BUSINESS SITUATION
- A secondaries private equity firm, wanted to send customized emails to source meetings with potential North American institutional investors that actively endorse and invest in private credit funds.
- Log emails/calls response summary, schedule for follow-up meeting, etc. into the CRM.
ENGAGEMENT
- The team created a list of potential investors and their contact information that align with the client's investment strategy for outreach.
- Configured client’s business email outbox using the automated tool and sent customized emails to potential investors.
SGA APPROACH
- Investor targeting: Compiled and categorized potential investor contacts from client’s CRM based on type (e.g., pension funds, family offices, etc.)
- Enhanced CRM utilization and expansion: Expanded CRM list using databases (RocketReach, Zoominfo, Dun & Bradstreet), and desktop search to identify asset managers aligning with client's strategy
- Investor outreach automation: Developed a workflow-based tool to optimize outreach, tailoring strategies for each investor to maximize deal conversion
- Lead management: Directed positive leads to the client’s business development team and facilitated scheduling of calls through effective calendar management
Snapshot of the workflow implemented by the tool for the outreach process
![](https://sganalytics.com/assets/uploads/fcimages/images/Presentation1.png)
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BENEFITS & OUTCOME
- Automated email outreach: Made the email outreach process efficient by saving ~ 60% of manual time spent
- Data enhancement: Enriched client’s CRM with a curated list of potential investors screened from third-party databases
KEY TAKEAWAYS
- Enabled the client to prioritize their focus on investor conversion by optimizing the outreach process
- Effectively leveraged multiple databases to screen and expand prospects