Little rant.
If you're dealing with founders directly & doing lower middle market deals...say companies sub ~$300m or so in revenue...
Stop sounding like a corporate monkey and being so stuffy.
Stop using so much jargon.
It's not helping you win deals.
You aren't coming across as intelligent.
You earn a fraction of what most of these people do, they aren't going to be impressed by your use of words with a lot of syllables.
I've received feedback from founders multiple times that we won a deal because we came across as much more genuine than a stuffy PE firm staffed by 26 year olds that thought they were 300 IQ.
Honestly, you should look up what kinds of clothing the founder wears and just dress to roughly the same level. Don't show up in a suit to their HQ & manufacturing facility in rural Kentucky.
Based on the most helpful WSO content, your rant hits on a critical point: authenticity and relatability often win over jargon and pretentiousness, especially in lower middle market deals. Founders value genuine connections and practical understanding over corporate posturing. Here are some actionable takeaways:
Ditch the Jargon: Simplify your language. Founders care about how you can help their business, not how many buzzwords you can cram into a sentence. Speak clearly and directly.
Match the Energy: Research the founder’s style and company culture. If they’re casual, don’t show up in a three-piece suit. Dressing appropriately shows respect and effort to connect on their level.
Be Genuine: Founders often prefer working with people they trust and feel comfortable with. Show genuine interest in their business and avoid coming across as overly transactional.
Understand Their World: If you’re visiting a manufacturing facility in rural Kentucky, for example, don’t just focus on financial metrics. Show an understanding of their operations and challenges.
Focus on Value, Not Ego: Remember, many founders have built their businesses from the ground up and likely earn more than you. Impress them with your ability to add value, not with an inflated sense of self-importance.
Winning deals in this space is as much about building trust and rapport as it is about financial acumen. Keep it real, and you’ll stand out from the "stuffy PE firm" crowd.
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