Corporate Development Advisory

Key Components of an Effective Process:

Negotiating, Structuring & Executing Transactions

Getting the deal done under the right terms is oftentimes a painful, frustrating process for both buyers and sellers. Some difficulty is inevitable……negotiating, structuring, and closing a sizeable M&A deal is a complex process fraught with conflict. However, in Dr. Mulick's experience, the best acquirers are able to get to the right deal relatively quickly and without creating undue animosity. They are also able to ferret out in short order whether a deal can be done……if not, they quickly disengage and move to the next opportunity.

These companies have many good deal-making characteristics including:

• A negotiating team led by an experienced M&A deal maker;
• Knowledge of competitive bidders including past deals done, financing arrangements, strategic value of the acquisition, and dilution/accretion analysis;
• Clearly defined roles for members of the acquisition team, avoiding conflicts with the seller that may create operational challenges once the acquisition is completed;
• An organizational consensus regarding the importance of the acquisition and its corresponding value to the organization.