Eric Starr, partner at CapX, participated in a recent panel discussion at Axial Concord covering generating deal flow, buliding relationships, and winning the deal.
"Proprietary deal flow is the holy grail of most investors’ sourcing efforts. But proprietary deals — those that come outside an auction, in which only one investor is brought to the table — are increasingly few and far between." Peter Lehman, Axial founder and CEO, remarked, “Proprietary deal flow isn’t dead, but it is rare.”
To increase inbound deal flow, “the first step is to define who you are and what you do,” said Eric Starr of CapX Partners, a senior lender for middle market businesses. “Referrals are our currency among professionals. We don’t say no to deals, we say ‘It’s not for us but you should get in touch with… ’” said Starr. “That’s part and parcel of our strategy.”
Click here to read the entire article recapping the discussion by Meghan Daniels, Axial.