Insights from Business Development Professionals
Private Equity
JONATHAN BABCOCK: Early in my career, a mentor shared this quote: “Small disciplines, repeated with consistency every day, lead to great achievements gained slowly over time.” This reminds me that the habits we cultivate compound over a lifetime. One impactful discipline is consistently finding ways to help others.
KAITLIN BROPHY: It is always better to be proactive than to be reactive.
PHILLIP MARKS: Never stop learning, be humble, and always do the right thing, even when nobody is looking.
DUSTIN HOLLAS: The best advice I’ve received is to focus on building genuine relationships. Despite advancements in technology, nothing can replace good old-fashioned networking. Success in business development is built on trust and mutual respect, which comes from consistently adding value and prioritizing long-term relationships over short-term wins.
“Despite the advancements in technology, nothing can replace good old-fashioned networking.”
Dustin Hollas
Capstreet
JUSTIN SMITH: Find one thing that you are really good at in business, and excel at that one thing. It’s very hard to be great at more than one specialization.
LAUREN SMYERS: “Invest in enduring success.” It’s a powerful reminder to focus on what truly matters: investing in personal growth, the growth of those around you, and the growth of companies you serve.
LAMAR STANLEY: The best professional advice I’ve ever received is simple and universal: Work hard. Be kind. Tell the truth.
MADI SYKES: Embrace authenticity and adaptability— success comes from staying genuine while remaining open to new challenges.
Investment Banking
SHIVALI BHAMMER: The best advice is from my father: Be honest no matter the cost and work in a way that allows you to sleep well at night.
FIDEH BRUNDIRKS: Focus on progress, not perfection. Growth comes from taking action, learning, and embracing challenges as opportunities.
JAY CHAUDHARI: Always focus on relationships over connections. This advice has stayed with me throughout my career.
AARON DAVIDS: “Make it happen.” This means taking ownership and acting with purpose rather than waiting for opportunities.
JAKE MICHALKO: Play the long game. Position yourself methodically for greater success over your career.
“Plant the seeds, stay patient, and keep your head down and work hard.”
Jake Michalko
BDO Middle Market M&A
LOGAN PHILP: Be the person who was there for others in their greatest time of need.
ZACH WIERSMA: Invest in meaningful relationships early and often in the M&A industry.
Corporate Development
MATT ARSENAULT: A senior leader advised me, “Don’t bring me problems, bring me solutions.” This has guided my work for nearly 20 years.
JOAN DE LA PAZ HELLMER: “See things through.” Take ownership and do your best to see tasks through despite challenges.
“Approach each situation with a sense of curiosity.”
Sara Mitchell Cox
Hajoca Corporation
MEEAE DIENEMANN: The key to bringing your best self to work is to be happy. Identify what brings you joy and balance those aspects.
ALEX KENNEDY: “If I had to ask for something, it was a missed opportunity to be proactive.”
JASON KRAFT: As T. Boone Pickens said, “When hunting elephants, don’t get distracted chasing rabbits.”
SARA MITCHELL COX: Seek opportunities to learn from every individual and circumstance.
Middle Market Growth is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.
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