A Survey of 100 Middle-Market Investors

Being the CEO of a middle-market plastics manufacturing company requires a plethora of outstanding qualities that can move a business forward. Company owners are looking for competitive leaders who can navigate the challenges of the industry and win. If companies are to survive the highly competitive world of plastics their CEOs need to be skilled in data perception, strategy, technology, organizational relationships, continuous improvement and more.

What Background Do Investors Look For?

In a recent case study of over 100 middle-market plastic mfg investors, we asked them what primary background they most like to see in a CEO. Operations came in at number one, while sales and finance trailed.

●     Operations 49% – With long term objectives in place, an exceptional operations leader can break down company goals into smaller targets that increase overall operational performance and customer satisfaction.

●     Sales 32% – With margins being conservative in the plastics industry, it is essential to find a Sales leader who knows how to develop a sound strategy and strong value propositions, combined with the capability to build up a sales force that will coordinate with internal teams while not over-promising to the customers – all while keeping an eye on stretching the margin with each solution provided.

●     Finance 9% – Although finance came in 23 points lower than sales, it should be noted that plenty of middle-market plastic mfg CEOs came from finance – especially those with strategic M&A experience.

Survey Results Summary

• Operations
• Sales
• Finance
• Other

Takeaway

There are many characteristics that middle-market investors are looking for in a CEO. While it’s impossible to be great at all things, this is a little piece of insight that I hope will help you to start thinking about forging your career.