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Whether conducting due diligence for a potential acquisition or evaluating a portfolio company, PE firms should use the following framework to examine the customer-facing organization.

 

Leadership

The right leadership to drive top-line growth to the next level

Strategy

A clear vision for organic growth

Structure

A customer-facing organization that uses the right channels, roles and deployment model

Management

Aligned talent, metrics and management programs

CONTEMPORARY INSIGHTS ON REVENUE GROWTH

Case Study Private Equity Portfolio Expansion Requires Changes Beyond Sales Compensation

After a pe-backed firm realized that the adjustments made to the sales comp plans were not driving required behavior, the company engaged AGI.

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Article Private Equity: Does Your Portfolio Company Have Enough Sales People?

Start the sales structural review of the portfolio company by asking: Do we have the right resources covering the right customers? If not, a company’s growth strategy will likely fail.

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