24 | Mastering M&A with Michael Frankel (Trajectory Capital, Deloitte)

Michael Frankel, the founder and managing partner of Trajectory Capital, shares his extensive experience in handling over a hundred M&A deals across firms like Deloitte, Redbooks, & LexisNexis. 

Michael emphasizes the importance of preparation, strategic planning, and active sourcing in successful M&A operations. He highlights the necessity of a thorough internal decision-making process, stakeholder alignment, and effective resource allocation for corporate buyers. Additionally, Frankel discusses the significance of building long-term relationships with potential targets and utilizing sales organizations for market intelligence. He also covers the critical role of due diligence, integration planning, and the importance of understanding both sides' value drivers beyond the purchase price in M&A transactions. The conversation further delves into strategies for navigating market uncertainties, preparing businesses for sale, and the pivotal role of business models and pricing strategies. Frankel advises on the different considerations for corporate sellers, stressing the value of a thorough preparation to increase business attractiveness to potential buyers. The discussion concludes with insights on creating added value through M&A transactions and recommendations for both sellers and buyers in achieving successful outcomes.

Highlights:

00:00 Introduction to Michael Frankel and Trajectory Capital

00:21 Deep Dive into M&A Strategies with Michael Frankel

00:40 The Importance of Preparation and Strategy in M&A

03:07 Insights on Sourcing and Relationship Building in M&A

05:01 The Art of Diligence and Integration Planning

06:27 Understanding Value Drivers Beyond Purchase Price

08:03 Advice for Sellers: Getting Honest About Value Drivers

11:00 Navigating Market Uncertainty and M&A Trends

14:31 Strategies for Sellers in a Volatile Market

16:14 The Importance of Preparing Your Business for Sale

23:25 The Role of Advisors in M&A and Business Optimization

24:22 Business Model and Pricing: Key to Successful Sales

26:45 Unlocking the Secrets of Effective Pricing and Discounts

27:27 The Dangers of Ignoring Operational Fundamentals in Startups

28:54 The Power of Customer Segmentation and Value Validation

30:04 Optimizing Pricing and Understanding Customer Needs

31:26 Navigating the Emotional Challenges of Product Value Perception

32:19 The Critical Role of Future-Facing Valuations in M&A

39:07 Strategic Insights for Corporate Sellers in M&A

39:35 Maximizing Value and Strategy in Corporate Divestitures

47:30 The Art and Strategy of M&A: Beyond the Numbers

48:41 What Sets High-Performance Companies Apart in M&A

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Where to find Michael:

https://www.linkedin.com/in/frankelmichael/

Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://dfnstrategy.com/goodrevenue 

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