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How can you ensure thorough due diligence in deal sourcing?

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Deal sourcing is the process of finding and evaluating potential investment opportunities for your business or portfolio. It can be a challenging and risky task, especially in a competitive and uncertain market. To ensure thorough due diligence in deal sourcing, you need to follow some best practices and avoid common pitfalls. Here are some tips to help you.

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1 Define your criteria

Before you start looking for deals, you need to have a clear idea of what kind of deals you are looking for, what are your goals and expectations, and what are your risk and return profiles. This will help you narrow down your search and focus on the most relevant and promising opportunities. You can use various tools and methods to define your criteria, such as SWOT analysis, market research, financial modeling, and benchmarking.

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2 Use multiple sources

Relying on a single source of deal information, such as brokers, networks, or databases, can limit your options and expose you to biases and conflicts of interest. You should use multiple sources to diversify your deal pipeline and increase your chances of finding hidden gems. Some of the sources you can use are industry associations, trade publications, online platforms, referrals, cold calls, and events.

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3 Conduct preliminary screening

Once you have a list of potential deals, you need to conduct a preliminary screening to filter out the ones that do not meet your criteria or have obvious red flags. You can use various criteria to screen the deals, such as industry, size, growth, profitability, valuation, competition, and alignment with your strategy and vision. You can also use some tools and techniques to screen the deals, such as scoring systems, checklists, and ratios.

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4 Perform due diligence

After you have selected a few deals that pass the preliminary screening, you need to perform due diligence to verify the information and assess the risks and opportunities of each deal. Due diligence is a comprehensive and rigorous process that involves analyzing the financial, operational, legal, and strategic aspects of the target company. You need to gather and review relevant documents, data, and reports, conduct interviews and site visits, and perform valuation and sensitivity analysis. You also need to engage with external advisors, such as accountants, lawyers, and consultants, to get their expert opinions and insights.

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5 Negotiate the terms

The final step of deal sourcing is to negotiate the terms of the deal with the seller or the intermediary. You need to have a clear understanding of the value drivers and the deal breakers of each deal, and be prepared to make trade-offs and concessions. You also need to have a strong communication and rapport with the other party, and be flexible and creative in finding solutions to potential issues and conflicts. You should also be aware of the legal and regulatory implications of the deal, and ensure that you have the necessary approvals and documents.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you ensure thorough due diligence in deal sourcing?

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1 Define your criteria

2 Use multiple sources

3 Conduct preliminary screening

4 Perform due diligence

5 Negotiate the terms

6 Here’s what else to consider

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