www.bain.com Open in urlscan Pro
104.18.17.68  Public Scan

Form analysis
5 forms found in the DOM

Name: site-search — /search/

<form class="site-search__search-form" name="site-search" data-cookie-form="" data-cookie-name="previousSearches" data-cookie-element="#nav-site-search-input" data-cookie-max-length="5" action="/search/">
  <button class="site-search__search-submit" title="search">
    <span class="icon-search"></span>
  </button>
  <input id="nav-site-search-input" data-autocomplete="" data-autocomplete-container="#nav-site-search-autocomplete" data-search-results-container="#nav-site-search-results" data-char-threshold="3" autocomplete="off" data-enable-keyboard="true"
    class="site-search__search-input" name="searchValue" placeholder="Search insights, services, and experts" data-has-keyboard-events="true">
  <div class="site-search__suggestions-block">
    <section class="site-search__autocomplete-section">
      <ul id="nav-site-search-autocomplete" class="site-search__suggestion-list"></ul>
    </section>
    <section id="nav-site-search-results" class="site-search__search-results-section"></section>
    <section class="site-search__suggestions-section">
      <h6 class="site-search__suggestion-title">Popular Searches</h6>
      <ul class="site-search__suggestion-list">
        <li class="site-search__suggestion-item">
          <a href="#" data-input-element="#nav-site-search-input" data-form-submit-value="Agile">Agile</a>
        </li>
        <li class="site-search__suggestion-item">
          <a href="#" data-input-element="#nav-site-search-input" data-form-submit-value="Digital">Digital</a>
        </li>
        <li class="site-search__suggestion-item">
          <a href="#" data-input-element="#nav-site-search-input" data-form-submit-value="Strategy">Strategy</a>
        </li>
      </ul>
    </section>
    <section class="site-search__suggestions-section" style="display: none;">
      <h6 class="site-search__suggestion-title site-search__previous-suggestions">Your Previous Searches</h6>
      <ul class="site-search__suggestion-list" data-render-from-cookie="search-suggestion" data-cookie-name="previousSearches" data-input-element="#nav-site-search-input"></ul>
    </section>
    <section class="site-search__history-block" style="display: none;">
      <h6 class="site-search__suggestion-title">Recently Visited Pages</h6>
      <div class="site-search__history-items" data-render-from-cookie="history-item" data-cookie-name="bainPageHistory" data-fallback-image="/globalassets/site-settings-imagery/image.png"></div>
    </section>
  </div>
</form>

---

GET /about/contact-us/contact-form-page/

<form data-abide="jawd2z-abide" novalidate="" action="/about/contact-us/contact-form-page/" method="get">
  <input type="hidden" name="reasonforcontactingBain" value="Business inquiry: I’m exploring hiring Bain" aria-describedby="khitsv-abide-error">
  <div class="large-6 column">
    <h3 class="contact-form__title">Ready to talk?</h3>
    <label class="select-menu">
      <span class="select-menu__label-text">I want to talk to your experts in:</span>
      <div class="dk-select select-menu__select" id="dk0">
        <div class="dk-selected " tabindex="0" id="dk0-combobox" aria-live="assertive" aria-owns="dk0-listbox" role="combobox">Private Equity</div>
        <ul class="dk-select-options" id="dk0-listbox" role="listbox" aria-expanded="false">
          <li class="dk-option  dk-option-selected" data-value="Private Equity" text="Private Equity" role="option" aria-selected="true" id="dk0-Private-Equity">Private Equity</li>
          <li class="dk-option " data-value="Advanced Manufacturing &amp; Services" text="Advanced Manufacturing &amp; Services" role="option" aria-selected="false" id="dk0-Advanced-Manufacturing &amp; Services">Advanced Manufacturing &amp; Services
          </li>
          <li class="dk-option " data-value="Aerospace, Defense &amp; Government Services" text="Aerospace, Defense &amp; Government Services" role="option" aria-selected="false" id="dk0-Aerospace,-Defense &amp; Government Services">Aerospace,
            Defense &amp; Government Services</li>
          <li class="dk-option " data-value="Agribusiness" text="Agribusiness" role="option" aria-selected="false" id="dk0-Agribusiness">Agribusiness</li>
          <li class="dk-option " data-value="Automotive &amp; Mobility" text="Automotive &amp; Mobility" role="option" aria-selected="false" id="dk0-Automotive-&amp; Mobility">Automotive &amp; Mobility</li>
          <li class="dk-option " data-value="Aviation" text="Aviation" role="option" aria-selected="false" id="dk0-Aviation">Aviation</li>
          <li class="dk-option " data-value="Chemicals" text="Chemicals" role="option" aria-selected="false" id="dk0-Chemicals">Chemicals</li>
          <li class="dk-option " data-value="Consumer Products" text="Consumer Products" role="option" aria-selected="false" id="dk0-Consumer-Products">Consumer Products</li>
          <li class="dk-option " data-value="Energy &amp; Natural Resources" text="Energy &amp; Natural Resources" role="option" aria-selected="false" id="dk0-Energy-&amp; Natural Resources">Energy &amp; Natural Resources</li>
          <li class="dk-option " data-value="Financial Services" text="Financial Services" role="option" aria-selected="false" id="dk0-Financial-Services">Financial Services</li>
          <li class="dk-option " data-value="Forest Products, Paper &amp; Packaging" text="Forest Products, Paper &amp; Packaging" role="option" aria-selected="false" id="dk0-Forest-Products, Paper &amp; Packaging">Forest Products, Paper &amp;
            Packaging</li>
          <li class="dk-option " data-value="Healthcare &amp; Life Sciences" text="Healthcare &amp; Life Sciences" role="option" aria-selected="false" id="dk0-Healthcare-&amp; Life Sciences">Healthcare &amp; Life Sciences</li>
          <li class="dk-option " data-value="Infrastructure, Construction &amp; Building Products" text="Infrastructure, Construction &amp; Building Products" role="option" aria-selected="false"
            id="dk0-Infrastructure,-Construction &amp; Building Products">Infrastructure, Construction &amp; Building Products</li>
          <li class="dk-option " data-value="Machinery &amp; Equipment" text="Machinery &amp; Equipment" role="option" aria-selected="false" id="dk0-Machinery-&amp; Equipment">Machinery &amp; Equipment</li>
          <li class="dk-option " data-value="Media &amp; Entertainment" text="Media &amp; Entertainment" role="option" aria-selected="false" id="dk0-Media-&amp; Entertainment">Media &amp; Entertainment</li>
          <li class="dk-option " data-value="Metals" text="Metals" role="option" aria-selected="false" id="dk0-Metals">Metals</li>
          <li class="dk-option " data-value="Mining" text="Mining" role="option" aria-selected="false" id="dk0-Mining">Mining</li>
          <li class="dk-option " data-value="Oil &amp; Gas" text="Oil &amp; Gas" role="option" aria-selected="false" id="dk0-Oil-&amp; Gas">Oil &amp; Gas</li>
          <li class="dk-option " data-value="Retail" text="Retail" role="option" aria-selected="false" id="dk0-Retail">Retail</li>
          <li class="dk-option " data-value="Social &amp; Public Sector" text="Social &amp; Public Sector" role="option" aria-selected="false" id="dk0-Social-&amp; Public Sector">Social &amp; Public Sector</li>
          <li class="dk-option " data-value="Technology" text="Technology" role="option" aria-selected="false" id="dk0-Technology">Technology</li>
          <li class="dk-option " data-value="Telecommunications" text="Telecommunications" role="option" aria-selected="false" id="dk0-Telecommunications">Telecommunications</li>
          <li class="dk-option " data-value="Transportation" text="Transportation" role="option" aria-selected="false" id="dk0-Transportation">Transportation</li>
          <li class="dk-option " data-value="Utilities &amp; Renewables" text="Utilities &amp; Renewables" role="option" aria-selected="false" id="dk0-Utilities-&amp; Renewables">Utilities &amp; Renewables</li>
        </ul>
      </div><select class="select-menu__select" name="m_Industry" data-custom-select="" required="" data-dkcacheid="0" aria-describedby="khitsv-abide-error">
        <option value="Private Equity">Private Equity</option>
        <option value="Advanced Manufacturing &amp; Services">Advanced Manufacturing &amp; Services</option>
        <option value="Aerospace, Defense &amp; Government Services">Aerospace, Defense &amp; Government Services</option>
        <option value="Agribusiness">Agribusiness</option>
        <option value="Automotive &amp; Mobility">Automotive &amp; Mobility</option>
        <option value="Aviation">Aviation</option>
        <option value="Chemicals">Chemicals</option>
        <option value="Consumer Products">Consumer Products</option>
        <option value="Energy &amp; Natural Resources">Energy &amp; Natural Resources</option>
        <option value="Financial Services">Financial Services</option>
        <option value="Forest Products, Paper &amp; Packaging">Forest Products, Paper &amp; Packaging</option>
        <option value="Healthcare &amp; Life Sciences">Healthcare &amp; Life Sciences</option>
        <option value="Infrastructure, Construction &amp; Building Products">Infrastructure, Construction &amp; Building Products</option>
        <option value="Machinery &amp; Equipment">Machinery &amp; Equipment</option>
        <option value="Media &amp; Entertainment">Media &amp; Entertainment</option>
        <option value="Metals">Metals</option>
        <option value="Mining">Mining</option>
        <option value="Oil &amp; Gas">Oil &amp; Gas</option>
        <option value="Retail">Retail</option>
        <option value="Social &amp; Public Sector">Social &amp; Public Sector</option>
        <option value="Technology">Technology</option>
        <option value="Telecommunications">Telecommunications</option>
        <option value="Transportation">Transportation</option>
        <option value="Utilities &amp; Renewables">Utilities &amp; Renewables</option>
      </select>
      <span class="form-error contact-module-error" id="khitsv-abide-error" role="alert">Please select an industry from the dropdown list</span>
    </label>
  </div>
  <div class="large-6 column">
    <div class="contact-form__description">
      <p class="">We work with ambitious leaders who want to define the future, not hide from it. Together, we achieve extraordinary outcomes.</p>
    </div>
    <label class="input-field">
      <span class="input-field__label-text show-for-sr">Your email</span>
      <input class="input-field__input" type="email" name="Email" placeholder="Your email" required="" aria-describedby="u5cvv0-abide-error">
      <span class="form-error contact-module-error" role="alert" id="u5cvv0-abide-error">Please enter a valid email address</span>
    </label>
    <button class="btn" type="submit"> CONTACT US</button>
  </div>
</form>

---

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    <label class="input-field">
      <span class="input-field__label-text show-for-sr">Your email address</span>
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    <label class="checkbox">
      <input name="privacy-policy" type="checkbox" required="" aria-describedby="nwttd6-abide-error">
      <span class="checkbox__styled"></span>
      <span class="checkbox__label-text">
        <p><span>*I have read the&nbsp;</span><a title="Privacy Policy" href="/about/privacy/" target="_blank">Privacy Policy</a><span>&nbsp;and agree to its terms.</span></p>
      </span>
      <span class="form-error" id="nwttd6-abide-error" role="alert">Please read and agree to the Privacy Policy.</span>
    </label>
    <input name="demb_annual_sales" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_company_name" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_data_source" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
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    <input name="demb_demandbase_sid" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_employee_count" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_industry" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_Sub_Industry" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
    <input name="demb_website" type="hidden" value="" aria-describedby="ofmmrr-abide-error">
  </div>
  <button id="newsletterBtn" class="btn" type="submit">SUBSCRIBE</button>
</form>

---

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---

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</form>

---

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Forbes.com


A TWO-PRONGED APPROACH TO SOURCING MORE PRIVATE EQUITY DEALS


A TWO-PRONGED APPROACH TO SOURCING MORE PRIVATE EQUITY DEALS

To open up new sourcing opportunities, private equity firms should take a
systematic approach with two angles of attack.

By Hugh MacArthur, Graham Elton, Daniel Haas and Suvir Varma

 * March 31, 2017
 * 3 min read

 * 
 * 
 * 



Article

A TWO-PRONGED APPROACH TO SOURCING MORE PRIVATE EQUITY DEALS

 * 
 * 
 * 

en

This article originally appeared on Forbes.com.

With most buyout deals now shopped by intermediaries and sold through auction,
sourcing attractive proprietary deals has become harder than ever. When data
research firm Preqin surveyed buyout fund managers in late 2016, 36% of
respondents said that it’s more difficult to find attractive investment
opportunities compared with a year earlier, and just 2% said it’s easier. Like
the latter stages of a gold rush, investors have to get smarter about where and
how to dig.

Yet PE firms can improve the odds of sourcing more of the right deals. In its
2016 analysis of 110 private equity firms, Sutton Place Strategies reported that
a typical firm will see only 18% of intermediated deals that might be relevant
to the firm in its pipeline. Rather than waiting for the offering book to arrive
and then reacting at the same time as the rest of the crowd, today’s marketplace
requires PE firms to put their best foot forward, actively looking to enhance
the quantity and quality of deals entering their funnel.

Based on our experience working with firms on the hunt, it takes a systematic
approach consisting of two angles of attack, as explained in Bain & Company’s
newly released Global Private Equity Report 2017. Smarter sourcing first hinges
on developing a sharp point of view about which types of deals the firm excels
in and wants to find, even before any deal becomes a possibility. In concert,
firms should expand their network of formal advisers and informal influencers as
a way to find targets worth considering.

Clearly articulating the types of businesses that a PE firm wants to buy—the
investment sweet spot—provides a roadmap for deal teams. We define the sweet
spot as the realm within which a PE firm has sourced and executed its more
successful deals. It covers variables such as the private equity firm’s
geographic footprint, target ownership, the type of control it seeks to exert
and the primary investment thesis. Our analysis has found that deals within a
firm’s sweet spot consistently and significantly outperform opportunistic deals
that stray from it.

Developing a detailed point of view about which deals to pursue is just half the
battle. To uncover more hidden gems, PE firms will have to spend time building
out their network. The goal of an expanded network is to gain an edge even
before a deal comes to market, by becoming top of mind with intermediaries,
building a relationship with the target company’s management team or starting
due diligence early.

Two types of networks are worth cultivating: an institutional network of people
who are always available when needed, and a temporary network deployed for a
specific opportunity or short-term series of deals. Advisers, industry experts,
lawyers, bankers, potential partners or targets, potential buyers,
intermediaries, ex-CEOs, academics, leaders of trade organizations, and existing
or past portfolio management teams all could play a useful role.

Formal advisers, in particular, can address several needs. They improve the
quality of deal flow as they filter opportunities, facilitate introductions to
management teams or contribute to the underlying analysis of an investment
theme. For every 100 potential targets that go into the funnel, we estimate that
only 1 or 2 will result in a closed deal. Advisers should help ensure that the
top of the funnel is not too wide so that the firm doesn’t waste resources on
lower-quality opportunities, or too narrow, which could cause the firm to miss
potentially good opportunities. At later stages of the funnel—from which deals
go to the investment committee for initial review to final committee decisions
to actual bids—advisers help shepherd good deals and kill bad ones.

Some PE firms are deploying their advisers in specific roles. EQT uses experts
on call, retaining former senior executives to help pursue assets in industries
they know well. Temasek Holdings has taken a slightly different tack, building a
network of well-connected executives in Europe and the US—such as PepsiCo CEO
Indra Nooyi—who are retained to help with business development.

With proprietary deals so hard to come by, expanding the circle of advisers and
influencers, combined with a sharp point of view about what types of deals will
make the best fit for a firm, is the best route to opening up new sourcing
opportunities.

Hugh MacArthur, Graham Elton, Daniel Haas and Suvir Varma are leaders of Bain &
Company’s Private Equity practice.

AUTHORS

 * HUGH MACARTHUR
   
   PARTNER, BOSTON
   
    * 

 * GRAHAM ELTON
   
   CHAIRMAN, EMEA PRIVATE EQUITY, LONDON
   
    * 

 * DAN HAAS
   
   PARTNER, WASHINGTON, DC
   
    * 

 * SUVIR VARMA
   
   SENIOR ADVISOR, SINGAPORE
   
    * 

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