Author: Gerald O'Dwyer

Introduction

In the world of Private Equity (PE), strategic networking, relationship building, and continuous learning can often be the differentiators between success and mediocrity. This case study focuses on the journey of an executive, Tim, who invested 18 months attending BlackmoreConnects conferences, leveraging the knowledge and connections he gained to secure a great role and eventually negotiate an exceptional exit. This journey exemplifies the power of commitment, adaptability, and strategic relationship-building.

The Initial Stage: Laying the Foundation

When Tim first attended a BlackmoreConnects conference, he was in a transitional phase. He had decades of operational experience but had never fully engaged with the PE ecosystem. The biggest challenge he faced was the complexity of the PE world—dealing with owners, brokers, and PE firms all while learning the nuances of investment and acquisition negotiations.

Tim quickly realized that he needed a strategic plan. The very first conference offered a critical insight: to succeed in PE, you need a “deal thesis” that aligns your skills and vision with the companies you’re pursuing. He sent a simple email to Blackmore with “deal thesis template” in the subject line, and from there, his journey began.

Learning Through Engagement: Building Negotiation Skills

Tim spent the next 18 months attending every BlackmoreConnects conference he could, using each as a learning and networking platform. Through workshops, panels, and personal coaching, Tim developed critical skills in deal sourcing, owner engagement, and negotiation.

One of the key aspects of Tim’s success was learning the art of negotiation with founder-owners, something Jess Bailey emphasized in her workshops. In these sessions, she taught Tim how to build trust with owners by acknowledging their emotional attachments to their businesses, understanding their journey, and addressing concerns openly. This human-centric approach made Tim an effective negotiator.

Tim used what he learned to build a funnel of 75 qualified owners—those who matched his investment thesis and who he believed would be a great fit for his expertise. He would never have succeeded without attending conference after conference, refining his strategy after each one.

The Breakthrough: Securing a Role

After 12 months of attending BlackmoreConnects and other industry events like ACG, Tim was approached by a PE firm looking for an experienced operator to lead one of their portfolio companies through a critical growth phase. His network within BlackmoreConnects had made him visible, but it was his ability to negotiate trust, culture fit, and deal terms that closed the opportunity.

During the final stages of the deal negotiation, Tim was able to secure a leadership role with not only a strong salary and bonus package but also a 10% equity stake in the business. His years of building relationships and attending conferences had given him the perceptual skills to close the deal successfully.

Achieving an Exit: Negotiating for Value

With his foot firmly in the door, Tim’s story didn’t end there. Within 18 months of taking his new role, Tim’s company was acquired by a strategic buyer at a 5x multiple of EBITDA. However, the key to his remarkable exit was the negotiation skills he’d honed over time. He negotiated earn-outs, retained equity, and ensured that his exit package would maximize long-term capital gains, allowing him to exit with $12M.

During this acquisition process, Tim leveraged the relationship-building techniques he had learned from BlackmoreConnects. Jess Bailey’s training on managing emotional dynamics in negotiations helped him build rapport with the acquiring firm and maintain leverage throughout the deal. Even when difficult issues arose, Tim’s patience and strategic communication ensured that both sides felt respected and secure.

Conclusion

Tim’s journey is a testament to the value of investing in yourself and the power of strategic networking through BlackmoreConnects. By staying committed, building a deal thesis, developing negotiation skills, and continually learning from experienced professionals like Jess Bailey, Tim transformed his career. His 18-month investment in attending conferences paid off with a great PE role and a life-changing exit.

If you’re looking to follow in Tim’s footsteps, consider attending BlackmoreConnects conferences to build your funnel, learn to negotiate, and, ultimately, create a PE success story of your own.

Call to Action:

To join the next BlackmoreConnects conference and gain access to critical PE resources like deal thesis templates, strategic networking opportunities, and expert workshops, email Gerald Moran O’Dwyer II with “conference” in the subject line. Your journey to PE success starts here