Anson Lau, Deputy General Counsel at LONGi Solar (SHA:601012)

In M&A, it’s not just about the deal—it’s about who’s at the table. In-house and external counsel both play key roles in a deal, bringing unique expertise and advantages. Knowing how to strategically utilize both can help you manage risks, secure favorable terms, and ensure smooth post-deal integration.

In this episode of the M&A Science Podcast, Anson Lau, Deputy General Counsel at LONGi Solar, shares how to play to the strengths of both sides to optimize your M&A approach.

Things you will learn from this episode:

• Balancing in-house and external legal roles

• Mindset differences in in-house vs. external counsel

• Tactical vs. strategic roles in legal counsel

• Risk mitigation: external vs. internal counsel 

• Choosing the right external counsel for M&A deals

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This episode is sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

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Episode Timestamps

00:00 Intro

06:15 Balancing in-house and external legal roles

08:59 The intensity of external legal work

10:06 Mindset differences in in-house vs. external counsel

12:56 Tactical vs. strategic roles in legal counsel

15:54 Understanding negotiation perspectives

20:56 Risk mitigation: external vs. internal counsel

23:47 Cross-functional collaboration in risk mitigation

28:19 Assessing law firm culture

29:34 Best and worst-case scenario of M&A deals

36:15 Choosing the right external counsel for M&A deals

39:36 Building relationships with legal counsel for future M&A deals

42:57 Managing diligence: pre-term sheet vs. post-term sheet

45:45 Identifying red flags before signing the LOI

48:27 Collaborating with internal stakeholders pre-LOI vs post-LOI

54:46 The Impact of AI on the legal profession

58:29 Craziest thing in M&A

Kevin Lynch, CEO and Board Member at Optiv

Beyond the boardroom battles and billion-dollar deals, mergers and acquisitions present a unique set of challenges and opportunities for CEOs. From strategic planning to post-merger integration, it takes essential skills and qualities for CEOs to excel in this high-stakes arena.

In this episode of the M&A Science podcast, Kevin Lynch, CEO and Board Member at Optiv, shares his invaluable insights on the role of a CEO and what it takes to lead a company through successful M&A endeavors.

Things you will learn from this episode:

• Balancing market share and capability in M&A decisions

• Crafting a strategic integration thesis

• When to communicate your vision for the acquisition

• The isolation of the CEO role

• Driving speed and growth with battle rhythm and clear expectations

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

06:26 Defining the CEO’s role in M&A

09:49 Shaping the M&A strategy

14:26 Balancing market share and capability in M&A decisions

16:13 Navigating imperfect M&A fits

19:42 Crafting a strategic integration thesis

22:18 When to communicate your vision for the acquisition

28:01 The fundamentals of capital allocation

33:59 Managing complexities in leadership

36:47 Communicating the capital allocation approach

40:41 The isolation of the CEO role

43:10 Fostering cultural fit and addressing cultural concerns

48:04 Evaluating culture during executive conversations

51:39 Convincing companies to sell

1:00:08 Driving speed and growth with battle rhythm and clear expectations

1:03:43 Challenges and best practices in M&A

1:11:28 Craziest Thing in M&A

Sanjay Poonen, CEO & President of Cohesity

M&A isn't just about signing a deal and popping the champagne. Every CEO knows the entire process is a minefield of cultural clashes, integration headaches, and occasional unexpected challenges that could blow up your strategy. But while M&A can be a high-stakes game, it’s also one that can be mastered with the right playbook. 

In this episode of the M&A Science Podcast, we’re diving into key strategies CEOs should consider to ensure M&A success, featuring Sanjay Poonen, CEO & President of Cohesity.

Things you will learn in this episode:

• The CEO’s approach to M&A integration

• Key considerations in sourcing deals

• Best practices for managing large-scale acquisitions

• The impact of market timing on acquisition strategy

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

04:06 Exploring high-impact M&A deals

05:33 Shaping the M&A strategy

07:16 Expanding and innovating through acquisitions

11:18 The CEO’s approach to M&A integration

20:08 Key considerations in sourcing deals

25:25 Cultivating cultural alignment

29:42 Convincing companies to do an M&A deal

36:51 Maintaining key relationships

38:36 Best practices for managing large-scale acquisitions

40:38 Strategic considerations for a global expansion

41:37 The right timing for announcing deals

43:35 The impact of market timing on acquisition strategy

44:53 Advice for CEOs on preparing for a successful IPO post-acquisition

46:47 Craziest thing in M&A

Jerome Combes-Knoke, Senior Vice President of Strategy and Corporate Development at Dotmatics (Insight Partners)

Strategic focus is a prerequisite to strong corporate performance.  Yet, without proactive efforts to maintain focus, companies can “drift” and become weighed down by misaligned business units. 

In this episode of the M&A Science Podcast, Jerome Combes-Knoke,  Senior Vice President of Strategy and Corporate Development at Dotmatics (a portfolio company of Insight Partners), shares his broad M&A experience and presents his approach to portfolio strategy and rebalancing through divestitures.

Things you will learn in this episode:

• Strategic focus on acquisitions, using Dotmatics’ approach.

• Portfolio rebalancing and its challenges

• Evaluating divestiture candidates

• Building internal alignment for divestitures

• Best practices for managing key risks

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

05:17 Approaching deals in a software-oriented environment

10:11 Preserving brand integrity in M&A go-to-market strategies

12:43 Approaching valuation

15:16 Strategic pitch for acquisitions

20:41 Portfolio rebalancing and its challenges

25:25 When and how to rebalance a company’s portfolio

27:29 Getting buy-in and alignment from the board and key stakeholders

33:24 Key factors in considering divestitures

36:26 Executing a divestiture for portfolio rebalancing

39:09 Best practices in executing divestitures

43:12 Divestiture success metrics

46:29 Example of portfolio rebalancing and its challenges

53:20 Craziest thing in M&A

Court Carruthers, President and CEO at TricorBraun

Cultural integration is the often overlooked key to long-term M&A success. It's about creating a shared identity, values, and purpose that unites employees from different backgrounds. When done right, it can transform a merger from a transactional event into a strategic partnership.

In this episode of the M&A Science Podcast, Court Carruthers, President and CEO at TricorBraun, shares his insights on how to successfully integrate two cultures and build a stronger, unified organization.

Things you will learn in the episode:

• The importance of cultural integration in M&A

• The role of culture in M&A and business strategy

• Approaching cultural diligence

• Identifying culture fit in an auction

• Best practices for M&A integration

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This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

03:53 The importance of cultural integration in M&A

05:18 Academic research on cultural integration in M&A

07:32 The role of culture in M&A and business strategy

09:04 A unique M&A strategy focused on family businesses

10:23 Integration strategies for acquired businesses

14:04 Building relationships and structuring deals for long-term success

16:36 Approaching cultural diligence

18:16 Identifying culture fit in an auction

21:46 Assessing cultural fit in M&A

24:20 Walking away from a deal due to cultural differences

26:34 Red flags in cultural fit between LOI and closing

33:05 Building an organization for successful acquisitions

35:19 The importance of seamless handoffs

38:13 Keeping stakeholders comfortable during transitions

40:57 The biggest challenge in dealing with culture

43:02 Best practices for M&A integration

46:25 Working with private equity partners for long-term growth

48:54 Good vs. bad partnerships with PE Firms

50:34 Advice for corporate development practitioners

54:48 Why culture in M&A is important

55:32 Craziest thing in M&A

Thomas Le, Vice President, Corporate Development at Ziff Davis, Inc. (NASDAQ: ZD)

The M&A landscape is constantly evolving, making it difficult to predict future trends and identify new opportunities. How can companies maintain a competitive advantage? In this episode of the M&A Science Podcast, Thomas Le, Vice President of Corporate Development at Ziff Davis, Inc., shares his VC-backed strategies for unlocking new M&A strategies.

Things you will learn in this episode:

• Strategic networking for building a pipeline

• The Reverse Coverage method for building a pipeline

• How to craft effective cold outreach emails

• Integrating the Mosaic theory into M&A strategy

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

05:40 Venture capital experience in M&A

13:18 Strategic networking for building a pipeline

18:31 Making an effective initial outreach

19:21 How to craft effective cold outreach emails

23:24 Assessing product market fit

29:01 Strategic thinking and culture fit

32:41 Unlocking new M&A strategies

36:02 Leveraging bankers in M&A deals

38:07 Applying the Mosaic theory to M&A due diligence

47:31 Embedding M&A into corporate culture

48:50 Transitioning from public equities and venture capital to M&A

1:07:04 Craziest thing in M&A

Karen Williams, Vice President of Corporate Development at Progress

Achieving exponential growth through M&A requires more than signing agreements. It’s about balancing cultures, systems, and people. In this episode of the M&A Science Podcast, Karen Williams, Vice President of Corporate Development at Progress, provides a roadmap for a balanced M&A integration.

Things you will also learn from this episode:

• Side effects of a forceful integration

• Information crucial to Integration planning

• Measuring integration success

• Biggest challenges when executing an integration

• What is vendor rationalization?

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

08:07 Importance of balanced integration

09:41 Side effects of a forceful integration

13:16 When to involve the integration lead

17:12 Information crucial to Integration planning

20:06 Integration lead’s role during diligence

21:35 Balancing integration execution

26:27 Working with the seller

29:22 Realization versus timeline

32:42 What makes integration successful

35:42 Tips for effective communication

41:49 Creating and refining M&A Playbooks

43:18 Ensuring a positive employee experience

52:32 Measuring integration success

55:26 Biggest challenges when executing an integration

58:09 What is vendor rationalization

1:01:21 Craziest thing in M&A

Successful M&A is more than just closing deals. To drive growth and achieve strategic goals, companies must have a deep understanding of the process and a clear strategy. Strategic acquisitions are key to unlocking growth, innovation, and market expansion. 

In this episode of the M&A Science Podcast, Fred Heller, VP of Nuance, Corporate Development and Integration at Microsoft, shares his experience on how to transform a company through strategic acquisitions. 

Things you will also learn from this episode:

• Doing transformative deals as a public company

• Saving money on deals

• The hardest thing to negotiate in a strategic deal

• Transformative AI acquisitions 

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 06:55 Business transformation through acquisition 11:51 Strategy behind the transformation 14:49 Doing transformative deals as a public company 17:53 Changes in market position 23:04 Divestitures 25:46 M&A experience 29:49 Knowledge vs Intuition 31:29 Importance of relationships in M&A 34:25 Saving money on deals 37:20 The hardest thing to negotiate in a strategic deal 44:02 Bad M&A story 48:04 Microsoft deal 52:59 Transformative AI acquisitions 57:04 Challenges during transformation period 58:13 Craziest Thing in M&A

Tom Hearn, VP, Architecture at Insight

In the world of M&A, understanding and managing technical debt is crucial for seamless technology integration. 

In this episode of the M&A Science Podcast, we’ll explore the concept of technical debt, its impact on IT infrastructure, and strategies for better integration with Tom Hearn, VP, Architecture at Insight.

Things you will learn in this episode:

• Technology Integration

• AI and machine learning

• ERP migration

• Synergy assumptions

• Working with Insight

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 04:06 Approaching technical and security integration 10:54 Technology Integration 17:17 AI and machine learning 21:00 ERP migration 25:19 Synergy assumptions 35:25 Working with Insight 37:00 Due diligence 40:05 Managing costs 46:29 Return on investment 49:18 Craziest Thing in M&A

Pablo von Siebenthal, Global Head of M&A at Swissport

The global landscape offers exciting growth opportunities that make business expansion a strategic move. M&A can be a powerful tool for this, but global deals often come with cultural complexities and regulatory intricacies that require a strategic approach.

In this episode of the M&A Science Podcast, Pablo von Siebenthal, Global Head of M&A at Swissport, talks about how to handle global M&A.

Things you will also learn from this episode:

• Challenges of executing global deals

• Managing cultural differences in global M&A

• Overcoming cultural misunderstandings

• Playbook - Building cross-cultural relationships

• How to manage coordination between work streams

Join the M&A Science 2 Million Downloads Virtual Meet & Greet here: https://hubs.ly/Q02Gnk1d0

Connect with Kison through email at [email protected] 

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This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 05:32 From M&A Advisory to Corporate Development 07:04 Executing M&A in the public environment vs private 08:47 Challenges of executing global M&A deals 13:39 Managing cultural differences in global M&A deals 17:58 Negotiation challenges in the Middle East 20:17 Cultural nuances in Asian M&A deals 26:53 Cultural differences in European M&A 29:58 Handling internal cultural differences 32:13 Negotiating cross-border M&A deals 33:17 Overcoming cultural misunderstandings 37:11 Building global relationships for pipeline 45:59 Other tips for building cross-cultural relationships 48:38 How to manage coordination between global work streams 52:52 Keeping M&A teams aligned on priorities 57:37 Crafting irresistible offers in M&A deals 59:16 Craziest thing in M&A