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O P I N I O N
1-2-3 While the numbers behind failure are staggering, when you look at the characteristics of successful M&A transactions, the math is pretty simple.
M &A transactions can fall apart for dozens – maybe even hundreds – of good reasons. There are obstacles and challenges every step of the way from starting the process until closing. No checklist could map all of the uniquely frustrating ways that deal-making can turn from exhilarating to infuriating. When you think of the individuality of every buyer and seller, not to mention all of the personalities involved and the emotions invested in the process, it sometimes seems like a miracle that transactions ever get to the closing table at all! I may not be able to list all the elements of failed M&A transactions, but I can say with confidence that all of the successful deals I’ve been involved with have had three basic characteristics.
Jamie Claire Kiser
leave their dog in the care of the person they’re speaking with. If something in your gut is giving you pause about the person you’re dealing with, the deal almost always falls apart. The opposite may not necessarily be true – you may trust many of the indi- viduals you speak with during the M&A process, but “M&A is about being transparent in your motives and your goals, in addition to talking through the problems, not avoiding them.”
1)Communication. Communication skills are critical in explaining your business, your management style, the value drivers of your company, and in building the relationship with the other side. Clear, straight- forward communication lets you confront issues and discuss challenges head-on. M&A is about being transparent in your motives and your goals, in addi- tion to talking through the problems, not avoiding them. 2)Building trust. I tell all of my clients to talk about whatever they want on the first call, but to focus the whole time on whether they trust the person on the other end of the phone. My (rather scientific) litmus test is to ask my client – buyer or seller – if they’d
See JAMIE CLAIRE KISER, page 8
THE ZWEIG LETTER August 29, 2016, ISSUE 1166
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