Deal Sourcery

Lane Rankin, Founder of Illuminate Education, joins us to share his incredible journey from educator to EdTech entrepreneur. Along the way, he reveals the secrets to engaging founders, the importance of genuine human connection in private equity, and his vision for a more supportive future for the industry.

If you’ve ever found yourself becoming frustrated with the impersonal, transactional nature of private equity outreach, this episode is definitely for you as Lane exposes the flaws in traditional approaches and champions a new era of relationship-driven dealmaking.

Join us today and discover how prioritizing shared values, vulnerability, and authentic curiosity can unlock unprecedented levels of trust and lead to mutually beneficial partnerships.

Key Insight [0:46:46]: "I really am focused on how do I continue to be a good elder...being someone that's helpful to people that are trying to do good things in the world." Learn how to shift your mindset from pure profit to purpose-driven investing as Lane shares his criteria for selecting ideal business partners.

Potential Pitfall [0:04:31]: "My first impression, honestly, was just hardcore money people...pretty cutthroat. Didn’t really care about the founders, didn’t really care about the products, just really cared about how much money can we make and how fast can we make it." Lane addresses the common fear of founders losing control and purpose when partnering with private equity, offering insights into how to identify firms that prioritize long-term value creation.

Strategic Approach [0:32:03]: "Four meetings. Four LOIs. That's it right there." Lane reveals how targeted outreach, based on deep research and genuine connection, can dramatically improve your success rate in deal sourcing. Discover how to identify your ideal partners and craft compelling outreach that resonates with their values and aspirations.

Practical Tip [0:54:01]: "If you were to look at my contacts right now...I know everybody's...birthday anniversaries, kids names...Because when I get back on the phone with that person, I'm going to be like, ‘Hey, last time you mentioned...’" Lane emphasizes the power of remembering personal details to foster deeper connections. Learn how this simple yet powerful tactic can differentiate you from the competition and build lasting relationships.

CHAPTERS:

00:00 - Guest Introduction: Lane Rankin

01:18 - Early Private Equity Exposure

05:14 - Evaluating Private Equity Partners

10:32 - Evolution of Private Equity Outreach

19:46 - Partnering with Insight Partners

25:02 - Human Connection in Deal Sourcing

33:02 - Data-Driven Sourcing Precision

40:20 - Authenticity in Business Relationships

0:45:46 - What the future holds for Lane

0:48:37 - Lane’s ideal business partner

0:50:36 - Building relationships with high quality CEOs

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

Lane Rankin: https://www.linkedin.com/in/lanerankin/

Illuminate Education: https://www.illuminateed.com/

In this episode of Deal Sourcery, Matt and Dan explore one of the biggest challenges faced by private equity firms: creating a predictable, repeatable, and scalable deal sourcing strategy. Together, they dive deep into the cyclical nature of deal flow and discuss actionable solutions for firms to establish more consistent deal pipelines. The conversation emphasizes the role of business development in driving predictable deal sourcing, the importance of setting measurable targets, and how firms can hold their teams accountable for performance.

Matt and Dan also cover the importance of aligning sourcing efforts with firm-wide goals and how to measure the right metrics—focusing on outputs over inputs. They offer practical advice on managing deal pipelines with granular stages to improve capital deployment, and discuss how stronger relationships with investment bankers can lead to better deal coverage and deal flow success. Tune in for this in-depth look at business development strategies, goal-setting, and accountability, and learn how private equity firms can elevate their deal sourcing performance to achieve long-term success.

Episode Highlights:

00:00 Intro

00:53 Challenges in Consistent Deal Sourcing for Private Equity

02:43 Importance of Dedicated Business Development Roles

03:19 Setting and Measuring Goals in Private Equity Firms

05:23 Linking Goals and Accountability in Deal Sourcing

07:43 Defining Key Metrics

10:52 Managing Top Prospects Through the Funnel

13:18 Measuring Quality Over Quantity in Outreach

14:38 Outputs That Drive Sourcing Performance

16:02 Determining Outputs Based on Investment Strategy

18:46 Focusing on Volume and Velocity for Add-ons

20:28 Effective Banker Coverage for Deal Sourcing

22:47 Benchmarking Deal Visibility with Industry Data

23:39 Setting Accountability in Sourcing Teams

25:07 Evolution of Private Equity Banker Relations

26:55 Future of Investment Banking with Tech Integration

30:54 Goal Setting and Accountability in Sourcing Teams

35:40 Setting Individual vs Team Goals for Sourcing

39:28 Tailoring Goals to Seniority and Experience

40:34 Keeping Teams Accountable for Sourcing Goals

49:44 Avoiding Meeting Pitfalls in Sourcing

51:25 Shifting Meeting Focus for Effective Accountability

53:23 Encouraging Best Practice Sharing and Problem Solving

53:52 Using Leadership Influence to Support Junior Team Members

Key Takeaways:

"Private equity firms struggle with unpredictable deal flow. They want consistent, repeatable sourcing."

"Set targets and measure against them. Accountability is key for predictable deal flow."

"Most firms don't apply sales best practices internally. It's time to hold sourcing accountable."

"Focus on outputs, not just inputs. Measure results, not just activities."

"Pipeline stages need granularity. More stages mean better tracking and accountability."

"Align firm and sourcing goals. Measure what matters to your strategy."

"Banker relationships are crucial. They now choose buyers, not the other way around."

"Meetings should drive accountability, course correction, and support. Not just readouts."

"Annual goal setting, quarterly corrections, monthly updates - keep progress visible."

"Use meetings for problem-solving, not just reporting. Focus on moving top prospects."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Bill Nunan, seasoned private equity expert with extensive experience working across multiple verticals and current CEO of Lexipol, joins the podcast today to share his deep knowledge of the private equity world. Along the way, he offers a clear explanation of what it means to be a private equity operator, the evolution of best practices, and how these changes have shaped today’s business landscape. Bill emphasizes the importance of strategic planning, particularly in the context of add-on acquisitions, and the value of building strong relationships with founders.

Our guest also discusses how to manage daily priorities, focusing on achieving destination economics while balancing the challenges that come with mergers and acquisitions. He shares actionable advice on the collaborative nature of private equity, explaining how operators and sponsors can work together to create long-term value through strategic partnerships. The conversation as shared here today highlights the importance of developing a platform story to guide business strategy and concludes with key insights on building effective teams and managing deal sourcing relationships. For anyone navigating the fast-paced world of private equity, this episode delivers essential strategies for success from a proven industry leader.

Episode Highlights:

00:00 Intro

04:38 Transitioning from Public to Private Equity

05:45 Evolution of Best Practices in Private Equity

06:50 Role of a Private Equity Operator Explained

09:52 Daily Responsibilities of a Private Equity Operator

11:42 Focusing on Destination Economics for Growth

14:46 Importance of Strategic Planning for Add-On Acquisitions

18:24 Collaborative Approach Between Sponsors and Operators

22:28 Key Concerns of Founders During Add-On Acquisitions

24:55 Framework for Managing Deal Sourcing Relationships

29:11 Managing Simultaneous Deal Pursuits

32:42 CEO’s Role in Add-On Acquisition Strategy

36:51 Building a Platform Story for Business Strategy

39:41 Defining a Strong Platform Story for Market Positioning

41:18 Lexipol's Global Mission in Public Safety Management

43:22 Advice for Deal Sourcing and Building Relationships

44:59 Changes in Deal Sourcing Over Time

46:12 Best Practices for Effective Deal Sourcing Outreach

49:28 Private Equity as a Pervasive Business Model

52:41 Building and Leading Powerful Teams as a CEO

53:42 Traits of Effective Private Equity Partners

55:41 The Importance of Collaboration Between Operators and Sponsors

Key Takeaways:

"A private equity operator is hired to deliver destination economics. Growth in EBITDA is the mission. Challenges don't change that."

"The secret to success is building a powerful leadership team. Develop opportunities for the organization."

"Prioritize actions that drive the biggest impact."

"A good platform story creates uniqueness and differentiation. It defines a space you can own."

"Private equity is pervasive. Study it, become an expert. It's different from founder-led or public companies."

"Building powerful teams is my greatest strength. Invest time in developing leaders and making them successful."

"Strong relationships with founders buffer tough moments in deals. They help align post-transaction expectations."

"The rigor of an M&A plan is crucial. Define your targets and dismiss what doesn't fit your strategy."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.coastalpartners.co/

Bill Nunan: https://www.linkedin.com/in/billnunan/

Rod Jimenez, CEO of Sceptre Hospitality Resources (SHR), joins the podcast today to share his experience and insights on driving technological innovation in the hospitality industry. He reviews some of SHR’s history as well as its recent strategic partnership with Access Group and Guestline, highlighting how their AI-powered solutions and automation streamline hotel management. He explains how, with SHR’s unified platform, hotels can optimize guest booking, revenue management, and distribution across multiple channels.

Rod also emphasizes the importance of building strategic partnerships, including private equity, to drive long-term business growth in the hotel industry. Today’s episode is filled with essential insights into how the future of hospitality tech is shaping the industry, and how SHR fulfills its role as an industry leader, helping hotels succeed through innovation.

Episode Highlights:

0:00 Intro: Hotel Tech M&A & SHR's Access Partnership

1:15 SHR's Growth Story: Hotel Management Technology

2:21 SHR's Hotel Tech Stack: Unified Application Suite

4:38 Private Equity in Hotel Tech: First Experiences

5:04 Early-Stage Founder & PE: Conversations & Deal Sourcing

6:00 Strategic Investor Partnership: SHR & Singapore Investor

9:00 Finding the Right PE Partner: Alignment & Outcomes

13:00 How Many PE Firms Should a Founder Talk To?

14:30 Filtering PE Outreach: Identifying Genuine Interest

15:30 Serent Capital & SHR: Building a Relationship

17:00 Relationship Building in M&A: Why It Matters

21:56 Effective PE Outreach: Engaging Founders Like Rod Jimenez

22:17 Responding to PE Outreach: A Founder's Perspective

27:30 Inbound M&A Interest: How Much is Normal?

28:42 Increased PE Interest: Timing & Market Dynamics

30:00 Tracking PE Conversations: A Founder's Process

30:31 What Founders Look for in PE Investors

35:00 PE Engagement Techniques: What Works for Founders

39:00 Private Equity Due Diligence: Approaching New Industries

42:30 The Right Time for a PE Deal

45:48 Post-Acquisition Integration & The Future of Hotel Tech

49:17 The Value of Private Equity: A Founder's Perspective

49:31 Private Equity Boards: Impact & Strategic Growth

53:27 Deal Sourcing Tips for Private Equity Professionals

59:34 Private Equity Defined: Optionality for Founders

59:44 Connect with Rod Jimenez

Key Takeaways:

"Build trust and be genuine."

"Approach with curiosity, not false conviction. Be honest if you don't know the space."

"In private equity, character trumps everything.”

"The value of a board is in collective wisdom and pushing you to grow."

"Don't stretch your expertise. If you don't know, just say you're curious to learn."

"Optionality is key in private equity. It provides choices for founders."

"The real work starts after the transaction. Focus on integration and delivering on expectations."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Rod Jimenz: https://www.linkedin.com/in/rodrigojimenez/

SHR Group: https://shrgroup.com/

Coastal Partners: https://www.coastalpartners.co/

In today’s episode, Matt and Dan break down compensation structures in private equity, focusing on sourcing professionals and business development (BD) teams. They emphasize aligning base, bonus, and carry structures to drive scalable capital deployment and discuss how discretionary bonuses and performance-based incentives ensure long-term success. The episode also covers salary ranges across experience levels and highlights the growing importance of BD professionals in shaping firm outcomes.

As private equity compensation trends evolve, our hosts outline how aligning incentives with firm goals builds high-performing sourcing teams. From base salary to carry structures, they offer a roadmap for creating competitive, results-driven compensation plans. In today's competitive landscape, firms that implement these strategies will lead in talent acquisition and capital deployment. You can’t afford to miss this must-hear episode packed with crucial insights for thriving in private equity business development.

Episode Highlights:

00:00 Understand Differences in Private Equity Compensation Structures

01:22 Break Down Base, Bonus, and Carry for Sourcing Roles

02:31 Identify Standard Compensation for BD Professionals

03:40 Review Base Salary Ranges for Sourcing Professionals

05:48 Balance Base Salary and Bonus for Maximum Performance

06:49 Differentiate Between Junior, Mid-Level, and Senior Tiers

07:18 Adjust Bonus Structures Based on Experience

09:00 Set Clear Expectations for Base Salary and Bonus

10:50 Structure Discretionary and Performance-Based Bonuses

11:09 Implement Common Bonus Structures

12:42 Tie Discretionary Bonuses to Firm Performance

14:54 Incentivize Sourcing Teams

16:50 Adopt Performance-Based Bonuses for Larger Teams

18:01 Use Common Performance Metrics to Drive Compensation

19:06 Decide on Flat or Percentage-Based Bonuses

21:12 Distinguish Proprietary vs Banker-Sourced Deal Compensation

23:20 Clarify Add-On vs Platform Deal Bonuses

25:50 Align Sourcing Compensation with Lehman Fees and Buy-Side Origination

27:50 Embrace the Evolution of BD Compensation in Private Equity

29:04 Bridge the Gap Between BD and Deal Team Compensation

31:00 Offer Carry Compensation for BD Professionals

35:15 Use Equity in Sourced Companies as an Incentive

37:37 Incorporate Team Bonuses into BD Compensation Plans

40:29 Tailor Carry Packages to Attract Top Talent

44:10 Plan for Long-Term Carry and Vesting

48:08 Adapt Sourcing Compensation to Firm Goals

50:44 Prepare for the Future of BD Compensation in Private Equity

52:59 Structure Compensation to Build a High-Performing BD Team

59:51 Apply Best Practices for Performance-Based BD Compensation

01:02:57 Negotiate and Maximize Your Compensation in BD Roles

Key Takeaways:

"Not every private equity firm is the same. Maybe they're value-focused, or maybe they're a bit more patient. All of that influences compensation structure."

"In years where folks have success, the bonus can far surpass their base salary."

"The three main pieces of private equity compensation are base salary, bonus, and carried interest or equity."

"In years where folks have success, the bonus can far surpass their base salary."

"The BD function is maturing. Compensation is growing, and the gap is narrowing between BD professionals and their deal team counterparts."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Coastal Partners: https://www.coastalpartners.co/

Kate Hopkins, Founder and CEO of OneGuide, joins hosts Matt Rooney and Dan Herr here today to explore the pivotal role of portfolio operations in private equity. Kate shares valuable insights into how portfolio ops teams not only enhance value for portfolio companies but also generate new deal flow and sourcing opportunities. By leveraging network content, building automated tech stacks, and hosting impactful events, private equity firms can optimize their portfolio operations to fuel growth and outperform competitors.

The discussion emphasizes key strategies like using content and events to drive engagement, building efficient sourcing tech stacks, and training business development teams with portfolio data to gain a competitive edge. Kate also stresses that portfolio operations can help firms differentiate themselves by showcasing value beyond capital, which is crucial in winning competitive deals. Whether through virtual events or leveraging advisory networks, the conversation provides practical advice on how private equity firms can maximize portfolio growth without significantly increasing full-time headcount. Today’s episode offers a detailed roadmap for integrating portfolio operations into sourcing processes, highlighting the evolving importance of advisory boards and network utilization in private equity.

Episode Highlights:

00:00 Portfolio Apps: Choosing Efficiency Over Heaviness

01:07 Use Content and Events to Drive Better Deal Flow

01:27 Scale Portfolio Ops as Portfolios Expand

02:27 Efficient Portfolio Ops: Using Non-FTEs and Experts

04:35 Implement Best Practices in Portfolio Operations

05:17 Navigating Portfolio Growth Amidst Increasing Competition

07:47 Portfolio Ops: Key to Winning Competitive Deals

12:07 Leverage Portfolio Data to Engage Prospective Companies

16:14 Apply Sales Enablement Tactics to Boost Sourcing

19:50 Train Sourcing Teams with Portfolio Insights for Impactful Outreach

20:46 Engage Prospects with Events Powered by Portfolio Ops

24:05 Merge Product Marketing Strategies with Portfolio Ops for Sourcing

25:29 Tap Into Your Portfolio Network for Strategic Deal Sourcing

30:07 Build Community Around Your Portfolio to Attract Prospects

34:11 Host Regional Dinners to Connect Portfolios and Prospects

36:30 Virtual Events: Rotate Through Functions to Engage Portfolio Companies

38:10 Use Portfolio Ops Leaders as Anchors for Regional Events

42:11 Plan Events Thoughtfully for Maximum Impact

46:55 Repurpose In-Depth Content into Digestible Data Snacks

48:14 Use Benchmarking Reports to Showcase Portfolio Success

52:06 Break Through Prospecting Noise with Personalized Insights

Key Takeaways:

"Portfolio ops is becoming table stakes, but there's the expensive, people-heavy way and the efficient way to do it."

"Strategies to effectively integrate ops teams with business development."

"The competition for interesting investments is getting more intense."

"Utilize network content and events to supercharge deal flow."

"A lot of firms are starting to document really interesting IP for their portfolio companies."

"We help firms do more efficient, higher leverage portfolio ops by tapping into non-FTEs, advisors, and a network of experts."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Kate Hopkins: https://www.linkedin.com/in/katelhopkins/

OneGuide: https://askoneguide.com/

Coastal Partners: https://www.coastalpartners.co/

Welcome to the Deal Sourcery podcast, where hosts Dan Herr and Matt Rooney engage in a captivating discussion with Karl Rectanus, the former CEO and Founder of LearnPlatform. Founded in 2014, LearnPlatform is an edtech company dedicated to creating meaningful impact through data-driven decision-making. The company quickly gained traction, particularly with the launch of the Edtech Top 40, an innovative initiative that highlighted the most engaged tools in the sector, drawing significant attention from private equity and strategic investors.

In this episode, Karl shares how LearnPlatform’s mission-driven approach not only fueled rapid growth but also led to a successful acquisition. By aligning their business model with impact goals, the company attracted investment that went beyond financial backing, providing strategic support that accelerated their success. Today’s fascinating conversation documents the strategies and insights that propelled LearnPlatform to the forefront of the edtech industry, and showcases the formidable power of impact-driven growth.

Episode Highlights

00:00 The Importance of Impact Centered Decision Making

00:10 Engaging EdTech Founders for Proprietary Transactions

00:41 The Concept of Fail Tests in Entrepreneurship

00:47 Building Authentic Relationships with CEOs

01:00 The Future of Impact Centered Companies in Private Equity

01:12 Key Questions for Engaging and Qualifying Founders

01:41 The Journey from Founding to Exiting LearnPlatform

02:25 The Origins and Launch of LearnPlatform

06:34 Private Equity Interest Sparked by the EdTech Top 40

09:44 The Power of Data Driven Market Insights

11:11 Increasing Inbound Interest from Private Equity Firms

13:38 Screening and Qualifying Potential Investors

16:12 Strategic Partnerships with Private Equity Firms

18:24 Evaluating Outreach Based on Role and Experience

21:01 Aligning Success with Clear Private Equity Strategies

25:07 Setting Expectations and Building Trust with Investors

28:20 Long Term Relationship Building in Private Equity

31:27 Deciding the Right Time to Sell or Raise Funds

34:30 Managing Multiple Potential Buyers in the Exit Process

36:58 The Advantage of Long Term Engagements

42:00 Decision Framework for Choosing the Right Buyer

46:46 Post Exit Focus on Advisory and Board Roles

50:27 Ideal Roles and Contributions in Private Equity Partnerships

52:35 Characteristics of an Ideal Private Equity Partner

56:35 The Next Wave of Capitalism: Impact Driven Organizations

59:34 Defining Impact and Its Business Benefits

01:00:16 Private Equity’s Role as an Impactful Force

"The impact we were trying to drive drove our decision making and helped accelerate the scale of the business."

"Set expectations and then go beat or exceed those expectations."

"I believe in fail tests, setting up not what success looks like, but what absolute failure looks like."

"The best way to build authentic, long-term relationships with CEOs is to be consistent and trustworthy."

"Diversity on the partner level was a benefit for us. We were named one of the most innovative companies in the world."

"The winners in the next 50 years will be those who make the world a better place, not just those with the best financial returns."

"Impact is not just ethically correct, it's good for business."

Links:

Dan Herr: https://www.linkedin.com/in/danielherr/

Matt Rooney: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Karl Rectanus: https://www.linkedin.com/in/krectanus/

Coastal Partners: https://www.coastalpartners.co/

Deal Sourcery is the must-listen podcast for Private Equity professionals aiming to master the art of deal origination. Hosted by Dan Herr - who’s closed over $1B in transactions in the last decade while building and leading world-class deal sourcing teams - and Matt Rooney, a top recruiter in PE business development, we dive into cutting-edge trends, proven tactics, data-driven sourcing strategies and the technology shaping the future of M&A. Each episode features in-depth discussions with exited founders, PE professions and investment bankers, delivering exclusive, actionable insights you won’t find anywhere else. Tune in to elevate your sourcing skills and optimize your firm’s capital deployment.