Which Operating Partner Role Drives the Most Value in Private Equity?

In today’s competitive private equity environment, operational muscle is no longer optional it’s a strategic advantage. As firms race to accelerate value creation and drive stronger exits, one question keeps coming up:

Which operating partner role delivers the most impact across portfolio companies?

While the answer varies by deal type and sector, the clear winner in most cases is a value creation-focused operating partner often with deep commercial, operational, or financial transformation experience.

Here’s what private equity firms need to know.

The Most Important Operating Partner: The Value Creation Driver

Across industries and investment theses, the most consistently impactful functional operating partner is one who can bridge strategy and execution, with expertise in:

• Revenue acceleration

• Margin expansion

• Operational scalability

• Cross-functional leadership

These operating partners often act like embedded COOs or interim executives, leading 100-day plans, aligning management, and turning growth strategies into results.

Functional Specialties That Move the Needle

Depending on your portfolio needs, the “most important” operating partner may focus on a specific functional domain. Here are the top three high-ROI roles:

1.  Go-To-Market & Commercial Operating Partner

• Focus: Sales execution, pricing, and marketing efficiency

• High-impact areas:

  • Salesforce design & incentive plans

  • Pricing optimization

  • Marketing ROI

  • Market expansion strategy

• Ideal for: Growth equity, sales-driven platforms, B2B or SaaS roll-ups

  
  

2.  Operations & Supply Chain Operating Partner

• Focus: Cost structure, efficiency, and scalability

• High-impact areas:

  • Lean operations

  • Procurement & logistics

  • Inventory optimization

  • Gross margin improvement

• Ideal for: Industrial, manufacturing, CPG, or physical product companies

  
  

3.  Finance & FP&A Operating Partner

• Focus: Financial infrastructure and cash flow control

• High-impact areas:

  • FP&A buildout

  • Working capital discipline

  • Dashboards and reporting

  • Exit readiness

• Ideal for: Carve-outs, leveraged deals, distressed assets

  
  

The X-Factor: Generalist Value Creation Partner

Many PE firms are investing in generalist operating partners with cross-functional leadership skills. These individuals often serve as strategic quarterbacks across:

• The PE firm

• Portfolio company management

• Third-party resources

They don’t just manage projects, they drive alignment, accountability, and momentum. In many cases, these are the most mission-critical hires for mid-market and growth-stage PE firms.

Bottom Line:

The best operating partner is the one who directly accelerates your value creation plan, most often a commercially and operationally savvy leader with a bias for execution.

Ready to Find Your Portfolio’s Difference-Maker?

At Kirkland West, we specialize in identifying and assessing high-impact operating partners and portfolio leaders who align with your value creation goals. Whether you're building an internal ops team or hiring a hands-on transformation expert for a key portco, we deliver search and leadership insight tailored to the private equity model. Let’s talk about how we can help your firm drive results faster and smarter. Contact Kirkland West