Dry Powder: The Private Equity Podcast
“I think a lot of funds, at least historically, don't want to mess with the front line,” says Mark Kovac. “And I’d say that’s a mistake.”
Mark leads the B2B Commercial Excellence group at Bain. In the previous episode of Dry Powder, he explained how top-line growth is helping some PE firms escape the intense competition to cut every last cost out of their deal models.
But how can a sales team deliver growth so consistently, and steadily, that it helps underwrite the next buyer's deal?
It’s possible, Mark says, but only if a PE firm is willing to get a little more involved in front-line management. “There are tried-and-true ways of identifying opportunity, as well as engaging and working with the front line to get stuff done.”
In part two of our series on sales excellence, Mark and I discuss how some firms start building a sales excellence team from day one, turning it into a remarkable engine for growth in the long run.
The Sustainability Academy Podcast
In each episode of "The Sustainability Academy Podcast", we’ll address key aspects of sustainability for the business world. Hosts Jana Kremer-Homann and Stefan Wörner will welcome special guests from around the world who will bring their insights and expertise to each topic.
Catch new episodes by subscribing to Dry Powder on Apple Podcasts, Google Podcasts, Spotify or wherever you may listen.