Traditionally Private Equity buyouts have made money through
a handful of value-creating levers:
Buying at a good price; using capital and leverage effectively;
operational improvements; and exit management.
A 2014 poll by The Deal showed a significant and increased reliance
on operational improvements versus use of leverage, buying low, and selling high.
80% of survey respondents indicated that operational
improvements are more important now than before the financial crisis, and 50%
indicated they start focusing on operational improvement (and spending due
diligence funds) before signing a letter of intent. Operational improvements could range widely:
from product pricing policy, to cost cuts, to add-on acquisitions, to personnel
changes/additions.
Most of these funds were also investing from their
latest/largest funds, suggesting adequate PE management company cash flows to
enable higher levels of pre-LOI research.
One other key insight from the survey was that 75% of
respondents found management skills weaker than initial assessments, and a majority of the
survey suggested a heavy reliance on operating partners and former CEOs for
investment management insights. Some of this sentiment could be reflection that operational improvement strategy and implementation is hard work.
Many new PE deals in the current market are highly priced at entry. Given this, deals in 2014 are not just about levering the
company and selling at a high price.
Private Equity is increasingly focused on running their portfolio
companies differently.
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