Winning Before the CIM: If You’re Waiting for the Book, You’ve Already Lost

How do top PE firms consistently win deals before they even hit the market? Today’s episode of Deal Sourcery pulls back the curtain with Justin Smith, Managing Director of Business Development at Agellus Capital. Justin reveals the playbook behind one of the most sophisticated intermediary-first sourcing functions in the middle market.

Matt and Dan sit down with Justin to dissect the strategies Agellus uses to build relationships, leverage data, and secure access to exclusive opportunities. Learn why pre-work is paramount, how to effectively utilize buy-side advisors, and the infrastructure needed to track every critical interaction. This is your blueprint for competing and winning in today's hyper-competitive deal environment.

CHAPTERS:

00:00 - Intro: Winning Deals Before the CIM Goes Out

01:19 - The Proprietary Deal Flow Debate: Insourcing vs. Outsourcing

04:19 - Understanding and Leveraging Buy-Side Advisors

07:51 - The BD Professional as an Account Executive: Driving the Conversation

10:45 - Building Rapport & Messaging to Founders

15:16 - Setting Up Your BD Infrastructure: CRM, Data, and Tech Stack

19:08 - Key Metrics: Tracking Conversations, Deal Flow & Missed Opportunities

21:41 - Banker Coverage Strategy: Tiering, Industry Focus & Road Shows

27:59 - Out-Hustling the Competition: Conferences vs. Road Shows

34:10 - The Rise of "Advantaged Auctions" & Exclusive Processes

38:25 - Thesis Development: The Role of BD & Leveraging Your Network

44:30 - Who To Surround Yourself With: Beyond the Bankers

45:12 - The Critical Importance of Pre-Deal Executive Talent Strategy

48:04 - Justin's BD Career Path & Advice for Aspiring Leaders

53:24 - The Future is BD: Why Sourcing is Leading Private Equity

55:26 - Final Thoughts & Wrap-up

🔗 CONNECT WITH DAN, MATT & JUSTIN:

Dan: https://www.linkedin.com/in/danielherr/

Matt: https://www.linkedin.com/in/matt-rooney-coastalpartners/

Justin Smith: https://www.linkedin.com/in/justinwsmith/

Coastal Partners: https://www.coastalpartners.co/

Agellus Capital: https://www.agellus.com/