36 percent of middle market companies struggle to find the right partner when it comes to pursuing deals. Most acquirers begin their search by looking at a list of for-sale companies only to come away from the process empty-handed and disappointed. Many for-sale companies are on the chopping block for a reason. They may be …
Tag: prospects
Are You Struggling to Find the Right Acquisition Targets?
Not finding the right company to acquire is the top challenge for middle market companies seeking to grow through mergers and acquisitions. According to Capstone’s survey of middle market executives, 28% noted lack of suitable companies as the strongest reason for not considering acquisitions as a tool for growth. Finding the right company to acquire …
How Many Companies Should You Look at to Close One Deal?
How many companies do you need to look at to do a deal? This is a common question we get from clients. Experience tells us you need to look at about 100 companies in order to execute one deal. That doesn’t mean you go through formal due diligence with 100 companies, but you do need …
How You Can Get an Owner to Say “Yes” to Acquisition
When contacting an owner about acquisitions, don’t be surprised to hear “no.” Most owners, when asked about selling their “not-for-sale” business will automatically refuse simply because it’s unexpected. Remember, for an owner focused on running the day-to-day operations of his business, this offer is coming out of the blue. There are, of course, a number of …
Is a Company Good or Bad? Evaluating Your Acquisition Prospects
How can you tell a good company from a bad company? A lot of CEOs say that they trust their gut when it comes to acquisition targets, but unfortunately instincts and opinions aren’t enough. We need facts and metrics. We need real tools to generate quantifiable data about the companies we’re considering. M&A is a massive …
CUSO M&A: Finding the Right Partner for Growth
Strategic mergers and acquisitions can be a powerful tool for growing your CUSO, but much of your success depends on finding the right partner. How can you identify the right partner for growth? The best way to begin your search is to identify the ideal markets in which to grow your organization. Once you have …
“Where To Start Your Search for M&A Targets” — New M&A Express Videocast
How do you go about finding companies to buy? Do you begin your search by contacting a list of usual suspects? Rather than falling back on the usual suspects, consider using a truly strategic approach to finding the right company to buy. A demand-driven approach to picking acquisition targets will help increase your chances of successful M&A. …
Beware of the Usual Suspects
“Insanity,” Albert Einstein said, “is doing the same thing over and over again and expecting a different result.” An executive once told me he unsuccessfully had been trying to grow his company through acquisition for the past five years. For one reason or another, the acquisition candidates brought to him weren’t right. Either they didn’t …
The Acquisition Librarian – Organizing Your Data
“Keep your pipeline full,” I often tell clients when speaking about their acquisition prospects. By this I mean that in pursuing M&A you should research 75 to 100 companies. That’s a lot of companies and research, which of course you must record in an appropriate manner. How can you keep track of all your data? …
Key Insights from “M&A as Competitive Advantage”
By John Dearing, Managing Director McKinsey & Company recently published an article on using M&A as a tool to give your company a competitive advantage. The article addresses some key aspects of M&A we find important at Capstone. You should develop your strategy first when approaching M&A and always have a full pipeline of acquisition …
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