Private Equity

When revenue doesn't accelerate after the acquisition

The investment case assumed growth. New markets, sharper pricing, more revenue from existing customers. A year later the forecast is below plan and nobody knows exactly why. The commercial team was built for the company as it was before the deal.

For the partner, that is a valuation question. For the portfolio manager, a conversation with the CEO that gets harder every quarter. Either way, the commercial leader is the biggest lever. And the biggest gamble, if the choice turns out wrong. A year with the wrong person is a year you won't make up at exit.

A rigorous process, including the soft side

Development Driven Search® looks for the leader for whom your value creation plan is exactly the challenge they want. Leaders with portfolio experience know what a board expects. They deliberately choose a role with a clear goal and a horizon. That motivation is the difference between someone who executes the plan and someone who owns it.

1. A profile built from the plan. We translate the value creation plan into what the commercial leader must have achieved after 12 and 24 months. That profile becomes the yardstick for every candidate.
2. Search in a network we track. We approach CCOs and Sales Directors whose results we have often known for years, including those who are not actively looking.
3. Measurable assessment. We test on the factors that research shows best predict success in sales. Leadership style and cultural fit are discussed on the basis of data, not gut feeling. For each candidate you receive a substantiated recommendation you can share with your investment committee.
4. Short lines. We work with both the fund and the CEO. Every week you know where the search stands.

On average this takes 8 to 12 weeks. If someone needs to take the helm sooner, we place an interim commercial leader while the permanent search runs.

Discuss your portfolio company with SalesQuarters. Call +31 20 226 90 00 or email info@salesquarters.nl. A first conversation commits you to nothing. Would you like to hear how it went for others first? We will put you in touch with a client as a reference.

Experience in portfolio companies

Private equity is the segment where we have the most experience. At Noordhoff Zorg (Floren), an interim Sales Director kept the commercial course steady during a transition period. At Noordhoff, we supported the sales management team for three years while the company moved from selling through distributors to 80% direct subscription sales.

We also found commercial leaders for Light & Living, Quin Dokters, Konings-Zuivel and Trust. From sustainable consumer goods to health tech, education and B2B retail.

Our assessment is evidence based. Bart Dietz holds a PhD in sales leadership and wrote the book Binnenhalen van toptalent (Attracting top talent).

Want to talk it through?

Would you first like to know whether the current commercial team can deliver the plan? Then an assessment may be the logical first step. In a first conversation we work out together what you need.

Call SalesQuarters on +31 20 226 90 00 or email info@salesquarters.nl.