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What factors should you consider when choosing an M&A advisory firm?

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Choosing an M&A advisory firm is a crucial decision for any business owner who wants to sell or buy a company. A good M&A advisor can help you navigate the complex and competitive market, find the best deal, and avoid costly mistakes. But how do you select the right firm for your needs? Here are some factors to consider.

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1 Experience and track record

You want an M&A advisory firm that has relevant and proven experience in your industry, size, and type of transaction. Look for a firm that has successfully completed deals similar to yours, and that can demonstrate their expertise and knowledge of the market trends, challenges, and opportunities. Ask for references and testimonials from past clients, and check their reputation and credibility in the industry.

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Kathryn Lindoha

PR and Communications Expert
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Stakeholder Relations It is crucial to identify a firm which is reputable with the various stakeholders in the given market. This is because nurtured relationships with stakeholders provide immense information that will guide a decision. Therefore, the M&A firm needs to be strong with stakeholder relations and engagements.

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Johannes Shangadi

Legal Manager @ Old Mutual Namibia | Bachelor of Laws (LLB) | Master of Philosophy (MPhil) Candidate
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When considering the track record, an important consideration is the experience a firm has with the relevant Competition Authority. A firm may have employees with the relevant technical experience, but lack the practical experience with the Competition Authority. Therefore consider a firm with both technical expertise, and an abundance of practical experience with engaging regulatory authority and actually filling mergers and acquisitions.

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Achille Ekeu, MBA, CVA

Business Valuation Expert| Book Author| Public Speaker| Estate & Gift Tax| Acquisition & Sale| Divorce Valuations|
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Industry Expertise: Look for a firm with deep expertise in your specific industry. They should have a strong understanding of the market dynamics, competitive landscape, and regulatory environment relevant to your sector. This expertise will be invaluable in identifying potential buyers or targets, assessing valuations, and negotiating favorable terms.

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2 Services and fees

Different M&A advisory firms may offer different levels and scopes of services, depending on your goals and expectations. Some firms may only provide valuation and negotiation support, while others may also handle due diligence, legal, and regulatory aspects. Some firms may charge a fixed fee, while others may charge a percentage of the deal value or a success fee. Compare the services and fees of different firms, and make sure you understand what they include and exclude, and how they align with your budget and objectives.

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Joe Coculo

Senior Advisor at Synergy Business Brokers, A global M/A Company
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Choosing an M/A company is equivalent to hiring for a key-level management job for your company. It should be clear, that you want to build a relationship with your Advisor, a relationship built on Trust, and experience within your industry. Most importantly, they need to uncover your objectives and be a good listener. Some questions, ask about their approach to valuation, other deals they have worked with, & and why other clients choose them. Finally, they should have a global reach and a large B.O.B. following to cast a larger net in finding qualified buyers/investors.

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3 Team and communication

You want an M&A advisory firm that has a dedicated and qualified team that can handle your transaction from start to finish. Look for a firm that assigns a lead advisor who will be your main point of contact, and who will coordinate and communicate with the rest of the team members. You also want a firm that has a clear and transparent communication style, and that can keep you informed and involved throughout the process. Ask how often and through what channels they will communicate with you, and how they will handle any issues or changes that may arise.

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4 Network and resources

You want an M&A advisory firm that has access to a wide and diverse network of potential buyers or sellers, as well as other professionals and stakeholders that may be involved in the deal. Look for a firm that can leverage their contacts and relationships to generate interest, create competition, and facilitate the deal. You also want a firm that has the resources and capabilities to conduct thorough research, analysis, and due diligence, and to manage the deal documentation and execution.

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5 Culture and fit

You want an M&A advisory firm that has a culture and a fit that matches your own. Look for a firm that shares your vision, values, and expectations, and that can work well with you and your team. You also want a firm that has a professional and ethical conduct, and that respects your confidentiality and interests. Ask how they approach and handle each deal, and how they deal with any conflicts or challenges that may occur.

Choosing an M&A advisory firm is not a one-size-fits-all process. You need to do your homework, compare your options, and ask the right questions. By considering these factors, you can find the best firm for your M&A transaction.

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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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Steven Fine

Acquisition and Exit Strategies for Financial Advice & Accounting Practices - Managing Director AU and UK
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Despite the expertise and experience of intermediaries, it is not uncommon for them to overlook crucial factors that can make or break a deal. The Rush to Progress Parties are often eager to move forward with discussions and progress as quickly as possible. However, this eagerness can lead to overlooking important elements, such as defining non-negotiables. This rush to progress can result in a failed deal that could have been avoided with proper planning. One question that can be helpful is "What are the circumstances for you that would make this deal not worth pursuing?" It also helps align expectations and avoid misunderstandings.

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What factors should you consider when choosing an M&A advisory firm?

1

2

3

4

5

6

1 Experience and track record

2 Services and fees

3 Team and communication

4 Network and resources

5 Culture and fit

6 Here’s what else to consider

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What factors should you consider when choosing an M&A advisory firm?

1

2

3

4

5

6

1 Experience and track record

2 Services and fees

3 Team and communication

4 Network and resources

5 Culture and fit

6 Here’s what else to consider

Business Services

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