Using the Management Presentation to Wow a Buyer (Just as You Would A Customer)

hosted by: David Mariano, Director and head

of the firm’s Buy-Side advisory practice

Using the Management Presentation to Wow a Buyer (Just as You Would A Customer)

When you have a customer in for the first time, you do everything you can to make it a first class experience. No detail is too small. The stakes are just as high (if not higher) when meeting with a potential buyer for the management presentation.

Today on the show, Mark Filippell is back to discuss chapter 10 (Management Presentations and Plant Tours) from his book, “The Mergers & Acquisitions Playbook, Lessons From the Middle Market Trenches.”

Key questions in this episode:

* Why is the management presentation such a critical piece of the selling process?

* How should a business owner get ready for a management presentation meeting with a potential buyer?

* What are some of the common pitfalls of a management presentation (at 06:42)?

* Is there value in sending the management team out for training in public speaking?

* How can a business owner maintain confidentiality?

* Is it wise to talk about an offer at this stage of the process?

* What can the seller (and the buyer) expect to happen after the presentation?

Key points in this episode:

* Why it’s important to give your management team plenty of time to practice their presentations.

* What kind of details you need to think through before presentation day (at 04:34)?

* The importance of a consistent theme throughout your presentation.

* How samples, models, props and photographs help the presentation.

* Hiding in plain sight.

Resources mentioned in this podcast

* Click here for access to training and templates

* The Mergers & Acquisitions Playbook, by Mark Filippell

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