Kelly:

Chris, in many ways it sounds like you're talking about the people dimension of these companies — that you have to get this right in order to unlock this set of opportunities for the company. Is that right?

Chris Mailander:

That's absolutely right.

The number one criterion that this private equity investor is looking for when they make investments into companies is: what is the culture of the company?

So, yes, getting the people side of the business right is imperative. It is their number one test.

You have to have a team that gets it. They've got to know how to unlock the value within the company.

And they do it by how they manage, how they lead, how they communicate. It's all about how they think, perceive, and react in these moments.

And it is part of the deal consideration.

So imagine this, which is that first of all, your ability to get into the conversation, and then secondly, the size of the check that they're willing to write, directly correlates to your culture and your people and your ability to communicate, manage, and lead through the next stages of growth that they're looking for.

It's not just about the financials alone.

Kelly:

Well, this has been incredibly insightful. Thank you so much for your time, Chris.oes here