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How to Attract More Co-Investment Deal Flow

One common frustration for investors, from private equity fund
managers to family office executives,is that it can be exceptionally
difficult to source high-quality, attractive deals that haven’t been shopped
around to every other investor already. I wanted to share 3 strategies that
will help you regularly gain access to better deal flow.

Plant Your Flag: In order to source great deals and investing opportunities
that are in line with your objectives and criteria, you need to communicate
what exactly you are seeking. It might seem counter-intuitive to narrow
your scope by sector, allocation size, EBITDA range, and similar
filters but doing so will tell companies, investment bankers, investment
firms, and other deal sources what deals are a match for you.

You might even consider establishing yourself as an investor exclusively
in a specific industry or niche like logistics, textile manufacturing,
or a similarly defined segment of the market. This will enable
you to focus your team on only forming relationships within this
market and you will gradually establish yourself as a top player in the

I was recently approached by an industry friend who runs a small, regional
bank and he asked if I knew of any firm that partners with banks like his.
Instantly, a name popped into my head of a private equity firm that I met
with that focused exclusively on independent banks and financial firms.
That connection would not have been possible had that private equity
firm not planted its flag firmly in the banking sector so that everyone,
including myself, knows exactly what they invest in and what type of deals
they are interested in.

Get Out There: There is a tendency, especially among investors, to wait
for deals to come to them, rather than seeking out deals, building networks,
forming relationships with companies and deal sources, and proactively
working to develop deal flow. If you are serious about sourcing deals and
developing a strong deal pipeline then you need to get out in front of the
world and attend industry events, speak publicly (with compliance/legal
approval, of course), establish your brand and focus, and become a leader
in whatever areas of investing you focus on. For a family office or
pension fund that has always had investments presented to them in the
past this is a complete change in strategy and it can be challenging.

It is pretty difficult to bring an investor a high-quality, proprietary
deal if you don’t know the top executives, the firm doesn’t
have a website, and they do not share any of their investing priorities or
focus with outsiders. The most successful investment firms and direct
investors have developed a strong foundation of deal partners, they have
representatives attending and even speaking at conferences, their executives
are quoted in the newspapers, and they make a strong effort to get out
there and meet with companies and other investors.

Provide Value to Your Deal Partners: If you want to access better deals
and ensure that you are one of the first calls when one of your deal
sources comes across a new deal, then you need to take care of your
network and provide value in return for their help.

For example, we maintain a number of deal partners within a Top 50 Deal
Source database. We use this database along with our Customer
Relationship Management system to help our team make sure and touch
base with these relationships and make sure that they are receiving value
from us. Otherwise, you are expecting something for nothing if you want
deal sources to simply hand you interesting or attractive deals and never
receiving anything in return. So we make a concerted effort to share
insights, invite these parties to attend our relevant events, meet with
us at an industry conference, send a free copy of a book we write, or
provide some other piece of value that reminds them of our firm and also
makes sure that they value the relationship.

You might find that your network of deal sources only includes a few
merchant banks, an investment banker, a couple of private equity firms,
and 5-10 institutional investors, or if you are more active, you might
need to develop a sophisticated system for tracking more than a hundred
deal sources. Whatever the size of your deal source network, be sure and
deliver real value consistently and treat the relationship like you would
a client.

I hope that these strategies help you identify great deal partners, source
high-quality deals, and ultimately improve your performance. If you would
like live training on raising capital and working with investors, be sure
to attend our upcoming full-day Capital Raising Workshops and our
family office conferences:
By Theo O’Brien, Managing Director, The Family Office Club.


These are the authorized off takers for the sale and purchase of Nigerian Crude oil for 2017/2018. The contracts run for one calendar year, effective January 1 for consecutive 12 circles of crude oil allocation. All the contracts were for 32,000 barrels per day except Duke Oil Ltd, an oil trading arm of the NNPC, which shall be for 90,000 barrels per day.

The Indigenous Beneficiaries are:
1. Oando
2. Sahara Energy
3. MRS Oil and Gas
4. AA Rano
5. Bono,
6. Masters Energy
7. Eterna Oil and Gas
8. Cassiva Energy
9. Hyde Energy
10. Brittania U.
11. NorthWest Petroleum
12. Optima Energy
13. AMG Petroenergy,
14. Arkiren Oil and Gas Limited
15. Shoreline Limited
16. Entourage Oil,
17. Setana Energy
18. Prudent Energy.

The International beneficiaries are:
19. Trafigura
20. ENOC Trading,
21. BP Trading,
22. TOTAL Trading,
23. UCL Petroenergy,
24. Mocho,
25. Tevier Petroleum,
26. Heritage Oil,
27. Levene Energy,
28. Glencore
29. Latasco Supply and Trading.

The five foreign refineries are
30. Hindustan Refinery,
31. Varo Energy,
32. Sonara Refinery,
33. Bharat Petroleum
34. Cepsa

The NOCs are
35. India Oil Company,
36. China (Sinopec)
37. South Africa (Saccoil).

The NNPC trading arms are
38. Duke Energy
39. Carlson Hyson

Nigeria’s Renewables Market: Opportunities and Development for Solar PV

Since the deregulation of the electricity sector in 2005 through the Electric Power Sector Reform Act (EPSRA), Nigeria’s energy market has made attempts to diversify its oil dependent energy sector. However, it was the recent economic crisis that forced the Federal Government of Nigeria to review the sector more intensively and initiate steps towards opening opportunities in renewable sources, particularly solar.

The government has big ambitions documented in its “30:30:30 electricity vision” that aims to generate 30 GW of installed on-grid electricity capacity by 2030, of which 30% of total energy capacity is to be covered by renewables. The largest source and potential to meet its target lies with solar energy, spurring the Federal Government to initiate significant developments in regulatory and legal frameworks to improve investor confidence and private investment in the market. These ambitions have led to the realisation of 14 signed Power Purchase Agreements (PPAs) (listed below) in 2016 with local and international utility-scale developers that are expected to add 1,200 MW of solar capacity to the grid. Read more here:

6 Ways To Deal With Fear And Uncertainty In Retirement

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If you are like most people, you find comfort in a certain level of stability and routine. After all, during years of working and child-raising, routine is the name of the game. You get up, shower, dress, eat breakfast and off to work. Days flow into weeks, weeks flow into months, years and decades—before you recover from the whiplash of what-the-heck-just happened, retirement is staring you square in the face….. <a href="

CBN Pumps $9.96bn into FX Market in Six Months, Attains Stability

The Central Bank of Nigeria (CBN) has injected $9.964 billion into the interbank segment of the foreign exchange (forex) market since it commenced its aggressive interventions in February this year.
This has helped to ease pressure on Nigeria’s forex market, which prior to the action by the regulator had been pummelled by speculators.
According to figures compiled by THISDAY between February 21 and August 21, the CBN sold the greenback to authorised dealers in 44 sessions.
A breakdown of the dollar sales showed that $680 million was pumped into the market in February, $1.542 billion was sold in March, $1.616 billion in April, $2.102 billion in May, and $1.631 billion in June.
Also, while the central bank offered $1.639 billion to banks to sell to their customers in July, as of August 21, it had sold a total of $754 million.
The $2.102 billion sold by the central bank in May remains the highest in the six months under review.
In May, the central bank sold dollars in eight different sessions, in its bid to stabilise the market and discourage currency speculation.
The dollar sales have been targeted at retail invisibles for PTA, BTA, school fees and medical bills, wholesale forwards, SMEs, and Secondary Market Intervention Sales (SMIS).
A market analyst who spoke to THISDAY said the forays by the central bank in the past six months have helped in eliminating the pressure on the forex market, ensured exchange rate stability and eliminated currency speculators.
The aggressive interventions, notwithstanding, Nigeria’s external reserves also climbed by $2.271 billion to $31.599 billion as of August 18, compared to $29.328 billion when the new forex policy was unveiled.
Owing to this measure, the naira which fell to a historic low of N525/$ on the parallel market six months ago currently trades around N365 to the dollar.
At the official market, the naira closed last week at N305.80 to the dollar due to daily interventions by the CBN, while at the Investors and Exporters’ forex window, the naira appreciated on all trading days last week, rising 0.4 per cent to and close at N359.25 last Friday.
Chief Consultant, Biodun Adedipe Associates Limited, Dr. ‘Biodun Adedipe, recently said the CBN has enough ammunition to sustain the forex interventions.
Speaking yesterday at a forum organised by the Finance Correspondents Association of Nigeria (FICAN), he added that the required international benchmark was for external reserves to support at least six months of a country’s import bill, noting that Nigeria was doing great with reserves at the current level covering over 12 months of imports.
Adedipe, however, stressed the need for increased patronage of goods and services made in Nigeria in order to stimulate economic activities and attain sustainable growth.
He said in terms of production, Nigeria should emulate China and India, especially the latter which promotes ‘Made-in-India’ goods.
On consumption, the economist said Nigerian economic agents (governments, corporates and individuals) should patronise goods Made-in-Nigeria.
By adopting the economic policy, Adedipe held the view that trade would thrive on internal activities, while the country would engage in international trade to complement its earnings.
He noted that any country that does not produce a significant proportion of what it consumes would always be at the mercy of those countries that are producing the goods and services.
“The salvation of the Nigerian economy, beyond engendering recovery from the abating recession, is found in promoting aggressively the ‘Made-in-Nigeria’ campaign.
“In Nigeria, most of the things that catch our fancy, we actually don’t produce them. We therefore end up creating jobs offshore,” he added.
Also commenting recently on how far the CBN would go to sustain its market interventions, its governor, Mr. Godwin Emefiele said: “I have said it and I will repeat myself that the interventions will be more vigorous than ever to underscore the fact that we are determined to ensure that the Nigerian economy recovers by making sure that foreign exchange is made available to operators of the economy to conduct their businesses.”