Experience drives M&A success. As experienced
advisors and dealmakers, we facilitate finding the common ground on all
issues that result in a completed transaction.
These often
include discovering the critical issues to be resolved, identifying
business “drivers” that set the value of the
company, seizing value-added opportunities that arise, avoiding
obstacles along the way and keeping egos in check.
From this,
we glean the options available to our client and work with
other advisors to select the best strategies and actions
to ensure success. Our process has been developed and refined
with more than 35 years of experience.
Step 1: Goal Identification 
Client goals must be specific, realistic and achievable.
We learn a lot about the enterprise being disposed of as well as the
ownership and management. We then help the client frame a crystal-clear
set of sale objectives.
Step 2: Packaging and Marketing
Selling Memoranda must convey an accurate and attractive
message of the opportunity. We learn about the company
and convert this data to a document that will meet client
and advisory group needs. The sale effort must be directed
to a carefully chosen potential buyer segment. Finally, we
target on and close with the appropriate potential buyers
and produce one or more bona fide interested parties.
Step 3: Negotiation
We bring our experience to bear to get you a fair deal.
Our goals are to meet the client's objectives and to close the deal.
Step 4: Due Diligence
Once terms are agreed in principle and a letter-of-intent
is issued, we assist your team in coordination of the prospective
buyer’s due diligence, review all relevant data and
terms having potential impact on the transaction, and resolve
differences that occur. We often serve as a conduit for questions
and concerns of the client and the prospective buyer.
Step 5: Contract Negotiations
We prefer to negotiate final arrangements. Sellers are usually
too emotional to represent their best interests. We are an integral part of the negotiations team.
Step 6: Closing
Most final deals and related contracts are somewhat “fluid,” with
major or minor provisions being modified, etc. We deal with
these issues and coordinate getting all parties and advisors
to a satisfactory arrangement that will close.
What else should I consider?
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