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Precision and Discipline

Definition

A two-part framework for intermediary coverage: precision is using data, perception, and dialogue to accurately identify whom to engage — ranking intermediaries by likelihood of showing relevant, winnable deals. Discipline is using systems (CRM, reminders, tracking) to maintain the right outreach cadence — quarterly, semi-annually, or annually — and to codify every interaction, both deal-related and personal.

Origin

Introduced by Glenn Oken in Ep. 21. Glenn describes it as the core operating system for BD at Mangrove Equity Partners, built over 30+ years of practice.

Application

Precision means not treating all intermediaries equally — some get quarterly touchpoints, others annual. The ranking evolves over time as historical data confirms or changes initial assessments. Discipline means that if you've committed to a quarterly cadence with someone, the CRM ensures it happens. It also means codifying dialogue: "Whatever you learn in that conversation, whether it is deal-related or relationship-related, personal, you want to codify it." Glenn emphasizes that "leaving a voicemail doesn't cut it" — discipline includes escalating from voicemail to scheduled Zoom calls for more impactful engagement.