TOOLS

The funnel targets for pipeline management from sourced deals to closed deals is outlined below. Minimum pipeline and investment targets per country: ● 200 new prospects met. ● 100 FIFs – prospects pitched. ● 40 DSFs – prospects sourced. ● 20 deals advanced to active pipeline. ● Five deals closed. ● 2.5% conversion rate. Other pipeline management targets include: ● All network members met with and communicated to no less than two times per year. ● 10 MOUs signed with network members by year one. ● 4 PE Investment Seminars per country per year, or one per quarter (minimum). ● 20 new companies attending per PE Investment Seminar.

FILES AND FOLDERS

[INSERT RELEVANT FILE PATHWAYS]

TRAINING

Note to Reader: RENEW recommends each fund manager develops or partners with a training provider to support staff growth and development in the following areas. Additional information is included in Step 0: Onboarding & Training below.

SUGGESTED TRAINING DESCRIPTION

Building a Network A two-hour training on how to network. Networking is used to build relationships with stakeholders that support sourcing. Stakeholders include banks, associations, government offices, professional firms, and individual agents.

Sourcing A two-hour training on how to source (with an unbiased gender lens), includes the funnel, targets, best practices, and other information found in this document.

How [INV./FUND MANAGER NAME] Trains: Train the Trainer A two-hour training to teach how [INV./FUND MANAGER NAME] runs investment seminars. Members must perform a dry run with experienced trainers and attend three seminars as an observer before being allowed to train. (Note to Reader: This training is only suggested for investment firms / fund managers that have an inhouse training function.)

SUGGESTED TRAINING

Asset Management Training Schedule and Tracker An annual training schedule and tracker for the Asset Management and Admin and Finance division to ensure the AM team is being trained.

DESCRIPTION

TOOLS

The main tools are the FIF, DSF and country pipeline. The NDA and other communications tools are also provided in the table below.

FILE NAME LINK USE

Pipeline Management Tool

First Interview Form (FIF)

Deal Screening Form (DSF) Tool - Pipeline Management

Tool - First Interview Form (FIF) and First Screening Form

Tool - Deal Screening Form (DSF) To track the pipeline in a country. It will be used most frequently by the respective country’s team. It tracks all of the fields we must collect on new companies and provides the project management tool for when a company is promoted to the active pipeline. The tool has instructions in the first tab. The Senior Investment Manager is accountable for ensuring this tool is being used by the team. All team members in a country are responsible for using the tool properly.

To be completed after the first meeting. Information should be gathered in one meeting, followed by a review from Legal and a review from the RM to determine that the company does not violate any of the negative screening rules of the firm. Must be completed for all companies to count towards sourcing targets and before being presented to the IM team to advance from “prospect” to “sourced” status.

To be completed over multiple meetings with the company once it has been “sourced” (over one week’s time). This must be completed before the sourced deal is presented to the IIC for a decision to advance to the active pipeline.