Instructions Learned From Past Acquisitions

Acquisition Strategy

To finish a successful acquisition, a shopper must develop a comprehensive acquisition strategy. While all successful strategies have to provide for flexibility, you have to determine the best fit and exactly what to search for in an acquisition goal. Taking the time to do this in advance can save considerable money and time in the future and provide the template and guiding principle for technique. The acquisition approach must include such simple products such as industry sector, location of target, strategic fit, business culture, financial requirements (e.g. commission revenue production, damage proportions, retention rates, gross revenue, earnings, etc.), management strength, geographic market segments, transaction system (e.g. price point, notes, earn outs, etc.) and the way the deal is funded.

Pricing Rationale

Buyers must be well prepared to discuss and explain their pricing reason. The buyer’s ability to successfully communicate and talk based upon a good financial model is normally a critical factor in moving past pricing stalemates. Arguing higher as opposed to lower is a no-win situation. Be ready to leave an extensive market as well as local comparison with current pricing to help you support your valuation rationale. Discuss issues including working capital and additional investment or capital expenditures requirements and whether they have an effect on the purchase price. Therefore, be prepared as well as do your research so that you can effectively articulate your pricing rationale and price structure.

Creative and flexible

To maximize the possibility that a transaction is going to be successful, buyers need to be flexible and creative when developing alternate deal structures. Alternative structures often allow both parties to reach an even better deal and move a lot of the center far from a zero-sum pricing argument. Both parties in acquisition negotiations frequently abuse the term “win win.” But the potential to be creative and flexible often results in a deal price and structure that is “fair and reasonable” to both parties.

Due Diligence

A typical shortfall in the acquisitions procedure is not enough due diligence. When buyers are asked exactly how time was expended during the acquisition procedure, you will generally find that a lot more time is invested negotiating the deal versus time spent conducting due diligence. Many post closing surprises could have been stayed away from had the customer performed better thanks diligence treatments. Due diligence takes on a lot of varieties but at a minimum, have to include comprehensive financial, operational and legal reviews. At a minimum, your due diligence staff must have representatives from senior management, calculations, accounting/finance and legal along with experienced M&A advisors. Consumer Acquisition Agency are able to assist you in improving thorough due diligence checklists which help make sure most spots are adequately analyzed.

Professional Advisors

Too many buyers make the costly mistake of not engaging encountered as well as qualified expert advisors. These include attorneys, investment bankers, and accountants. Buyers fail to realize that the price of professional advisors is very little compared to the price of a failed or even poorly executed acquisition. Acquisition expertise isn’t part of the core competency of most agency owners and is not a thing they do everyday. Professional advisors provide you with the critical expertise and market knowledge which is priceless in supporting a customer finish a successful acquisition. In the long term, the expense of advisors, like some expenses incurred for acquisitions which are not completed, may very well be the perfect investment a customer is able to make. At the conclusion of the day, the aim is almost always to do the best acquisition at the appropriate price and terms. Keep in mind the old expression, “penny sensible, pound foolish” – do not make this oversight in relation to dealing with expert advisors.

Walk Away

There is generally a tendency for purchasers to become emotionally involved with a deal as time, electricity and cash are invested. Not every transaction should be completed, and a lot of buyers will be better served if they would walk from the opportunity. Often a buyer is financially stronger in the long run by not doing the deal. This price is not measured by simply the expense of the acquisition but by the on going financial and intangible costs that may far exceed the capital investment of a transaction. Trying to keep an objective view of the possible acquisition and recalling what the main criteria is for carrying out the acquisition is critical.


Many buyers spend too much time and energy speculating exactly what the seller’s motivation level is for marketing, it really is not that important. What is essential for the buyer to know is what the impact on the agency after the transaction is completed and the seller exits the company truly is. Most sellers are going to tell you that they’ll stay after the acquisition is completed but reality changes after time. Whether it’s 6-months, 1-year, or some other time frame, buyers have to understand the effect on the agency, if and when the seller exits the company. Relationships with clients, carriers, and above all employees, need to be understood and tactics have to be set in position to lower the disruption of the agency once the owner exits.

Buying is Selling

A buyer usually has the mentality that if they offer the top price they are going to be the successful party. Riding in such a view violates among the most rudimentary guidelines of negotiation tactic, along with that’s, buying is selling. A major non-financial concern for a seller is to try to find the “right” buyer and how the purchaser will treat employees after the acquisition is completed. A customer must not lose sight of the significance of being thoughtful and respectful during the acquisition process.

Seller’s Advisors

Sellers hire professional advisors as they realize, that while they may be great at maintaining an agency, marketing their organization just isn’t a thing they do each day. Buyer’s need to understand the job of your seller’s advisors and ensure they deal directly with the advisors and not try to cut them out of the process. An underutilized strategy is designed for the purchaser paying the advisors a fee together with the buying price. Shoppers need to recognize that advisor charges are included in the overall “transaction price” irrespective who pays the fee. A buyer may enjoy considerable “goodwill” by offering paying the advisors fee, that might result in the difference between a failed and successful acquisition. Remember, purchasing is selling!

Nothing Will Change

Buyers often make the mistake of revealing to the seller that nothing will change after the acquisition. While the buyer might think that such a promise might help in getting the deal completed, sellers usually know that change will happen. No person loves change however when properly communicated, results which are positive can come about from change. Be candid with the seller and explain to him of the modifications that you are planning to make both long and short term. Moreover, obtain input from the seller regarding the intentions of yours. Acquiring the seller’s feedback and getting them with the decision process goes quite a distance in generating “buy in” and supporting with the integration process.

The Deal is Done

Every person remembers the thrill of closing the deal and pondering the deal is performed. Remember time Warner and Aol at closing and most of the good things which were going to happen. While closing the deal is a milestone and one should be congratulated on doing the acquisition, the reality is that often this’s the simple part. An acquisition is two parts: closing the price and integrating the deal. Sad to say, the integration part of the acquisition process is likely the most complicated one. Most acquisitions break, not due to the price paid, but because of the failure to correctly incorporate the group financially, operationally and starting from a management standpoint. The one biggest mistake one can make is believing the deal is completed at closing.

Careful preparation and strategy before you move forward on your acquisition approach will greatly enhance the chances of yours for success. Adhering to the fundamental concepts discussed above should help any buyer employ a profitable acquisition plan and stay away from the many costly pitfalls that other buyers have encountered.

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