{"podcast":{"title":"Deal Sourcery","slug":"deal-sourcery-7025639","podcast_index_feed_id":7025639,"rss_url":"https://feeds.captivate.fm/deal-sourcery/","website_url":"https://dealsourcery.com/","image_url":"https://artwork.captivate.fm/e661f66e-10f1-4e3c-882e-501ed529fee7/aTBgCACYvC3w4BC1M86YvTL5.jpg","author":"Dan Herr and Matt Rooney","episode_count":26,"summary":"Deal Sourcery is the must-listen podcast for Private Equity professionals aiming to master the art of deal origination. Hosted by Dan Herr - who’s closed over $1B in transactions in the last decade while building and leading world-class deal sourcing teams - and Matt Rooney, a top recruiter in PE business development, we dive into cutting-edge trends, proven tactics, data-driven sourcing strategies and the technology shaping the future of M&A. Each episode features in-depth discussions with exited founders, PE professions and investment bankers, delivering exclusive, actionable insights you won’t find anywhere else. Tune in to elevate your sourcing skills and optimize your firm’s capital deployment.","last_synced_at":"2026-06-11T22:20:53.050148+00:00","page_url":"https://stenobird.com/podcast/deal-sourcery-7025639"},"episode":{"title":"Winning Before the CIM:  If You’re Waiting for the Book, You’ve Already Lost","slug":"winning-before-the-cim-if-you-re-waiting-for-the-book-you-ve-already-lost","published_at":"2025-04-15T10:30:00+00:00","page_url":"https://stenobird.com/podcast/deal-sourcery-7025639/winning-before-the-cim-if-you-re-waiting-for-the-book-you-ve-already-lost","show_page_url":"https://stenobird.com/podcast/deal-sourcery-7025639","url":"https://dealsourcery.com/episode/winning-before-the-cim-if-youre-waiting-for-the-book-youve-already-lost","audio_url":"https://podcasts.captivate.fm/media/540457e6-8ec2-49a0-8d17-6abab66a6289/DS-E12-Final-2.mp3","summary":"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…","meta_description":"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, Man…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3348,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/deal-sourcery-7025639/episodes/winning-before-the-cim-if-you-re-waiting-for-the-book-you-ve-already-lost/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/deal-sourcery-7025639/winning-before-the-cim-if-you-re-waiting-for-the-book-you-ve-already-lost.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}