On the back of new exclusive research, Navatar and Exit Strategies have identified the leading causes preventing private equity firms from successfully sourcing and closing proprietary deals. From misestimating the time required to nurture a deal, to entering negotiations rooms with the wrong mentality, watch this webinar to learn what fallacies may be preventing your deal sourcing engine from humming. Topics discussed include: - Exclusive survey results that test your key deal origination assumptions - Why poorly packaged information shouldn’t be your biggest dealmaking worry - How to let things flow naturally during meetings with target company execs - Valuations, terms or chemistry? Which variable deserves your primary focus

1. NavatarWebinar:
Six Fallacies of Proprietary
Deal Sourcing

2. Navatar is the #1 global cloud software provider to the private capital
community, including private equity firms, asset management firms
and strategic buyers worldwide.
• 600+ customers in 35+ countries
• 100% SaaS - Built on Salesforce & Box clouds
• US, Europe and Asia offices
• Founded in 2004
#1 PRIVATE MARKETS PLATFORM

3. Exit Strategies is a buy side deal origination firm that:
• Focuses on the middle market
• Represents a diverse spectrum of investors & capitalization methods
• Employs proprietary tools and process to create profitable deals not just introductions
• Focus’ on the distinct psychological nuances of originating proprietary deal
About Exit Strategies

4. SPEAKERS
Jordan Wagner Ketan Khandkar
Co-Founder
Ed Harms
Director of Sales Chief Operating Officer

5. Q: From first contact to close, a proprietary deal takes on average…
A 3 to 12 months
18 to 21 monthsB
24 to 30 monthsC
36 months or moreD
58%
31%
10%
1%

6. Q: What is the single biggest advantage of pursuing proprietary deals?
A Better valuations
More favorable termsB
Sufficient time to meet ownership,
understand the business
C
Certainty of closeD
37%
22%
33%
8%

7. Q: What should GPs be most cautious about when pursuing proprietary deals?
A Wasted time and resources
Poor packaged informationB
Miscommunication or late changesC
Owners’ expectations of a high valuation
due to proactive interest
D
55%
21%
17%
8%

8. Q: What’s the best way to start a new relationship with a target company executive?
A
Write personalized emails to gauge
interest. Ultimately it’s a numbers game
Begin sharing marketing literature like
newsletters and deal announcements to
provide a sense of credibility and brand
Catch them at a trade show. In-person
introductions are always the most effective
C
There is no single best wayD
8%
8%
64%
19%
B

9. Q: What is the best way to move a deal quickly and efficiently?
A
Have a firm process/order (from NDA
to LOI) and try to follow it efficiently
Meet target company management as
soon as possible to ensure a mutual fit
Be flexible on what the owner prefersC
Make sure not to make an offer until
you are fairly certain you won’t need to
change deal terms
D
30%
43%
11%
17%
B

10. Q: What mentality should you enter a meeting with a target company exec?
A
Try to follow the owner’s lead.
Let things flow naturally
That of an educator. Explain your
investment thesis and strategy
B
Art of the deal! You need to
negotiate tough to get a fair price
C
Solicit key data points so you can make an
early decision on where to spend time
D
31%
15%
49%
5%