Established in 2011,Westgate is a personal branding and career advisory services firm. We serve individual and corporate executives across industries, including private equity firms and their portfolio companies. Home of the Award-Winning 90-Day Plan.

Leadership in M&A | Lessons for Mid-Market Private Equity Leaders

     I’m delighted to introduce a new series of discussions with Stephen Pitt-Walker, JD, FGIA, CISM, CEO and founder of Optima Board Services Group, a professional services firm focused on optimizing governance practices, building capacity, creating value, and mitigating risks for corporate boards through a collaborative strategy lens. 
     Stephen is an interdisciplinary business leader and international executive lawyer, certified board director, and former Fortune 100 company executive with leadership of global accounts and direct P&L accountability.
      In this episode, we focus on mergers and acquisitions and the nuances of getting deals done successfully. Stephen shares insights from his decades of experience in tech spaces, including his involvement in deals ranging between $450 million and $1.5 billion. 

Next in the series is "The Pressures of Global P&L & Working with the Board"
I hope you enjoy the show: 

Leadership in M&A | Lessons for Mid-Market Private Equity Leaders

     I attended the ACG New York Family Office and Independent Sponsor Deal-Making Event three weeks ago. One of the key panel questions raised was how investors decide to allocate capital and what companies they decide to invest in. 

     During a later conversation with my esteemed PE mentor, Angel, he shared a valuable insight from his extensive experience. He revealed that, in his view, around 30% of the decision to proceed with an investment is influenced by the investor’s comfort level and alignment of values with the targeted company’s leadership. This, he emphasized, is more crucial than a strong balance sheet or attractive EBITDA. The chemistry with the entire deal team is the most significant factor in a successful deal. 

     Understanding the concept of 'fit' in investment decisions is crucial. When I probed several GPs, Independent Sponsors, and other dealmakers about their interpretation of 'fit ', this is what I discovered:

     When a majority investment, the acquirer has more control over the CEO's role. With a minority investment, it is critical that the CEO is seen as a team player and treats the investment like a partnership. Without the right CEO in the seat, they will walk away despite the potential ROI. 

     Angel said: 

• The decision to invest in a business begins at the dinner table. The deal team gets together with the executive team, the investment banker, and the CEO. 
• How does the C-suite team relate to their direct reports and other staff? Do they treat them like employees or as partners? If there is demonstrated respect between senior management and the rest of the staff, Angels says this is a good sign. Everyone must feel vested in the transaction for it to be successful. 

     As my podcast guest, Stephen Pitt-Walker, emphasizes, deals of every size are about people, culture, and relationships first and foremost.     

What is executive branding? 

Executive branding is a discipline and framework that enables you to authentically communicate your unique promise of value to a specific audience. 

What are the benefits of executive branding? 

Executive branding improves confidence that:

• Raises your visibility based on your own expertise 
• Presents novel opportunities to conduct business in new but secure ways
• Produces rediscovery and validation of your personal values that drive business deals authentically 

The executive branding process:

• Is cogent and coherent 
• Builds capacity through productivity enablement 
• Saves critical time through an efficient approach to communicating your value proposition to targeted audiences

Who needs executive branding?

• Business leaders who need to strategically communicate with targeted audiences, such as investors, shareholders, prospective clients, and other stakeholders.
• Executives who need to raise their visibility in a new market and who want to shorten the deal-closing cycle. 
• CEOs who are onboarding into a new organization and need to establish key relationships swiftly and authentically. 

I help business leaders communicate their value proposition to targeted audiences, including investors, boards, clients, regulators, and other stakeholders.  

"The practice helped me understand how to talk about myself, how to position myself, and how to present myself (and my organization), in front of each audience." -- A recent Westgate client 

Career Advisory & Personal Branding Services
Serving clients globally since 2011.

The Solar Eclipse 

It was an exciting time here in parts of North America with the solar eclipse capturing the hearts and minds of many enthusiasts. Here are friends enjoying the event from a lake house in the Adirondacks. Sadly I was unable to join them but the reports were extraordinary. 

Thank you for being part of the Westgate community. I hope you find our weekly newsletter helpful as it is a labor of love and service to you. Have an optimized week ahead. 

Maureen Farmer is a Leadership Optimization and Executive Branding Strategist for next-level executives, investors, and board nominees. 

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     Westgate Executive Branding and Career Consulting Inc. would like to acknowledge that we are located in Mi'kma'ki, the ancestral and unceded territory of the Mi'kmaq People. We are all Treaty people.