How to Approach Potential Buyers During the M&A Process

hosted by: David Mariano, Director and head

of the firm’s Buy-Side advisory practice

How to Approach Potential Buyers During the M&A Process

If you and your company have gone through the appropriate steps to prepare for a sale, does this mean automatic success? We wish it was that easy. The real chess game has just begun.

Today on the show, Mark Filippell has returned to discuss approaching prospective buyers when selling a business. Listen to hear Mark’s valuable advice about this critical stage in the process.

Key questions in this episode:

* If a seller prepares everything correctly, does it guarantee a highly prosperous process?

* How can a seller best maintain confidentiality?

* Do confidentiality agreements actually work (at 11:25)?

* Who is most likely to breach confidentiality?

* How is confidentiality different in publicly traded companies and bankruptcies?

* What role does the Process Letter play in the M&A process?

* What happens once a company has a few offers to sift through?

Key points in this episode:

* How to orchestrate effective timing, communication and confidentiality.

* Why you don’t want a generic approach for all buyers and why customization is key.

* A public company’s “Revlon duties” (at 13:07).

* How to go about actually getting the offer (and what to look for).

* How to handle questions about the price.

Resources mentioned in this podcast

* Click here for access to training and templates

* The Mergers and Acquisitions Playbook, by Mark Filippell

Listen to Fully Invested below: