Deal Sourcery
Deal Sourcery is a podcast aimed at private equity professionals who want to improve their deal origination skills. Hosted by Dan Herr, who has closed over $1 billion in transactions, and Matt Rooney, a recruiter in PE business development, the show covers trends, tactics, data-driven sourcing strategies, and emerging technology in M&A. Each episode features conversations with exited founders, PE professionals, and investment bankers, offering actionable insights for listeners. The goal is to help firms optimize how they source deals and deploy capital effectively.
Episodes
What Do The Best In BD Have In Common? A People First Approach with MidOcean's Dan Ryan
In this episode of Deal Sourcery, we sit down with Dan Ryan, Head of Business Development at MidOcean Partners, to explore what separates elite private equity sourcing organizations from everyone else. Drawing on more than 15 years of experience building business development functions—and insights gained from a small peer group of senior BD leaders across the industry—Dan shares his philosophy on
BD Is A Contact Sport: HKW's Ted Kramer On How Relationships Give You A Competitive Edge
In this episode of Deal Sourcery, Matt Rooney and Dan Herr sit down with Ted Kramer of HKW to discuss how private equity business development has evolved from a “check-the-box” function into a genuine strategic differentiator.Ted has worked in private equity sourcing since 2001, giving him a front-row seat to the professionalization of the role. He reflects on the early generation of sourcing lead
Learning From the Big Leagues - Advice to New B.D. Professionals from H.I.G. Capital's Carlos Soto
In this episode, Matt and Dan sit down with Carlos Soto, Head of U.S. Private Equity Business Development at H.I.G. Capital.Carlos shares how he broke into PE business development in 2010, how the function has evolved into a true long-term career path, and what he learned while building and leading sourcing teams across multiple firms.The conversation covers:How H.I.G. structures a 17-person U.S.
Deals Still Run On Relationships: VRA Partner's Chris Reilly On Why The Best Buyers Build Trust First
We all know relationships are key in BD, but it’s still easy to forget that there’s always a real human on the other side of your transactions. Chris Reilly, Managing Director at VRA Partners has years of experience building lasting relationships that have helped propel and maintain his career in investment banking. Chris joins the show to discuss how PE folks can engage boutique bankers and creat
Gold Medal Sourcing: 5x Olympic Gold Medalist Ryan Murphy's Journey into Deal Sourcing
Ryan Murphy has spent his career performing at the highest level. A nine-time Olympic medalist, five-time gold medalist, former U.S. team captain, and world-record holder, Ryan is now taking on a very different challenge: learning the craft of deal sourcing at Norwest Venture Partners.In this episode, Ryan joins Matt and Dan to discuss his path from elite swimming into investing, what it feels lik
Lessons From Three Decades of Deal Sourcing with Glenn Oken
In this episode, we sit down with Glenn Oken to trace how business development in private equity has evolved from 1989 to today, and what’s been lost (and gained) along the way.Glenn reflects on the early days of deal sourcing, when private equity was barely an industry, competition was thin, and there were no CRMs, playbooks, or automated workflows to lean on. What existed instead was judgment, c
What It Takes to Source “Elite” Founder-Owned Software Companies with Jake Colognesi
Jake Colognesi, Founding Partner at Mamba Growth, joins the Deal Sourcery Podcast to break down how sourcing sits at the center of building a new growth equity firm.Mamba focuses on bootstrapped, founder-owned B2B software and tech-enabled services businesses—companies that are growing quickly, highly sought after, and often not actively considering outside capital. That makes company identificati
Running Towards Deals - Mike Alberts on the M&A Fitness Club and Why BD is the Best Job in PE
Is starting your day with a little bit of shared struggle the key to building deeper relationships? Mike Alberts thinks so. Mike joins the show to discuss how his "M&A Fitness Club" got started, why leaning into your interests can help you stand apart and make more connections, and why he believes BD is the best job in PD.
The Final Frontier of Deal Sourcing - How Metrics, Systems and AI Will Shape the Future of Business Development with Renn Iaboni
You already keep metrics on just about everything, but how do you turn those numbers into actionable items to help you win more deals? Renn Iaboni of Monomoy Capital Partners joins the show to explore how to make sense of all that data you're tracking, how AI is changing the way we present information to banks and investors, and why there's no such thing as a bad first meeting.
The First BD Guy & the AI Native Future - Deal Sourcery Live from M&A SoCal
At Deal Sorcery Live, recorded at M&A SoCal, Ori Eldarov (Founder of OffDeal) and John Camp (Arbor Investments) join the show to discuss the origins of business development and how artificial intelligence is reshaping dealmaking — from sourcing to closing.They discuss what happens when AI takes the wheel in investment banking, why human relationships still matter more than ever, and how the ne
Mount Rushmore of BD - Lessons Learned from Legend Award Winner Jay Jester
Are you actually building the kind of BD function that wins deals—or just checking a box?Jay Jester, BD Legend and Partner at Plexus Capital joins Deal Sourcery to unpack what makes great sourcing teams stand out.With decades of experience, Jay shares real stories and tactical insight on how to build trust, manage founder psychology, and turn your BD team into a true strategic asset.If you're hiri
700 Conversations. 13 Touches. 1 Thesis Scorecard. Here’s the Compass Method with Jonathan Babcock
Are you making cold calls but just not locking in enough deals? Compass Equity Group's Jonathan Babcock joins the show to explain how playing the long-game and developing a firm-wide culture of thesis lead business development has helped them win.Jonathan walks us through the Compass Method's 13-touchpoint outreach strategy and how it leads to deeper connections with business owners, keeps them c
How to Crush Your First 90 Days in Business Development (Private Equity Edition)
If you’re getting started at a private equity firm in business development, this one's for you. Inspired by Dan’s viral LinkedIn post, you’ll get tried-and-true steps for crushing your first 90-days on the job: how to build your banker pipeline, optimize your time on the road and actually measure your success. Whether you’re the first sourcing hire at a fund or stepping into a seasoned team, this
The Marketing Playbook For Private Equity in 2025 with Joanne Verkuilen
Is your Private Equity firm invisible? You might be missing 80% of the deals you should see. Today, discover why traditional PE outreach isn't enough and how strategic marketing is now essential for competitive deal flow as Joanne Verkuilen, Founder and Managing Partner at MiddleM Creative, reveals the playbook.Private equity faces intense competition, making deal flow the top challenge. Yet many
Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost
How do top PE firms consistently win deals before they even hit the market? Today’s episode of Deal Sourcery pulls back the curtain with Justin Smith, Managing Director of Business Development at Agellus Capital. Justin reveals the playbook behind one of the most sophisticated intermediary-first sourcing functions in the middle market.Matt and Dan sit down with Justin to dissect the strategies Age
The Ultimate Guide to Deal Sourcing Compensation – Part 2
Is your compensation in line with your peers in private equity business development? Are you unsure of what the market standard is for base, bonus, and carry?Today we break down the highly anticipated 2024 Business Development Compensation Survey, offering crucial insights into current compensation trends, bonus structures, and the factors that truly influence your earning potential in the competi
Building the Goldman Sachs for Small Businesses with Ori Eldarov
Frustrated that your company hasn't gotten noticed by the buyers that should be approaching you? Every business owner is being told to sell, but what happens when you have limited options, no network and no time? Now, get ready for your business to be on the global stage.OffDeal's Founder and CEO, Ori Eldarov, unveils a revolutionary approach to selling your business, leveraging AI to maximize val
The Future is (Almost) Here: AI in Private Equity Deal Sourcing
Is your inbox flooded with generic PE outreach? Learn how to cut through the noise and connect with the right investors, as Raj Singh, AI founder and investor of Go Moment, Revinate and PEF Community fame, reveals his insider secrets to navigating the PE landscape and building authentic relationships that drive deals.Raj shares his firsthand experience navigating the flood of PE outreach, leveragi
Building a Culture-First Organization: Lessons from Campminder's 23-Year Journey with Dan Konigsberg
Discover the story of how Campminder's CEO, Dan Konigsberg, built a wildly successful, values-driven company culture, attracting both top talent and ideal investors. Learn how to move beyond generic outreach and create a magnetic force that draws the right partners to you.Dan shares his journey, revealing the crucial role of authentic core values in building a sustainable business. This episode is
Human-to-Human Deal Sourcing: Winning in the Future of Private Equity with Lane Rankin
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
How to Generate Predictable, Repeatable and Scalable Deal Flow
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
This 3x CEO's Secret Weapon For Winning Add-Ons with Bill Nunan
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
The Truth About Private Equity From a Founder's Perspective with Rod Jimenez
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, wi
The Truth About Private Equity BD Compensation
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 expe
Data Snacks: The Unlock To Engaging Private Equity Prospects with Kate Hopkins
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 hosti
Decoding the Edtech Founder: Keys to Winning PE Deals & Building Trust with Karl Rectanus
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 innov
Trailer
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 stra
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