M&A Science

As a professional with 29 years' experience in M&A corporate development, financial operations, and management, Paul Tennola, CFO of Paynet, is an expert when it comes to M&A. In addition to his experience with Paynet, Paul has worked with TransUnion, Wolters Kluwer, and SunGard. He has looked at over 1000 companies, successfully leading and closing more than 50 transactions. He believes M&A is a great way to augment growth.

0:00-1:10 Paul's experience with Paynet, TransUnion, Wolters Kluwer, and SunGard

1:10-7:00 Bolt-on transactions versus platform transactions

7:00-10:30 Synergies: Financial/revenue and operational

10:30-14:05 Cultural fit and workarounds

14:05-18:00 Negotiation and strategies

18:00-21:40 Top factors during diligence

21:40-28:10 Deals that fall apart and surprises during diligence

28:10-33:14 Post-closing surprises and PMI

33:14-37:33 International transactions

37:33-40:05 Biggest lessons learned

mascience.com

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In 2005, Vamsi started his own company focused on data compliance for the pharmaceutical industry. His company provided technology to support clinical trials to the FDA. "I like to build companies, but I also like change. [After five years], I thought about selling the company and rolling it up into a publicly listed company." He sold it in 2010 and moved to India to pursue new opportunities. While the sale was smooth, there were numerous post-sale challenges. "They basically ran down the company within 18 months."

0:00 – 4:03 Vamsi's background at Deloitte, Pfizer, Merrill Lynch

4:04 – 6:27 Acquiring Clinovo (how found and why chose over others)

6:28 – 9:24 Due diligence process as a buyer

9:25 – 11:24 Issues that came up during diligence process

11:25 – 13:39 Working with the investment banker

13:40 – 14:19 Interaction with seller prior to closing

14:20 – 19:19 Challenges with integration

19:20 – 21:55 Lessons learned and post-closing challenges

21:56 – 23:05 Lessons from the sell side

23:06 – 23:38 What's on the horizon

M&A Science by Kison Patel ([email protected])

DealRoom: Data Science and AI for M&A (www.dealroom.net)

Greg DellaFranco is currently a Senior Manager of Corporate Development at Deloitte Consulting. Prior to joining Deloitte, he served as Director of Corporate Development at KPMG. When combined with 16 years in corporate development, corporate strategy, new venture creation, and alliance roles at Accenture, Greg has valuable M&A insight to share.

0:48 – 1:43 Greg's background in corporate development

1:44 – 4:08 Differences in perspective between corp dev and private equity

3:21 – 6:13 Value proposition of selling to a strategic buyer

5:26 – 7:17 Transacting with businesses looking to exit

6:30 – 8:58 Key preparation for due diligence process

8:11 – 11:01 Top issues that frequently arise

10:14 – 16:42 Effectively managing the process

15:55 – 19:23 Deal breakers that pop up during due diligence

18:36 – 24:13 Greg's strategies for the integration process

23:26 – 28:04 Most challenging aspects of integration

27:17 – 34:15 Challenges and integrations gone wrong

33:28 – 37:37 Biggest lessons learned and the future of M&A

M&A Science by Kison Patel ([email protected])

DealRoom: Data Science and AI for M&A (www.dealroom.net)

Jeremie originally started his career at Goldman Sachs and spent time in investment banking focused on equities, equity sales, and trading. He has experience on both sides of M&A, as an acquirer and "acquiree," and says the deals he has seen in the past 10 years – some successful, others not – have changed his perspective on M&A.

0:00 – 2:12 Jeremie's background in SaaS and investment banking

2:13 – 5:52 The value of focusing on giving in M&A transactions

5:53 – 11:40 Importance of pre-diligence diligence

11:41 - 14:12 Example of a deal not closed

14:13 – 15:50 Allocating resources and labor pool decisions

15:51 – 19:14 Advantages of quick integration

19:15 – 25:29 Painful lessons

25:30 – 30:57 How to use advisors

30:58 – 36: 11 How to pick a banker

36:12 – 41:33 Differences and clashes in culture

41:34 – 46:27 Setting up a deal framework

46:28 – 51:05 Facilitating good communication

51:06 – 52:22 Importance of prioritization

52:23 – 54:54 Lessons learned

M&A Science by Kison Patel ([email protected])

DealRoom: Data Science and AI for M&A (www.dealroom.net)

In this interview, we touch on a range of topics from how Scott handles hurdles to post-closing surprises, deal disasters to integration management, and ultimately, the keys to running a successful process.

00:00 - 00:40 Intro

00:40 - 04:25 Scott's corporate development background

04:25 - 06:36 Small vs large transactions

06:36 - 12:25 Diligence lessons learned

12:25 - 17:55 Walking away from deals

17:55 - 19:53 Post closing surprises

19:53 - 25:08 Bad deals

25:08 - 32:08 Post merger integration

32:08 - 36:26 Key lessons learned

M&A Science by Kison Patel ([email protected])

DealRoom: Data Science and AI for M&A (www.dealroom.net)

Andrew Jordan is a Principal at Riveron Consulting where he provides transaction advisory services. He's had his hand in mergers and acquisitions for the last 8 years and has incredible insight regarding quality of earnings (Q of E) and M&A deals.

Show Notes:

0:00 – 0:47 Summary of Andrew's background

0:48 – 5:44 Advantages to sellers doing Quality of Earnings (Q of E) analysis

5:45 – 6:51 When to get buyers involved in process

6:52 – 9:51 Biggest challenge from financial accounting due diligence process

9:52 – 10:39 Particular strategies to overcome data challenges

10:40 – 19:19 Interesting and extreme expense item discoveries

19:20 – 25:38 Evaluating Q of E adjustments

25:39 – 26:30 How see diligence process evolving

26:31 – 27:27 Assuring proper controls, both in and outside of Q of E analysis

27:28 – 32:03 Key lessons learned

M&A Science by Kison Patel ([email protected])

DealRoom: Data Science and AI for M&A (www.dealroom.net)