Private equity's returns now run through the finance seat
Debt got expensive, multiples stopped rising, and two of the three engines of a buyout return went quiet. What is left is the operating engine: earnings driven, cash released, numbers trusted, all at pace, and it runs from the finance seat. Those levers are my trade, scored at listed-company scale and priced, for eleven years, with my own capital at risk.
For most of the 2010s a buyout could work without much operating improvement. Cheap debt carried the structure, rising multiples flattered the exit, and a value-creation plan could underdeliver into a market that forgave it. That era has ended, quietly and measurably, and it has changed what a sponsor is really buying when it hires a finance leader.
Money stopped being free
Through the 2010s the UK bank rate spent most of a decade between 0.1% and 0.75%, and the US federal funds rate between zero and 2.5%. The 2022 to 2023 repricing took them to 5.25% and 5.5%. The cuts since have settled at 3.75% in the UK and 3.5% to 3.75% in the US as at August 2026: well below the peak, and far above the floor the playbook was written on.
Sponsor economics sit on top of that base, and in two tiers. Bain's Global Private Equity Report 2026 puts buyout borrowing costs at 8% to 9%, but its own source note defines that as US large-corporate LBO loan yields for deals with more than US$50m of EBITDA, which is the broadly syndicated market rather than the mid-market. The typical sponsor-backed mid-market company borrows from private credit instead, where Valuation Research Corporation put second-quarter 2026 unitranche pricing at 9.00% to 9.75% all-in, and the Federal Reserve's August 2026 study puts the gap at a clean 100 basis points, private credit at SOFR plus 500 against SOFR plus 400 for leveraged loans, on borrowers carrying 5.0 times leverage rather than 3.2 times. Dearer money, on more debt, with thinner cover: every one of those numbers moves the burden of the return onto the same place, the operations of the business, read and steered through its numbers.
Bain's 2026 report turns the arithmetic into a rule of thumb it calls "12 is the new 5": through the 2010s a typical investment needed about 5% annual EBITDA growth to reach a 2.5x return over a five-year hold, and today the same return needs something closer to 10% to 12%. Read that against the three places a buyout return comes from, debt paydown, multiple expansion and earnings growth, and two of them have gone quiet. Cheap debt is not doing the work. The exit multiple is not doing the work.
What is left is the earnings line, evidenced. That is a finance-seat job.
None of this is a new thought so much as a newly unavoidable one. The portfolio CFO's job has been heading this way for a decade: growth fostered, transformation driven, cash first, a partner to the chief executive rather than a scorekeeper behind one. That is not a new idea, and it is not borrowed from a conference stage; it is how I have run every finance seat I have held. What is new is that the arithmetic now enforces it. When neither leverage nor the multiple is doing the work, the value-creation plan is not a slide. It is the return.
So the question a sponsor should ask of any finance seat is short: which levers can you pull, and where have you pulled them? I count five. Not because only five exist, a full operating agenda runs past a dozen, procurement, tax, capex discipline and pricing architecture among them; these are the five where the finance seat moves value fastest in the first year, and most of the rest hang off one of them. They share one identity: a commercially astute finance leader who brings the strategy into the numbers, then drives the few drivers that actually move value. Not a scorekeeper with a strategy slide; the person beside the chief executive making the plan land in the P&L.
Lever one: earnings, driven rather than asserted
Ten to twelve per cent annual EBITDA growth does not come from a cost-out memo. It comes from the drivers underneath the earnings line: pricing rebuilt against real capacity, mix steered towards the work that earns its overhead, utilisation managed as a lead measure rather than discovered in the accounts. And it only counts if it survives diligence, because a buyer's quality-of-earnings review does not negotiate with an unevidenced improvement; it strikes it, and then removes it again at the multiple.
I have run that lever where the consequences were real. At Parexel I ran finance for the Early Phase unit, forty people across five sites on three continents, through a turnaround to the unit's first positive operating income in its history, a $13m improvement on plan. Revenue-and-margin led, not cost-led: bid pricing rebuilt against realistic utilisation, contracts signed off against margin rather than hope, the study portfolio steered towards work that recovered its own overhead. And one of the biggest drivers was reprioritisation: the plan named the unit's two growth engines and funded them, stage-gating capital everywhere else, because finite resources only compound where they are pointed. The budget was not a soft target; a unit that had never made positive operating income was budgeted, reasonably, to lose money again. And every month of the improvement was decomposed in a bridge: what moved, why it moved, who owned the movement. None of that machinery was invented for one engagement: value-driver reporting is how I have read a business my whole career, from a customer NPV by tariff and sales channel framework I built at O2 through the investment case at Chiron, and the same decomposition runs on my own cohort economics today. The result I claim is the year I ran: I left when that financial year closed, and what the unit did after me is not mine to claim.
A number with a bridge behind it survives an investment committee. A number without one is an anecdote with formatting.
Lever two: cash, released and kept released
Where the deal is levered, cash becomes the binding constraint long before earnings do. Interest wants paying on its schedule, covenants test on theirs, and the cheapest capital any portfolio company will ever raise is the capital already trapped in its own working cycle. A finance seat that treats the thirteen-week cash view as an instinct rather than a report is releasing debt capacity every month. I have run one on my own business for eleven years, because when the working capital is your own money, thirteen weeks is not a reporting convention; it is how far ahead you can see trouble while there is still time to act.
Inside the same Early Phase unit, alongside the earnings work, receivables came down from 65 days to 40: billing discipline, contract terms enforced at signature rather than renegotiated at collection, and a finance team that treated an ageing debtor as a process failure rather than a fact of life.
And for the last eleven years I have run the personally exposed version. A self-funded consumer-products business pays its suppliers in Asia months before a customer pays it, so the cash conversion cycle is not a metric; it decides what the business may attempt. When COVID collapsed my category by more than 70%, the survival plan was a working-capital plan: costs restructured, supply renegotiated, inventory commitments cut to the cash the business could carry, traded through to the rebound with no institutional investor, no venture funding and no equity dilution. A sponsor asking whether a finance leader really believes cash is primary should ask what happens when the cash at risk is the leader's own. I already know my answer, because I have paid for it.
Lever three: numbers the board and the lenders act on
Trust in the numbers is won in the machinery, not the presentation, and in a levered business it has a technical edge. Three EBITDAs live in that business and they are not interchangeable: the management number in the board pack, Consolidated EBITDA as defined in the facility agreement with its own permitted add-backs, and the adjusted number a buyer will build in diligence. Knowing which one is being quoted, and reconciling them monthly before anyone asks, is the difference between a covenant conversation and a covenant surprise.
The machinery is old discipline. At Chiron I held financial leadership for a seventeen-country distributor network with nobody reporting to me, and took the monthly close from five and a half days to three and a half; the close itself was run by the affiliate and distributor finance teams, and my part was the design, the calendar and the discipline that got it there. The forecasting rebuilt in that era, scored against actuals, took variance from roughly 15% to 4%. A management team that gets a trustworthy number two days earlier spends those two days managing rather than reconciling. That is a judgement, not a measured result, and I flag it as one.
The hardest version of trust is a number examined by someone with the power to disagree. At GSK I was joint finance lead on one of the largest UK transfer-pricing defences of its time, engaging HMRC directly: numbers built to survive an adversary with statutory power, examined by that adversary, and holding. A sponsor's board pack and a lender's covenant certificate are gentler audiences than that one.
What does that machinery produce? A sponsor's monthly ask is concrete and almost standard: the P&L against budget and forecast by period, an EBITDA bridge with owners against each movement, working capital and the cash conversion cycle, net debt against covenant headroom, and the thirteen-week cash view underneath it all. The rows are the drivers; the columns are the periods; the job is what happens between them. I do not read a pack line by line, I read it driver by driver: which rates moved, who owns them, and what changes next month because of it. Underneath the pack sits the value-driver tree, equity value decomposed branch by branch into the rates a business can actually own: volume, price and mix; margin and utilisation; receivable, inventory and payable days. I have drawn that tree in every seat since O2, and a good pack is simply the tree with periods attached.
The covenant layer sits underneath the pack, and it differs by how the deal was financed. Larger syndicated buyouts are mostly covenant-lite, tested only when something is incurred; mid-market private credit usually carries one or two maintenance covenants, a net-leverage test and sometimes a fixed-charge or liquidity test, measured quarterly against the facility agreement's own definition of Consolidated EBITDA. Two caveats keep those numbers honest. They are new-issue prices: a business still carrying a facility from the 2023 peak, when KBRA's tracker put average unitranche above 12%, or a junior slice on top of the senior, pays well above them until it refinances. And the spread is the price of risk, not a flat rate: smaller and harder credits price materially wider. That is why the two-tier picture matters twice over: the mid-market pays more for its money and answers for it more often.
Lever four: capital where it moves the needle
The sponsor backed a thesis. Synergies, growth, a platform, a turnaround: whatever the remit, resources are finite and the return depends on driving them where the needle actually moves, then moving them again when the answer changes. That is done beside the chief executive and the chief operating officer, not behind them. Guiding the direction of growth is not a slide; it is the weekly discipline of choosing where money and management attention go.
At Chiron I pitched the three-year investment case for an underperforming seventeen-country distributor business alongside the regional Managing Director, won the capital, and delivered record contribution growth of 20% through quarterly business reviews with named owners against every initiative, including converting the Austrian market from a distributor into a direct affiliate. The ownership context was different, but the work was a funded value-creation case, quantified initiatives and quarterly accountability, which is the same governance a sponsor's plan runs on. And reallocation is the half of allocation that usually gets skipped: at Parexel the recovery plan named the unit's two growth engines and funded them, stage-gating capital everywhere else against payback.
Lever five: the deal, and the clock
Most mid-market sponsors are not buying one business; they are buying a platform and bolting on to it, so the finance seat needs deal literacy as a working skill rather than an adjacency. Mine was built inside a live one. At Mayne Pharma I joined weeks before Hospira announced its USD 2bn acquisition of the business and worked the transaction from the finance side through to completion, reporting to the deal lead: due diligence support, the deal packs and the numbers behind them, and the shareholder documentation for a scheme of arrangement, working alongside Merrill Lynch as the sell-side adviser.
A scheme is not won on persuasion alone. The Mayne scheme had to clear a shareholder vote on two thresholds, 75% of the votes cast and a majority in number of those voting; an independent expert's report in the booklet on whether the scheme was in members' best interests; ASIC, which reviews the documents and can tell the court it objects; and then a judge, who is not bound by the vote. Four audiences, four different tests, and one set of numbers that had to satisfy all of them. The transaction ran announcement to completion in four and a half months, past the end-of-year completion the announcement had targeted, and nothing in a plc calendar concentrates a finance function like a deadline that moves while the numbers are being re-cut.
Pace, in other words, is not a personality trait. It is machinery: lead measures on a monthly scoreboard, the way Parexel's turnaround ran on utilisation and pipeline so the unit could still act in month five rather than find out in month eleven.
The first month, concretely
The sponsor layer is a format, not a new discipline. I have presented budgets to a listed company's board, put investment cases in front of the leadership that owned the capital, priced decisions with the cost of debt inside the discount rate, and judged returns against a capital charge rather than a listed group's average cost of capital. What changes in a fund-owned business is the pack, the cadence and the covenant rhythm, and a format is learned fastest by naming it. So here is the first month, and a sponsor can hold me to the list.
Week one: the facility agreement, and specifically its definition of Consolidated EBITDA, the permitted add-backs, the run-rate synergy caps and the covenant test dates, because the gap between that number and the board pack's is where the surprises live. Week one: the thirteen-week cash view stood up, which for me is muscle memory rather than a new discipline, because I have run one on my own P&L for eleven years.
Weeks two and three: the last four board packs and the value-creation plan, every initiative reconciled to an owner, a baseline, a cost to achieve and a line in the P&L, with an early and specific view back to the deal partner on which initiatives will land and which will not.
Week four: three lead measures agreed with the sponsor and put on a monthly scoreboard, because operating income is a lag measure, and by the time it tells you something the quarter is spent.
What eleven years as an owner buys a sponsor
One more thing the record carries that no course does. A sponsor buying a founder-led business inherits a founder, and the distance between an institutional board and the person who built the thing is where value-creation plans quietly stall. I have sat in that chair. I can hold a board's discipline and still put it in terms a founder will act on, because I have made those decisions with my own money behind them.
The conversations this piece invites usually sit in a sponsor-backed or exit-minded group in the GBP 20m to 500m range: a post-acquisition integration, an FP&A function that has outgrown its reporting, earnings quality to evidence ahead of a process, or cash that has stopped following the plan. And the appeal is simple: a mandate with a clock on it is where finance gets to change things rather than describe them, and that pace suits me. Listed boards set those clocks too, on turnarounds, integrations and transformations; a sponsor just sets them tighter.
Debt is dear, multiples are flat, and the return now runs through the operating engine. A sponsor buying a finance leader is buying five levers: earnings driven, cash released, numbers trusted, capital steered, and a deal run at pace. Ask for each one, evidenced.
In brief
What does a private equity sponsor need from the finance seat in 2026? More than it used to. Bain's "12 is the new 5" arithmetic puts the annual EBITDA growth a typical buyout needs at 10% to 12%, against about 5% through the 2010s, because borrowing costs sit at 8% to 9% and multiples are flat. Two of the three return drivers have gone quiet, so the operating engine, run from the finance seat, carries the return.
Which levers does the finance seat actually pull? Five: earnings drivers (pricing, mix, utilisation) evidenced in a monthly bridge; cash released from working capital and kept released; reporting the board and lenders act on, with the three EBITDAs reconciled; capital allocated with the CEO to where the needle moves; and deal literacy at the pace a hold period dictates.
Can a finance leader from outside the portfolio world do the job? The levers transfer; the sponsor layer is a format. The honest position is to name the layer once, then close it fast: the facility agreement and a thirteen-week cash view in week one, the value-creation plan reconciled to owners by week three, lead measures on a scoreboard by week four.
Why does the EBITDA bridge matter so much in private equity? Because the exit price is a multiple of earnings and every claimed improvement goes through a buyer's quality-of-earnings review. An improvement that cannot be substantiated is not docked a point; it is struck from adjusted EBITDA and removed at the multiple. At ten times, one unevidenced add-back costs ten times what it was worth.
If your earnings, cash or reporting need to be ready for a sponsor, a lender or a process, that is the conversation I do directly: get in touch.
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References
- Bain & Company, "Global Private Equity Report 2026" - the "12 is the new 5" arithmetic, buyout borrowing costs and leverage, holding periods at exit and the unsold-company backlog.
- Bank of England, Bank Rate decision, 30 July 2026 (held at 3.75%); US Federal Reserve, FOMC statement, 29 July 2026 (target range 3.5% to 3.75%) - the rate levels cited.
- Federal Reserve, FEDS Notes, "Private Credit and Leveraged Loan Markets: Similarities, Differences, and Substitution", 11 August 2026 - the 100-basis-point private-credit premium and the leverage and coverage comparison cited.
- Valuation Research Corporation, private-markets update, second quarter 2026 - unitranche all-in pricing of 9.00% to 9.75%; KBRA DLD data, via Houlihan Lokey's January 2026 private credit newsletter, for the July 2023 unitranche peak of 12.41%.
- Hospira Inc., Form 8-K dated 20 September 2006 (filed 21 September), Exhibit 99.1 (announcement of the acquisition of Mayne Pharma Limited at AUD 4.10 cash per share, total equity consideration approximately AUD 2.6bn / USD 2.0bn including options, with Merrill Lynch as financial adviser to Mayne Pharma) and Exhibit 2.1 (Scheme Implementation Agreement, section 411 of the Corporations Act).
- Hospira Inc., Form 8-K, Item 2.01, February 2007 - completion of the acquisition on 2 February 2007.
- Australian Securities and Investments Commission, Regulatory Guide 60, "Schemes of arrangement" - ASIC's review role in schemes, the independent expert requirement at RG 60.76, and the two limbs of section 411(17) at RG 60.2.
- Purewal, J. (2026), "The finance function a PE portfolio company actually needs in year one", jatinderpurewal.com/insights/pe-year-one - the operating view of the first year in the seat.
- Purewal, J. (2026), "Working capital as survival", jatinderpurewal.com/insights/working-capital-survival - the founder-side cash discipline in full.
- Purewal, J. (2026), "Pillar Two is a data problem wearing a tax costume", jatinderpurewal.com/insights/pillar-two-data-problem - entity-level defensible reporting, the same trust machinery.
The views here are my own. They do not represent the position of any current, former or future employer or client, and nothing here draws on confidential information.
Jatinder Purewal is an interim Finance Director, ACMA, CGMA, Cranfield Executive MBA, working with pharma and life sciences, consumer and direct-to-consumer, and PE-backed groups in the GBP 20m to 500m range, where earnings quality, working capital and reporting cadence usually need lifting at the same time. In commercial finance since 1999: sixteen years in listed and multinational businesses including GSK, Parexel, Novartis/Chiron, Mayne Pharma and Shionogi, and eleven as founder-owner of an international direct-to-consumer business. More at jatinderpurewal.com/about.