Hi Everyone,
I’ve spent the past few years sourcing opportunities and would love to hear from others about their sourcing methods ie. do you employ cold-email and cold calling approaches. What sort of KPI’s do you try and achieve on a weekly/monthly basis for number of meetings, IOIs, LOIs etc.. If anyone is able to shed some light on heir best practices that would also be helpful!
Thanks
| +518 | Change My Mind: Banks Shouldn’t Hire Foreigners at All | 120 | 2h |
| +317 | Article - UBS’ Investment Bank Keeps Losing Ground | 40 | 2h |
| +301 | Don’t work at UBS - UBS Sucks | 30 | 1h |
| +77 | Should My Intern Get a Return Offer? | 29 | 36m |
| +60 | When to Leave Office as Intern | 8 | 3d |
| +49 | Best IB Group Overall? | 28 | 2h |
| +38 | Would you rather be a Touse Squid or a Bouse Mogger in IB | 2 | 3d |
| +33 | What do you say to ppl who don’t know EVR/LAZ/CVP/PJT | 28 | 6h |
| +31 | STEM student lost in London IB recruiting | 17 | 1d |
| +29 | F*ck it I'm Going to Med School | 10 | 14h |
Career Resources
Get instant access to lessons taught by experienced private equity pros and bulge bracket investment bankers including financial statement modeling, DCF, M&A, LBO, Comps and Excel Modeling.
Plug into BuiltWith.com, SEMRush, and Alexa.com to pull certain KPIs, then automatically scrape contact information & auto-email.
Potential meetings get screened, if the the co looks good then myself or my partner will speak with them.
Thanks, this is very helpful. I know you mentioned auto mailing, could you suggest any tools you’ve found useful for this? Also any suggestions for scrapping tools would be much appreciated, currently using hunter.io Thanks!
Also interested
Cold email almost entirely, after three attempts with no response I’ll try and get in front via a mutual contact. I rarely cold call because it’s low ROI (ie they usually weren’t responding to you for a reason and don’t appreciate getting interrupted in the middle of the day) unless I have a ton of conviction that the company is good which is hard to do from a website and typically limited public data.
As far as KPIs, conversion rate (ie how many emails get responses, how many of those deals get followed up on, get to data room, etc.) both overall and by channel / lead source are somewhat interesting.
Since it’s so tough to source a deal I would caution against using closed deals as a lag indicator since there’s so many reasons a deal could fail that have nothing to do with how it was initially sourced or screened (e.g. you found fraud during diligence). Conversely, a small sample size could cause you to learn the wrong lessons based on one deal that was done successfully despite a lackluster approach
Best indicators of your success come from the people across from you. How frequently / reliably are you able to win their trust and become their preferred party to transact with? So many people think of sourcing as getting people on the phone, but that’s super easy — every B2B sales org in the world will pay their new SDRs $40k/year to call everything — but actually convincing them that you’re capable, understand their business, and should be part of the journey is how you really add value to your firm and build a career in BD.
Thank you for the insight. Not asking for specifics to your metrics but do you know of the standard industry metrics for email-to-Call/meeting conversion or meeting to LOI conversion as an industry standard?
I know it’s random but it’s good to understand the type of traction is usual as to somehow gauge our performance
Rem facere ipsum eos omnis fugit pariatur voluptatem. Ipsum deleniti sit sed. Nihil omnis similique qui ipsa alias perferendis. Repudiandae quia omnis nam a velit sit provident expedita.
See All Comments - 100% Free
WSO depends on everyone being able to pitch in when they know something. Unlock with your email and get bonus: 6 financial modeling lessons free ($199 value)
or Unlock with your social account...