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What are the best ways to establish trust with M&A contacts?

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Trust is essential for successful M&A deals, as it can facilitate communication, collaboration, and negotiation between buyers and sellers. However, building trust with M&A contacts is not always easy, especially in a competitive and complex market. In this article, you will learn some of the best ways to establish trust with M&A contacts, whether they are potential clients, partners, or intermediaries.

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
Suresh Nair

1 Research your contacts

Before you reach out to any M&A contact, you should do some research on their background, interests, goals, and challenges. This will help you tailor your message, offer value, and show genuine interest in their situation. You can use various sources of information, such as LinkedIn, company websites, industry reports, and news articles, to learn more about your contacts. You can also leverage your existing network to get referrals or introductions, which can boost your credibility and rapport.

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
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Transparency: Maintain openness and clarity in the information shared throughout the M&A process. Sincerity: Be genuine and honest in all interactions to build a solid foundation of trust. Availability: Be accessible and ready to clarify doubts or discuss important matters. Consistency: Demonstrate consistency in actions and messages to reinforce credibility. Commitment to Agreements: Honor deadlines and commitments made, showcasing responsibility and reliability.

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2 Communicate effectively

Effective communication is key to building trust with M&A contacts, as it can demonstrate your professionalism, competence, and reliability. You should communicate clearly, concisely, and consistently, using the appropriate channels and frequency. You should also listen actively, ask relevant questions, and provide feedback, to show your respect and understanding. Moreover, you should avoid making unrealistic promises, exaggerating your capabilities, or disclosing confidential information, as these can damage your reputation and trustworthiness.

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Suresh Nair
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Knowledge and the ability to comprehend the needs of the teams and making realistic goals and following it up effectively through a set process will give the M&A contacts the confidence on deals with you as a no nonsense approach.

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3 Provide value

Providing value is another way to establish trust with M&A contacts, as it can show your expertise, insight, and commitment. You should aim to provide value in every interaction, by sharing useful information, offering solutions, or giving referrals. You should also focus on the benefits and outcomes that your contact can expect from working with you, rather than on the features and processes of your service. Additionally, you should deliver value on time, within budget, and according to expectations, to prove your performance and quality.

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Suresh Nair
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Yes, thinking out of the box and offering ideas and solution that are not part of your brief, if an opportunity arises provides confidence and commitment to the team . Bringing in outside teams or referring them for advise to subject matter experts as solutions etc

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4 Build rapport

Building rapport is a vital way to establish trust with M&A contacts, as it can create a positive and personal connection. You should try to build rapport by finding common ground, expressing empathy, and showing appreciation. You should also use humor, stories, and compliments, to make your contact feel comfortable and engaged. Furthermore, you should follow up regularly, remember details, and celebrate milestones, to maintain and strengthen your relationship.

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5 Seek feedback

Seeking feedback is a smart way to establish trust with M&A contacts, as it can indicate your openness, humility, and willingness to improve. You should seek feedback from your contact on various aspects of your work, such as your approach, deliverables, and results. You should also ask for feedback on your communication, collaboration, and negotiation skills. Moreover, you should accept feedback graciously, act on it promptly, and acknowledge your improvements, to show your respect and gratitude.

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6 Demonstrate integrity

Demonstrating integrity is the ultimate way to establish trust with M&A contacts, as it can reflect your values, ethics, and principles. You should demonstrate integrity by being honest, transparent, and consistent in your words and actions. You should also respect your contact's interests, needs, and preferences, and avoid any conflicts of interest or hidden agendas. Additionally, you should admit your mistakes, apologize sincerely, and take responsibility, to show your accountability and credibility.

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7 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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What are the best ways to establish trust with M&A contacts?

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1 Research your contacts

2 Communicate effectively

3 Provide value

4 Build rapport

5 Seek feedback

6 Demonstrate integrity

7 Here’s what else to consider

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