commodities and hedging but also had a track record in PE environments. The portco and its PE firm selected a candidate with more than three decades of experience, including roles in financial leadership and a deep understanding of the agri-commodity space. Their hands-on approach and willingness to be on-site, even if it meant frequent travel, made them an ideal fit.
The Result
Recipe for Sweet Success
With the interim CFO on board, the company maintained seamless financial operations, ensuring that their hedging strategies were effectively managed and that their financial reporting remained accurate. The temporary executive’s expertise allowed the CEO to focus on other critical aspects of the business, confident that their financial operations were in capable hands.
Targeted Market Research for a Software Technology Company
Industry: Technology – Software
Service Area: Voice of the Customer
Client Type: Portfolio Company – B2B Data Management
Service Provider Type: Market Research Firm
The Need
Specialized Market Research for Master Data Management
A B2B data management portfolio company sought a market research firm to conduct an in-depth survey. Their objective was to delve into market awareness, trends in Master Data Management (MDM) and the perception of various brands in the software industry. With MDM being a pivotal enterprise software tool, understanding its market positioning was paramount.
The Challenge
Quality Insights Within Budgetary Limits
Having previously approached another market research firm, the company found their offerings too costly for the intended survey. The challenge lay in identifying a service provider with profound knowledge of MDM and the capability to target specific roles such as IT, Data Architecture Management and Data Cleaning, all while staying within the budget.
How BluWave Helped
Bridging the Gap with Expert Market Research
BluWave swiftly navigated its vast network to pinpoint a market research firm that not only had a deep-rooted understanding of MDM but also boasted expertise in conducting brand-centric surveys. The chosen firm’s proficiency in targeting the desired roles ensured the survey would resonate with the right audience, making them an ideal match for the portfolio company’s requirements.
The Result
‘Good Partner’ for Great Value
With the support of the handpicked service provider, the portfolio company executed a survey that furnished them with invaluable insights into market awareness, MDM trends and brand evaluations. The research was not only enlightening but also adhered to the company’s budgetary constraints, providing optimal value.
The service provider you selected was both affordable and a good partner for our portfolio company.
-Partner at PE Firm
Transforming Big Data into Actionable Insights for Legal Services
Industry: Professional Services
Service Area: Technology
Client Type: Portfolio Company – B2B Legal Services
Service Provider Type: Business Intelligence, Analytics and AI Firm
The Need
Efficient Analytics for Transaction Lode
A portfolio company in the B2B legal services sector reached out with a specific challenge. They had an Excel dataset with three tabs, each containing 1 million rows of transaction data. Their objective was to create cohort analyses and slice and dice this vast amount of information. Given Excel’s limitations, they needed a more robust solution.
The Challenge
Large Datasets and Tight Deadlines
The company, which offers online legal services to SMB customers, had recently accessed a large transaction database that was cumbersome to manage in Excel. They needed to make use of the new data trove for an upcoming project on a short timeframe. Their previous go-to firm, which used Tableau for data visualization, was unavailable for immediate assistance.
How BluWave Helped
The Right Big Data Connections, Fast
Understanding the urgency and the scale of the data challenge, BluWave tapped into its network to identify a boutique business intelligence, analytics and AI firm with the expertise to handle large datasets efficiently. The selected firm was lauded for its ability to work at “deal speed,” ensuring that projects were completed promptly without compromising on quality.
The Result
Seamless Integration, Insightful Analysis
With the expertise of the selected service provider, the portfolio company successfully integrated their vast transaction data into a more manageable and analyzable format. The firm not only set up the database for easy manipulation but also provided rigorous analysis, offering valuable insights that were highly appreciated by the company’s management team during diligence. The entire process, from initial setup to detailed analysis, was completed within the tight deadlines, ensuring the company was equipped for its key upcoming project deadline.
Their analysis was rigorous, and a company’s management team found their work to be insightful during diligence. They operate at deal speed and frequently work late at night and over weekends to ensure clients receive quality work product on time. I’d highly recommend their services.
-Vice President at PE Firm
Matt Cole’s Route to SBJ Capital ‘A Bit Circuitous’
Matt Cole recently joined the Karma School of Business podcast to talk private equity. The managing director at SBJ Capital spoke with host Sean Mooney about data-based decisions, how he got his start in PE and much more.
Here are some of the top takeaways from their conversation.
3 Takeaways from Matt
1. An Unconventional Route to PE
When asked about his path to the world of private equity, Cole said his journey was atypical.
“Mine is a bit circuitous,” he said. “I feel like it’s a more well-trodden path now and people have to take certain steps and so forth and that was definitely not the case for me.”
Starting in investment banking, Cole transitioned into operations, focusing on understanding the intricacies of making a company successful. His entry into private equity was more opportunistic, stemming from a relationship with a colleague.
He emphasized the importance of his diverse experiences: “It was the right combination of experience that I had to bring banking and operating set of experiences to PE.”
2. Value Creation with a Human Touch
Value creation is at the heart of SBJ Capital’s approach. Matt emphasizes the importance of working closely with family and founder-owned businesses and understanding their unique challenges and opportunities.
“These are family- and founder-owned businesses. They are not looking for someone with necessarily the shiny bulge bracket Wall Street resume to come in and tell them what the next opportunity is with their company,” Cole said. “I think it makes a big difference both in actual experience to be able to say we’ve walked in your shoes and in demeanor and approach for how we present ourselves to these companies and we call them partner companies for a reason.”
For SBJ, value creation revolves around professionalization and accelerating growth. Cole, however, is quick to point out that they approach this with respect and understanding.
“We’ll never come in pretending to know more about that business after a few-month diligence period than the people that have been there for extended periods of time or started that business themselves.”
3. Data and Decision-Making
Cole also stressed the importance of being prepared and adaptable. He highlighted the significance of data in driving business decisions and the potential of emerging technologies like AI.
“Part of the value creation story that I didn’t touch on as much before is the use of data and how are you using data? How are you implementing systems?”
Mooney added the importance of sharing information within a company, especially in founder-owned businesses.
“A lot of times the senior member of the teams don’t even know the revenue of the business or certainly don’t know the full P&L or the balance sheet or the income statement,” he said.
Cole’s transition from investment banking to operations and his adeptness at navigating the complex terrains of the business world make his episode well worth a listen.
When you’re done checking out his episode, head to the main BluWave podcast page for more conversations with business leaders.
Chief Medical Officer Search for Healthcare Services Firm
Industry: Healthcare Services
Service Area: Human Capital
Client Type: Private Equity Firm
Service Provider Type: Executive Search Firm
The Need
Chief Medical Officer with Data Expertise
A private equity firm reached out to BluWave in need of a chief medical officer (CMO) for one of its portfolio companies in the healthcare services sector. The ideal candidate would not only possess the typical expertise of a CMO in healthcare practice and management but also have a deep understanding of population health and clinical data analytics.
The Challenge
Niche Expert in a Broad Healthcare Landscape
The portfolio company provided primary care and mental health services to community-based clinics, specifically serving veterans. These clinics were contracted by the VA and were spread out nationally.
The company was in a unique position. Their previous chief medical officer had recently left, and they were looking to fill the position with a candidate possessing a slightly different skill set. The new CMO would be responsible for managing and leading the clinical outcomes and metrics. A key part of their role would be to improve the analysis of clinical data sets and apply population health theory.
How BluWave Helped
Specialized Search for a Unique Requirement
BluWave’s leveraged its extensive network and industry knowledge to immediately identify executive search firms with the niche expertise required for this role. A short list was presented to the PE firm, which quickly chose the best fit. By understanding the client’s unique situation and the intricacies of the healthcare sector, the firm facilitated a tailored search process, ensuring that the client was introduced to the most suitable options.
The Result
Tailored Match for Continued Success
The search was not only efficient but also aligned with the client’s unique needs, ensuring that the portfolio company was well-positioned for future success with the right leadership at the helm. The new CMO stepped in and, according to the PE firm’s associate VP, made an immediate impact.
Great job searching for an industry-specific provider and very responsive. Appreciated the ability to work on a contingency basis and flexibility in scoping given the unique nature of the search.
-Associate Vice President of PE Firm
Maintaining Rapid Healthcare Services Growth with Specialized CFO
Service Area: Human Capital
Client Type: Private Equity Firm
Service Provider Type: Executive Recruiting Firm – CFOs
Industry: Healthcare Services
The Need
Finance Leader for Rapidly Growing Healthcare Portco
A private equity firm specializing in mid-market investments and family office collaboration approached BluWave with a unique requirement. They were searching for a chief financial officer for one of their portfolio companies in the healthcare services sector. This healthcare firm had experienced substantial growth in recent years, nearly quadrupling its annual revenue.
The Challenge
Operational Disparities Across Locations
The portfolio company had pursued growth through acquisitions and de novo ventures. It operated more than 10 branches, some branded and others unbranded, leading to technological disparities among locations. The main challenge lay in finding a CFO experienced in multi-site healthcare operations, proficient in managing finances in a cash-only environment and skilled at consolidating diverse operations under a unified tech stack.
How BluWave Helped
Specialized Firm To Streamline Search
BluWave quickly grasped the client’s unique requirements and the urgency of their need for a specialized CFO. They leveraged their extensive network and industry knowledge to identify potential executive search firms with expertise in healthcare recruitment. By providing a shortlist of specialized partners capable of addressing the client’s specific needs, BluWave facilitated a streamlined search process.
The Result
Finance Leader with Perfect-Match Skillset
The search firm BluWave placed successfully identified a CFO candidate with the relevant skills and experience. This CFO not only had expertise in multi-site healthcare but also had a track record of managing cash transactions and technology integration. This strategic recruitment met the client’s immediate needs and positioned the portfolio company for continued growth and operational efficiency.
They have done a nice job for us. They have sent us good candidates, been responsive to our questions and requests and helped drive the discussion.
-PE Firm Founder and Partner
Executive Search Firm Needed To Hire Technical Head of BD
Service Area: Human Capital
Client Type: PE Firm
Service Provider Type: Business Development and Sales Executive Recruiting Firm
Industry: Manufacturing
The Need
Sales Executive for Unique Challenge
A private equity firm contacted BluWave in need for an executive search firm to hire a head of business development for one of its portfolio companies. This, however, wasn’t your typical sales role. The company had an exceptionally long sales cycle, sometimes exceeding a year, with numerous stakeholders involved, including engineering and buyers. This role demanded a technical acumen, making it distinct from conventional sales positions. While contingent recruitment was preferred, retained services weren’t out of the question.
The Challenge
Filling Big Shoes of Outgoing Executive
The portfolio company, an investment made in 2017, was a century-old firm operating in the metal stamping industry. It had an engineering-centric approach and had previously relied on a sales individual with a customer service and account management background. This person worked alongside two manufacturing representatives, but three of them had not been productive for years.
In a strategic shift, the company transitioned to collaborating with multiple rep groups and a third-party agency to generate leads. The retiring sales individual had been the key point of contact, handling opportunities from RFQ to closing. As this crucial team member was about to retire, the challenge was to find a replacement capable of understanding the technical aspects, navigating a long sales cycle typical in their industry and building relationships with customers rather than just selling from a catalog.
Reporting directly to the President, this would be the sole sales role in the company. The individual would work as an individual contributor, and there was no immediate need for building a larger sales team.
How BluWave Helped
Knowing the Right Firm To Identify Ideal Candidate
BluWave quickly grasped the client’s requirements and preferences: a versatile candidate who could be a strong utility player in a specialized sales role. Industry-specific experience was also a requirement, as was the ability to work on the road for extended periods.
Understanding the nuanced demands of this role, BluWave identified potential recruitment partners who excelled in placing sales leaders within extended sales cycles in the manufacturing domain. Within a short timeframe, a list of suitable executive search firms was provided, aligning perfectly with the client’s expectations.
The Result
PE Firm, Specialized Recruiter a Perfect Fit
This partnership led to a seamless collaboration between the client and the chosen executive search firm. They were able to select a candidate who not only possessed the technical skills required but also demonstrated a profound understanding of the unique challenges posed by the lengthy sales cycle. This strategic recruitment ensured that the portfolio company had the right leader to navigate this phase effectively.
Overall, I think they had the best understanding of what was needed in a somewhat specialized sales role. Typically, in a process, we will get some amount of odd-ball candidates from a fit perspective, but I thought everyone that they brought us was reasonable. We will very likely use them again.
-Managing Director at PE Firm
Connecting PE Firm with Top Talent for a Vital CFO Role in the Software Sector
Service Area: Human Capital
Client Type: Large Capital Private Equity Firm
Service Provider Type: Specialized Executive Recruiting Firm
Industry: Software Technology
The Need
CFO Search in the Software Sector
A large capital private equity firm, required a new chief financial officer (CFO) for its portfolio company in the software technology sector. This B2B SaaS platform, based on the East Coast, had reached a revenue milestone of nearly $100 million. The task at hand was to identify a highly skilled CFO capable of navigating the dynamic landscape of this technology-driven industry.
The Challenge
Finance Expert with B2B Software Experience
The firm needed a CFO with the right mix of financial expertise, industry knowledge and private equity experience. They also needed to understand the intricacies of the B2B SaaS market, have a track record of success in similar PE-backed businesses and align with the company’s objectives in this critical growth phase. And they needed all this fast.
How BluWave Helped
Knowing the Right Resource for the Job
BluWave provided a short list of executive search firms the next business day. The PE firm quickly selected the best-fit specialized recruiter for the situation. The firm BluWave helped select leveraged their industry experience and history of successfully placing CFOs in similar PE-backed SaaS businesses.
The Result
The Right Leadership at the Right Time
The client and firm were a natural fit, enabling them to choose the best candidate, in a short amount of time. The hired executive not only had the required financial acumen, but also their understanding of the software industry and experience with private equity-backed enterprises. The successful placement gave the portfolio company the leadership it needed to navigate its next phase of growth and development.
I worked with the recruiting firm on a daily basis and was impressed with all three team members.
-PE Firm Portfolio Talent Principal
Matt Cole, SBJ Capital | No One Gets Through Life Unscathed: A Guide to Private Equity Problem Solving
Recruiting a Turnaround CEO for Sporting Goods Manufacturer
Service Area: Human Capital
Client Type: Lower-Middle Market Private Equity Firm
Service Provider Type: Specialized Executive Recruiting Firm
Industry: Manufacturing
The Need
Sporting Goods Transformation
A lower-middle market private equity fund needed new leadership for their portfolio company as the existing CEO was about to step down. The organization, which makes athletic and sporting equipment, sought a visionary CEO deeply entrenched in the sector who also had supply-chain experience in founder-owned businesses.
The Challenge
A Business in Flux
The sporting goods company spanned two vital sectors: basketball goals and recreational center equipment, and working through dealers and installers who are remodeling or building schools. They faced a tumultuous path forward, though. Projects were priced years in advance, resulting in a backlog of low-margin products. Escalating steel prices due to global supply-chain issues exacerbated the difficulties.
How BluWave Helped
Industry-Specific Executive Search Firm
BluWave tapped its invite-only network for a short-list a executive recruiting firms. Their mission was to locate a team who could place a new executive with extensive experience in catering to schools and recreational centers, coupled with the acumen to navigate the intricate supply chain.
The Result
Turnaround CEO Built for the Job
Thanks to the selected firm’s search, an accomplished CEO with a stellar track record in the sporting goods sector emerged as the ideal fit. This visionary leader not only brought industry expertise but also the ability to deftly manage the complex supply chain and tackle pricing dilemmas head-on. The company was not only stabilized, but began to thrive again under its new leadership.
Manufacturing in the Modern Age: Data-Driven Insights into Challenges, Solutions
The manufacturing sector, historically a cornerstone of economic prosperity, is going through a transformation. As we navigate the intricacies of this evolution, data is our compass.
Industry professionals grapple with sourcing specialized talent, particularly on a geography-specific basis. They’re also navigating complex supply chain dynamics, which require both regional and global considerations, and are affected by disruptions and economic fluctuations.
There’s also a pressing need to balance operational challenges with long-term strategic growth, all while integrating technological advancements and ensuring optimal production processes.
Since 2021, BluWave has seen an increase from 61.3 percent of manufacturing activity in value creation (versus due diligence) to 78.6 percent – the highest it’s been since 2017.
Let’s dive into some of the trends driving this and other changes.
The Talent Conundrum in Manufacturing
The manufacturing landscape is shifting, and with it, the demand for specialized talent. A staggering 74 percent of manufacturers cite “attracting and retaining a quality workforce” as a top challenge, according to the National Association of Manufacturers. As the manufacturing sector becomes more specialized, the demand for niche talent has skyrocketed.
Human capital activity is at an all-time high within the manufacturing activity index, accounting for 45.5 percent of all industry projects in 2023. That’s a more-than 500 percent increase since 2017, due to use cases like interim executive searches and specialized recruiters.
Beyond the numbers, there’s a qualitative challenge, too. It’s not just about filling positions but hiring visionaries who can lead in an era of rapid change while balancing granular details with a broader strategic perspective.
In the face of these challenges, manufacturers are seeking partnerships with specialized firms, emphasizing the importance of regional expertise and industry-specific knowledge. The goal is to secure leaders who can drive innovation and navigate the complexities of the modern manufacturing world.
Navigating the Supply Chain Labyrinth
Supply chain disruptions have become the bane of the manufacturing sector, with 45 percent of professionals identifying it as a top challenge, per NAM. The intricate dance of sourcing raw materials, managing inventory and ensuring timely deliveries has become even more complex.
Supply chain management is one of the top use cases BluWave sees within manufacturing operations, with make up more than 18 percent of industry activity.
Effective supply chain management is no longer just about logistics; it’s about ensuring a seamless flow of materials, information and services, all while mitigating risks.
Supply chains have evolved into intricate global networks. Data indicates that disruptions, whether due to geopolitical tensions or unforeseen global events, can have cascading effects. Manufacturers are now tasked with not just managing but optimizing these complex systems, ensuring resilience and adaptability.
The emphasis is shifting from reactive measures to proactive strategies. By leveraging data analytics and predictive modeling, manufacturers can anticipate disruptions, adjust in real-time and ensure that the supply chain remains a strength rather than a vulnerability.
Economic Realities: The Balancing Act
In a world where 56 percent of manufacturers (per NAM) are wary of a “weaker domestic economy,” economic agility is paramount. Manufacturers must be adept at navigating economic headwinds while capitalizing on opportunities. The insights from BluWave’s client interactions reveal concerns ranging from revenue challenges to market dynamics.
That makes agility paramount. With fluctuating markets and the ever-present specter of global events, manufacturers are in a constant state of adaptation.
By understanding market trends and leveraging data-driven insights, manufacturers can identify growth areas, optimize production and ensure they remain at the forefront of industry innovation.
READ MORE: Industrial Pricing: Strategies for Manufacturing Businesses
The Digital Transformation: Beyond the Buzz
The future is digital. A significant 43 percent of manufacturers planned to ramp up their technology spending in 2023, according to Alithya. From optimizing operations to strategic decision-making, technology is reshaping the manufacturing landscape. The emphasis on IT strategy and diligence in client interactions underscores the sector’s tech-driven trajectory. Manufacturers that fail to embrace this digital shift risk being left behind.
Among the top technology-related manufacturing use cases we’re seeing are system selection & implementation, and IT strategy and diligence.
Successful digital transformation, however, requires a holistic approach. It’s not just about technology but about aligning organizational goals, processes and culture with these digital initiatives. Manufacturers must ensure that their teams are equipped with the skills and knowledge to leverage these tools effectively, driving both efficiency and innovation.
READ MORE: Manufacturing Equipment Financing: Machine Loans, Leases
Growth in the Face of Uncertainty
Growth remains a top priority for manufacturers, but it’s a goal fraught with challenges. Data highlights the importance of strategic expansion, ensuring that growth is sustainable and aligned with broader market trends. In an era of uncertainty, it’s not just about growing but growing smartly.
Strategic partnerships play a crucial role in this growth narrative. By collaborating with experts, whether in technology, supply chain management, or market research, manufacturers can tap into specialized knowledge, ensuring their growth strategies are both data-driven and future-focused.
The manufacturing sector is at a crossroads, shaped by technological innovations, economic challenges, and global trends. But with challenges come opportunities. By leveraging data-driven insights and forging strategic partnerships, manufacturers can navigate this complex landscape, driving growth and innovation.
For a deeper exploration of how data-driven insights can shape your manufacturing journey, reach out to our team.