Alex Rawlings speaks with Nigel Green on why private equity firms struggle with organic growth and how better hiring, faster execution, and customer focus can unlock value.
⏱️ Timestamps & Key Takeaways
00:00 – Introduction
Nigel’s background and advisory focus
00:29 – Career Highlights
- Two successful exits before 30
- Now advising PE-backed companies on growth
01:34 – Biggest PE Mistake
- Weak commercial operators
- Overvaluing experience vs. current fit
03:05 – Growth Challenges
- Delayed action on underperformance
- Lack of urgency from investors
05:42 – Hiring Better Leaders
- Avoid “black book” hires
- Focus on Character, Chemistry, Competency
- Hire people with urgency and something to prove
08:35 – Go-To-Market Strategy
- Get close to customers early
- Avoid internal-only focus
10:29 – The Real Competitor
- Most deals are lost to “doing nothing”
- Solve customer inertia, not just competition
12:56 – Interviewing Sales Leaders
- Conversations aren’t enough
- Require candidates to demonstrate ability
14:38 – Attracting Top Talent
- Best candidates aren’t applying
- Sell the opportunity with honesty and realism
- De-risk the move
23:06 – Driving Growth
- Small tweaks > big overhauls
- Retention often a bigger issue than pipeline
26:41 – Proactive Sales
- Remove friction in buying
- Simplify and speed up decisions
30:06 – Great Operating Partners
- Must still be operators
- Help leaders make tough decisions
34:29 – Final Advice
- Consume less, execute more
🔑 Key Themes
- Hire for drive over experience
- Focus on execution and speed
- Growth comes from action, not analysis
Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.
🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com
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