Starting to Hunt Your Own Deals in IB

I'm a senior associate at a smaller boutique investment bank and am in line for a VP promotion in the near future. If and when that promo happens, I will be expected to start contributing more to business development efforts and start pulling in my own deals for our firm.

As context, we work with primarily mid-market private companies, usually as sell-side advisors. Most of our clients are entrepreneurs who grew their businesses to > $10M EBITDA and may be looking to monetize. We do some buy-side mandates and some work with public companies, but that isn't our bread and butter.

I've been a high performing analyst / associate / senior associate but I recognize that the skills I will need to excel as a VP and in more senior roles will be different. I would describe myself as analytical, fairly outgoing and social, but not the most extroverted person you'll meet. I like meeting new people and being around people but I also enjoy some time alone getting through a model or analysis.

Looking for any insights or input on how to successfully make the transition from the number-crunching, powerpoint preppin' junior responsibilities to the sales and relationship management requirements that come with more senior IB positions.

• How did you find your first deal?

• How do you keep in touch with pursuits (quarterly calls? Sporting events? Gratuitous industry insights? I am trying to stay away from the boiler plate "check ins" and provide more value when I do interact with pursuits)?

• How do you get Founders / CEOs to take you seriously as a trusted advisor"

• Any systems / structure that you implemented to support your own business development efforts?

• Books / podcasts / other resources that you have found to be valuable to become a better salesperson / relationship manager.

Any insight, anecdotes or tips would be greatly appreciated.

Cheers.

Kaptain