Phone: +44(0)1442 849999 | Email: solutions@mentorgroup.co.uk

Private Equity Practice

We believe our services will accelerate a portfolio company’s revenue growth trajectory and meaningfully reduce the time of realization of return on the equity investment.  We have done this for the portfolio companies of private equity firms many times.

What?

We have developed a consulting practice for financial sponsors and their portfolio companies. We believe that much of what can be done to reduce operating costs and improve efficiency from organizations has largely been accomplished. Thus, along with M&A, organic revenue growth becomes the most important lever for value creation and the principal vehicle for enhancement of portfolio company performance.

We believe our services will accelerate a portfolio company’s revenue growth trajectory and meaningfully reduce the time of realization of return on the equity investment.  We have done this for the portfolio companies of private equity firms many times.

In addition to performing all we do for the portfolio companies of financial sponsors post close, we also are capable of a wide variety of assistance during a due diligence process, including:

  1. Full Sales Productivity Diagnostic
  2. Go to Market Strategy
  3. Organization structure/coverage/capacity
  4. Optimizing role definition, goals/metrics, hiring profiles
  5. Marketing/Sales Alignment
  6. Sales management
  7. Messaging Effectiveness
  8. Customer/client audit (voice of the customer)
  9. Compensation analysis and comp plan design
  10. Customer success/account management
  11. Sales forecasting/metrics/pipeline fidelity
  12. Sales talent assessment

Sales Performance Diagnostic

Many organisations are challenged by inconsistent processes, ineffective or poorly trained sellers, and limited or ineffective technology tools and support. Mentor Group’s Sales Performance Diagnostic (SPD) is designed to probe each of these areas through interviews, surveys and intensive data analysis. We use a bespoke Qlik Sense analytics application to capture, analyse and display all the information needed to make impactful and actionable recommendations to the business. This same application can be used on an ongoing basis to baseline and compare performance changes over time in order to demonstrate improvement or areas for review.


SPD uses advanced analytics combining client data with qualitative observations to deliver a variety of detailed business insights as well as a specific roadmap on how a sales organization can drive more rapid growth. A business sponsor is able utilize this diagnostic on just one portfolio company, or it can be deployed across the entire portfolio, developing benchmarks and comparisons between organizations, driving performance improvements and shortening the time for realization of value across the entire portfolio.


Our holistic approach considers sales strategy, management and coaching processes, revenue growth, business segmentation, organization design, role effectiveness and use of technology. By analysing data at the lowest possible level and applying relevant attributes, we can identify specific areas of concern such as why some sub-regions or verticals have lower than expected performance. By understanding how reps are trained and coached, we can target specific areas for interventions instead of providing a single mass-delivered approach. By recognizing concerns such as undifferentiated messaging, a non-optimized CRM, quoting systems or a sales compensation process and systems that do not drive desired behaviour, we can recommend options that have a meaningful and measurable impact on productivity and results.

 

Mentor has successfully delivered hundreds of diagnostics and resultant sales improvement projects over the years and SPD adds a powerful data-driven diagnostic tool to our toolkit.  We welcome a conversation with you to demonstrate how this would add value for your firm or your portfolio company.


The Result

The final readout will include a detailed analysis for the current pipeline health, plus a set of prioritized recommendations on the specific actions that will deliver the greatest impact in the shortest time.  If you continued to use the Qlik Sense app to compare baseline to quarterly performance, we can measure which projects have the most impact and adjust accordingly. The result is both increased seller productivity and higher levels of revenue growth.