If you’re a business owner contemplating an exit strategy, receiving an unsolicited approach from a potential acquirer can be both flattering and intriguing. However, it’s essential to understand that this is just the beginning of a complex process known as deal origination. This article aims to shed light on how investors find businesses and what it means for you as a business owner looking to exit.
The Process of Deal Origination
What is Deal Origination?
Deal origination refers to the methods and strategies acquirers use to identify and approach potential acquisition targets. For acquirers, this is a crucial first step in the M&A (Mergers and Acquisitions) process. They employ various tactics to pinpoint businesses that align with their strategic goals, be it expanding market share, entering new markets, or acquiring innovative technologies.
The Reality of Being Approached
While you might feel honoured to receive an acquisition approach, it's important to realise that you're likely one of many businesses being targeted. Investors and other financial buyers often cast a wide net, approaching numerous businesses to increase their chances of finding the perfect deal for them. Here's why:
Targeting Specifics: Acquirers can focus on businesses that match their criteria, such as industry type, size, and location.
Avoiding Advisers: Many acquirers prefer businesses not represented by advisers as it reduces competitive tension and potential bidding wars.
Creating Exclusivity: By making you believe your business has been uniquely identified, they hope to avoid you considering other potential offers.
The Tactics Behind the Approach
One common tactic is sending letters to hundreds of businesses, making it seem like you were specially chosen. This helps acquirers create a sense of exclusivity and urgency, but it’s vital to remain cautious. You are likely just one of many businesses under consideration.
Offer Sequencing Tactics
Once an acquirer has your key confidential business information, they may employ offer sequencing tactics to secure the best deal for themselves. Here’s a brief overview:
Initial Offer: They make an attractive initial offer to pique your interest and start negotiations.
Due Diligence: During this phase, they scrutinise your business details, possibly identifying reasons to lower the offer.
Conditional Offers: They may present conditional offers based on specific requirements or milestones.
Final Offer: This is typically the last offer, often lower than initially proposed, hoping you’ll accept due to the emotional and time investment already made.
These tactics are designed to maximise the acquirer's advantage while minimising their risks.
Key Advice for Business Owners
The most crucial advice for business owners considering an exit is never to rush into any deal. Take the time to seek the best advice you can find. Engage with experienced advisers who understand the intricacies of deal origination and offer sequencing. They can help you negotiate the best terms and ensure you exit your business with control and confidence.
Conclusion
Navigating the world of business acquisitions can be daunting, but understanding the process of deal origination and the tactics used by acquirers can empower you to make informed decisions. Remember, while an unsolicited offer may seem tempting, it’s essential to approach it with caution and seek professional advice to secure the best outcome for your business.
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