How can you identify acquisition targets in a crowded and competitive market?

When identifying an acquisition you have a lot at stake. If you do your homework wrong and join the wrong company, the next few years of your life can be very complicated. Therefore, it is important to first know the main aspects of the company, that is, to know if it is a good company or not. To judge a company that is not making money, the first thing you have to discover is whether the problem is with the business in which it operates or with the managers. To differentiate if you are competing in a sector with difficulties or if it is due to poor management, it is advisable to analyze the margins with which the rest of the sector is operating. If competitors are making more money, we are probably facing a management problem.

Lembre-se de que a identifica??o de alvos de aquisi??o em um mercado competitivo requer paciência, diligência e expertise. é recomendável envolver profissionais especializados em fus?es e aquisi??es para auxiliar nesse processo, pois eles têm experiência e conhecimento específico para conduzir uma análise mais aprofundada e identificar as melhores oportunidades de aquisi??o.

Definir critérios de sele??o: Estabele?a critérios claros para identificar os tipos de empresas que se encaixam nos objetivos estratégicos da sua empresa. Isso pode incluir critérios como setor de atua??o, tamanho da empresa, localiza??o geográfica, receita, lucratividade, entre outros fatores relevantes.

On many occasions the state of the company is the result of the incompetence, conflict or personal situation of its managers; In others, what happens is that they have oriented the company's competitive strategy in the wrong way. A prepared and enthusiastic manager can change course, turn management around and create value. Other times the problem is one of balance: a poorly capitalized company or a company with a high level of debt in proportion to its own resources does not have to be a bad company. You must look at whether the operating profit is reasonable, and it is the interest that is consuming the cash.

Pesquisa de mercado: Realize uma pesquisa ampla e abrangente do mercado para identificar empresas que atendam aos critérios estabelecidos. Utilize fontes de dados, como relatórios setoriais, bancos de dados especializados, publica??es do setor e redes profissionais para identificar potenciais candidatos.

é muito importante identificar o tamanho do problema que a companhia target está resolvendo e quais resultados está produzindo diante deste trabalho. Muito importante também é identificar o brilho nos olhos dos fundadores, pois isso é o que vai determinar se a companhia será capaz de entregar o que está prometendo em termos de crescimento ou n?o.

It is very important that you distinguish, if there is one, what the real problem is, to understand if it is worth buying the company and how you will be able to turn the situation around.

Avalia??o financeira e operacional: Uma vez identificados os potenciais candidatos, é importante realizar uma análise financeira e operacional detalhada. Isso envolve examinar as demonstra??es financeiras, as métricas de desempenho, a estrutura de capital, a rentabilidade, a eficiência operacional e outros indicadores relevantes. Essa análise ajudará a determinar a saúde financeira da empresa e sua adequa??o à estratégia de aquisi??o.

You should not reject a company because its current sales or profits are low, you should prioritize targets. You should look at their history and try to understand what led them to that situation. Maybe your managers have a commercial problem and are not able to attract clients or control costs. Ask yourself: What could I do with that company to turn it into a cash generator? If you see a company in crisis and you cannot clearly define how you are going to turn it around, it is better that you do not buy it.

When a company is close to bankruptcy, if you negotiate well you can get creditors and banks to be understanding and make things easier for you with write-offs or you hope that they will help you to revive it, and help them to recover at least part of the debt. If you go into bankruptcy, the chances that the creditors will never collect are very high. Although great purchasing opportunities can be found in companies in crisis, there are times when the crisis has advanced too far and it is too late. In addition to what the financial statements say about the company, there are other signs that help you detect a crisis situation, for example, if there are few stocks in the company or when there is a clear deterioration in the facilities.

Avalia??o estratégica e negocia??o: Com base nas análises anteriores, avalie a adequa??o estratégica da empresa-alvo e determine seu valor. Considere sinergias potenciais, oportunidades de crescimento, riscos e outros fatores relevantes ao determinar o pre?o de aquisi??o e elaborar uma proposta. A negocia??o eficaz é fundamental nessa etapa para chegar a um acordo satisfatório para ambas as partes.

To identify acquisition targets in a crowded and competitive market, employ a strategic and systematic approach. Start by clearly defining your acquisition criteria based on strategic objectives, such as geographical expansion, product diversification, or synergistic opportunities. Utilize market research, industry analysis, and competitive intelligence to identify potential targets that align with your criteria and offer strategic value. Network extensively within the industry, leveraging relationships with industry professionals, advisors, and intermediaries to uncover off-market opportunities and gain insights into potential targets.

When looking at the accounts you should look at the collection and payment days. Have they been lengthening? At the same rate? The employer may try to hide the crisis situation from you and tell you “stories to keep you awake” that are convincing. It is your mission to detect the crisis situation and its scope, and evaluate whether it is still worth it for you to embark on that adventure. If the company goes into bankruptcy, you will then have a great opportunity to buy assets. You create a new company, inject capital and with it you acquire the machines of the bankrupt company that no longer has a solution. Prices are usually very low because the bankruptcy administrator is liquidating the company.