Starting Up Your Corp Dev Function

A rollup can look attractive at signing: cash today, equity in a larger platform, and the promise of participating in what gets built next. But sellers rarely spend as much time understanding what sits above that equity, what has to happen before it becomes liquid, or whose econo ...  Show more

Integration problems often get blamed on culture after close. The real issue may have started earlier, when leaders were never given enough clarity on how to operate inside the new company. Kim Jones is an HR Director of M&A with more than a decade of people-integration experienc ...  Show more

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need ...  Show more

Today’s show is the final segment in our mini-series on business planning. Earlier this week we talked about the company mission, the ten year and three year plan, the one year plan and the quarterly plan. We then talked about how we then translate the quarterly plan into week ...

Too many teams are stuck in a swirl. Unclear on priorities, disconnection from purpose, and lost momentum. But we don’t need org-wide overhauls to fix it. In this episode, I’m sharing four practical shifts leaders are making right now to redesign how work gets done - from the ins ...  Show more

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep. Use the benign reachout early in your sales cycle by having your CEO send ...  Show more