M&A Talk (Mergers & Acquisitions), by Morgan & Westfield Morgan & Westfield

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In an M&A world dominated by PE firms and family offices, there are a few private investors who march to their own beat when it comes to looking for companies to buy. Rami Cassis is one such investor, and he shares his insights into what he looks for when acquiring a company and offers tips on common mistakes that sellers make. This candid conversation covers what appeals to a private investor, the differences between working with a PE firm, and the critical nature of chemistry in M&A transactions. 
What you’ll learn
Types of Buyers: Learn about the differences between a family office, private equity, and private investors. Chemistry: Consider the importance of chemistry in M&A relationships from the initial meeting with a buyer through final integration. Tips on Private Equity: There are pros and cons to consider before selling to a private equity firm. Want More? Related Resources:
EBITDA | Definition, Formula & Example – A Complete Guide The Role of Family Offices in M&A M&A Due Diligence Preparation The Benefits of Selling Your Company to a Family Office Family Offices and Management Buyouts – What You Need to Know The Basics of Selling Your Business to a Private Equity Firm Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal  

Get an insider’s perspective on what buyers look for in M&A transactions with multi-million and billion-dollar corporations. What do companies this size look for when making an acquisition? How do they make the decision to build, buy, or partner with a company? How do middle-market companies fit into the acquisition picture? Nadia Gil shares her passion for the M&A industry and stories from corporate development successes to give middle-market sellers insight into corporate acquisitions.
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Want More? Related Resources  Why do Companies Acquire Other Businesses? Top 5 M&A Value Drivers for Tech & Software Companies Tech & Software M&A Dynamics Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes:
Corporate Development – Can Someone Explain This To Me? with Alessandro Cozzi Using Outsourced Corporate Development to Make Acquisitions with Ryan Goral Case Study – Lessons Learned From Selling Multiple Tech Companies with Ryan Buckley M&A Process: A Buy-side Perspective  

Private equity (PE) firms are the most active buyers in the market, so sellers need to understand how they operate. Matt Coyne offers expert advice on how to make selling your middle-market company to a PE firm the best option. He discusses what PE firms look for in a company, the benefits and concerns when considering selling to a PE firm, tips on how to work with them, how the finances are typically structured, and what an owner can expect once they sell.
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What You'll Learn
The Basics of PE Firms: Learn about private equity, who the investors are, and the 10-year plan once they’ve bought your company.  What PE Firms Look For: PE firms are often the best buyers for hard-to-sell companies, whether they are making a platform acquisition or an add-on acquisition. Considerations for Owners: Sellers need to consider how long they are willing to stay on after the sale and how they will be compensated when selling to a PE firm. Benefits and Challenges: PE firms are very good at growing companies, but they won’t buy 100% of your business. Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes What Returns Do Private Equity Firms Really Generate?
The Basics of Selling Your Business to a Private Equity Firm
Understanding Private Equity – A Primer for Sellers

M&A integration expert Ben de Haldevang shares insights into what can make post-acquisition integration smooth and successful. The integration structure evolves through the diligence process and can help defy false optimism and outlooks that are not based on reality. 
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Want More? Related Resources: 
M&A Post-Closing Technical Aspects - Morgan & Westfield M&A Due Diligence | Checklist & Overview - Morgan & Westfield M&A Post-Closing Technical Aspects - Morgan & Westfield Save the Silver Bullet: The small steps to successful transformation by Ben de Haldevang Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:
Managing Personality and Cultural Differences When Selling Your Business - Morgan & Westfield How Your Employees Can Impact the Value of Your Business Helping the Buyer Integrate Your Company with Theirs - Morgan & Westfield  

M&A disputes post-closing are more common than people realize. Disputes arise from different sources for different reasons and can result in hundreds of thousands of dollars in litigation costs. Bill Wiersema returns to M&A Talk to offer expert advice on how to best prepare during the sales process to avoid potential disputes after the closing. He discusses the three most common areas of dispute and the value of having expert advisors to navigate financial due diligence to prevent issues from arising.
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Learn More About This Episode:
M&A Basics | The Letter of Intent – Morgan & Westfield Earnouts When Selling or Buying a Business | Complete Guide – Morgan & Westfield The M&A Training & Transition Period – Morgan & Westfield Net Working Capital (NWC) for M&A – A Complete Guide – Morgan & Westfield Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:
Expert Advice on Preparing for Due Diligence in Middle-Market M&A - Morgan & Westfield How to Avoid Mismatched Expectations with Buyers - Morgan & Westfield Avoiding Pitfalls in Financial Due Diligence When Selling a Business

Don’t underestimate the role and impact of human nature in M&A transactions and the power of collaboration. Julienne Baron discusses connecting the dots in M&A, including communication, the importance of advisors understanding the details in a deal, and knowing the right questions to ask to make it all a success. She shares tips on successfully navigating risk, how cultural differences impact communication, and the importance of hands-on experience in addressing the complexities of any M&A transaction.
View the complete show notes for this episode.
Learn More About This Episode
Business Valuation: A List of Factors to Consider Business Valuation Process: What is Your Process? Can I Sell my Business to a Non-US Citizen or Foreigner? M&A Basics | Why Do Business Owners Sell Their Business? M&A Purchase Agreement | A Complete Guide Additional Resources:
Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:
How an M&A Attorney Can Help Sell Your Business Managing Personality and Cultural Differences When Selling Your Business Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney The Practical Side of M&A They Don’t Teach in Law School