M&A Science

Jann Lau, Senior Director, Corporate Development at PayPal (NASDAQ: PYPL)

A well-crafted deal thesis is the cornerstone of any successful M&A transaction. It outlines the strategic rationale and anticipated value creation from the acquisition. However, a strong thesis alone isn't enough. To ensure the deal delivers on its promise, it's crucial to rigorously validate its assumptions and projections.

In this episode of the M&A Science Podcast, Jann Lau, Senior Director of Corporate Development at PayPal, shares key strategies for validating the deal thesis and mitigating risks associated with M&A.

Things you will learn:

• The importance of validating the deal thesis

• The risks of rushing M&A deals without proper alignment

• How to effectively validate a deal thesis

• Who takes the blame in corporate development for a bad deal?

• Other ways to streamline the M&A process

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This episode is sponsored by Spearhead Corp Dev, a leading buy-side advisory firm. Spearhead combines traditional deal origination and advisory with advanced AI to help corporations and mid-market PE firms find and close more off-market deals with certainty. Their approach supercharges proprietary deal flow, providing a greater choice of opportunities. Elevate your deal sourcing by visiting spearheadcorpdev.com.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

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Episode Timestamps

00:00 Intro

04:36 The Yahoo! acquisition

09:27 The importance of validating the deal thesis

13:42 The risks of rushing M&A deals without proper alignment

16:25 How to effectively validate a deal thesis

20:55 Example on how to effectively validate a deal thesis

26:29 Risks of not validating the deal thesis

29:42 Crafting a deal thesis 

33:31 Pitching the deal thesis

36:38 Integration as a deal driver

39:47 Who takes the blame in corporate development for a bad deal?

40:53 Key questions to nail down your deal thesis

42:09 Balancing gut instinct and stakeholder buy-in in M&A decisions

44:20 Lessons from deal surprises

46:13 When to walk away from a deal

48:16 Other ways to streamline the M&A process

50:34 Craziest thing in M&A

Gregg Albert, Managing Partner - Corporate Strategy and Mergers & Acquisitions at Accenture (NYSE: ACN) 

Companies are facing immense pressure to stay agile, seize new opportunities, and maintain a competitive advantage in today's rapidly evolving business environment. One key strategy to achieve this is portfolio rebalancing, a critical initiative that helps businesses optimize their asset mix and drive sustainable growth. 

In this episode of the M&A Science Podcast, Gregg Albert, Managing Director of Corporate Strategy M&A at Accenture, discusses in-depth, what is portolio rebalancing and how it could help your company.

Things you will learn:

• The difference between an opinionated shareholder and an activist investor

• Companies that attract activist investors

• How to approach portfolio rebalancing

• Addressing integration bottlenecks

• The challenges of divestitures in portfolio rebalancing

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This episode is sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

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Episode Timestamps

00:00 Intro

08:57 The importance of portfolio rebalancing

11:56 The broader scope of portfolio rebalancing

14:56 Evolving perspectives on portfolio rebalancing: activist investors

16:56 The difference between an opinionated shareholder and an activist

19:11 Companies that attract activist investors

21:38 How to approach portfolio rebalancing

26:24 Key stages in M&A transactions

29:38 Addressing integration bottlenecks

32:34 The challenges of divestitures in portfolio rebalancing

35:21 Portfolio rebalancing example

39:57 How influence works in the boardroom

42:21 How to be an activist investor

44:32 Defending against shareholder activism

47:02 Audience Q&A

47:43 Characteristics of companies with a strong M&A muscle

49:31 Challenges faced by companies with a weaker M&A muscle

51:09 The importance of prioritizing capital allocation in M&A

54:40 Portfolio rebalancing in private equity-owned businesses

58:14 Carve-outs in private equity portfolios

1:00:15 Understanding wargaming in strategic planning

1:04:15 Choosing the right advisor for your business needs

1:07:35 Future trends in M&A and portfolio rebalancing

1:09:31 Advice for companies on portfolio management

1:11:46 Craziest thing in M&A

Anson Lau, Deputy General Counsel at LONGi Solar (SHA:601012)

In M&A, it’s not just about the deal—it’s about who’s at the table. In-house and external counsel both play key roles in a deal, bringing unique expertise and advantages. Knowing how to strategically utilize both can help you manage risks, secure favorable terms, and ensure smooth post-deal integration.

In this episode of the M&A Science Podcast, Anson Lau, Deputy General Counsel at LONGi Solar, shares how to play to the strengths of both sides to optimize your M&A approach.

Things you will learn from this episode:

• Balancing in-house and external legal roles

• Mindset differences in in-house vs. external counsel

• Tactical vs. strategic roles in legal counsel

• Risk mitigation: external vs. internal counsel 

• Choosing the right external counsel for M&A deals

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This episode is sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

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Episode Timestamps

00:00 Intro

06:15 Balancing in-house and external legal roles

08:59 The intensity of external legal work

10:06 Mindset differences in in-house vs. external counsel

12:56 Tactical vs. strategic roles in legal counsel

15:54 Understanding negotiation perspectives

20:56 Risk mitigation: external vs. internal counsel

23:47 Cross-functional collaboration in risk mitigation

28:19 Assessing law firm culture

29:34 Best and worst-case scenario of M&A deals

36:15 Choosing the right external counsel for M&A deals

39:36 Building relationships with legal counsel for future M&A deals

42:57 Managing diligence: pre-term sheet vs. post-term sheet

45:45 Identifying red flags before signing the LOI

48:27 Collaborating with internal stakeholders pre-LOI vs post-LOI

54:46 The Impact of AI on the legal profession

58:29 Craziest thing in M&A

Kevin Lynch, CEO and Board Member at Optiv

Beyond the boardroom battles and billion-dollar deals, mergers and acquisitions present a unique set of challenges and opportunities for CEOs. From strategic planning to post-merger integration, it takes essential skills and qualities for CEOs to excel in this high-stakes arena.

In this episode of the M&A Science podcast, Kevin Lynch, CEO and Board Member at Optiv, shares his invaluable insights on the role of a CEO and what it takes to lead a company through successful M&A endeavors.

Things you will learn from this episode:

• Balancing market share and capability in M&A decisions

• Crafting a strategic integration thesis

• When to communicate your vision for the acquisition

• The isolation of the CEO role

• Driving speed and growth with battle rhythm and clear expectations

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

06:26 Defining the CEO’s role in M&A

09:49 Shaping the M&A strategy

14:26 Balancing market share and capability in M&A decisions

16:13 Navigating imperfect M&A fits

19:42 Crafting a strategic integration thesis

22:18 When to communicate your vision for the acquisition

28:01 The fundamentals of capital allocation

33:59 Managing complexities in leadership

36:47 Communicating the capital allocation approach

40:41 The isolation of the CEO role

43:10 Fostering cultural fit and addressing cultural concerns

48:04 Evaluating culture during executive conversations

51:39 Convincing companies to sell

1:00:08 Driving speed and growth with battle rhythm and clear expectations

1:03:43 Challenges and best practices in M&A

1:11:28 Craziest Thing in M&A

Sanjay Poonen, CEO & President of Cohesity

M&A isn't just about signing a deal and popping the champagne. Every CEO knows the entire process is a minefield of cultural clashes, integration headaches, and occasional unexpected challenges that could blow up your strategy. But while M&A can be a high-stakes game, it’s also one that can be mastered with the right playbook. 

In this episode of the M&A Science Podcast, we’re diving into key strategies CEOs should consider to ensure M&A success, featuring Sanjay Poonen, CEO & President of Cohesity.

Things you will learn in this episode:

• The CEO’s approach to M&A integration

• Key considerations in sourcing deals

• Best practices for managing large-scale acquisitions

• The impact of market timing on acquisition strategy

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

04:06 Exploring high-impact M&A deals

05:33 Shaping the M&A strategy

07:16 Expanding and innovating through acquisitions

11:18 The CEO’s approach to M&A integration

20:08 Key considerations in sourcing deals

25:25 Cultivating cultural alignment

29:42 Convincing companies to do an M&A deal

36:51 Maintaining key relationships

38:36 Best practices for managing large-scale acquisitions

40:38 Strategic considerations for a global expansion

41:37 The right timing for announcing deals

43:35 The impact of market timing on acquisition strategy

44:53 Advice for CEOs on preparing for a successful IPO post-acquisition

46:47 Craziest thing in M&A

Jerome Combes-Knoke, Senior Vice President of Strategy and Corporate Development at Dotmatics (Insight Partners)

Strategic focus is a prerequisite to strong corporate performance.  Yet, without proactive efforts to maintain focus, companies can “drift” and become weighed down by misaligned business units. 

In this episode of the M&A Science Podcast, Jerome Combes-Knoke,  Senior Vice President of Strategy and Corporate Development at Dotmatics (a portfolio company of Insight Partners), shares his broad M&A experience and presents his approach to portfolio strategy and rebalancing through divestitures.

Things you will learn in this episode:

• Strategic focus on acquisitions, using Dotmatics’ approach.

• Portfolio rebalancing and its challenges

• Evaluating divestiture candidates

• Building internal alignment for divestitures

• Best practices for managing key risks

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Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

05:17 Approaching deals in a software-oriented environment

10:11 Preserving brand integrity in M&A go-to-market strategies

12:43 Approaching valuation

15:16 Strategic pitch for acquisitions

20:41 Portfolio rebalancing and its challenges

25:25 When and how to rebalance a company’s portfolio

27:29 Getting buy-in and alignment from the board and key stakeholders

33:24 Key factors in considering divestitures

36:26 Executing a divestiture for portfolio rebalancing

39:09 Best practices in executing divestitures

43:12 Divestiture success metrics

46:29 Example of portfolio rebalancing and its challenges

53:20 Craziest thing in M&A

Court Carruthers, President and CEO at TricorBraun

Cultural integration is the often overlooked key to long-term M&A success. It's about creating a shared identity, values, and purpose that unites employees from different backgrounds. When done right, it can transform a merger from a transactional event into a strategic partnership.

In this episode of the M&A Science Podcast, Court Carruthers, President and CEO at TricorBraun, shares his insights on how to successfully integrate two cultures and build a stronger, unified organization.

Things you will learn in the episode:

• The importance of cultural integration in M&A

• The role of culture in M&A and business strategy

• Approaching cultural diligence

• Identifying culture fit in an auction

• Best practices for M&A integration

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This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

03:53 The importance of cultural integration in M&A

05:18 Academic research on cultural integration in M&A

07:32 The role of culture in M&A and business strategy

09:04 A unique M&A strategy focused on family businesses

10:23 Integration strategies for acquired businesses

14:04 Building relationships and structuring deals for long-term success

16:36 Approaching cultural diligence

18:16 Identifying culture fit in an auction

21:46 Assessing cultural fit in M&A

24:20 Walking away from a deal due to cultural differences

26:34 Red flags in cultural fit between LOI and closing

33:05 Building an organization for successful acquisitions

35:19 The importance of seamless handoffs

38:13 Keeping stakeholders comfortable during transitions

40:57 The biggest challenge in dealing with culture

43:02 Best practices for M&A integration

46:25 Working with private equity partners for long-term growth

48:54 Good vs. bad partnerships with PE Firms

50:34 Advice for corporate development practitioners

54:48 Why culture in M&A is important

55:32 Craziest thing in M&A

Thomas Le, Vice President, Corporate Development at Ziff Davis, Inc. (NASDAQ: ZD)

The M&A landscape is constantly evolving, making it difficult to predict future trends and identify new opportunities. How can companies maintain a competitive advantage? In this episode of the M&A Science Podcast, Thomas Le, Vice President of Corporate Development at Ziff Davis, Inc., shares his VC-backed strategies for unlocking new M&A strategies.

Things you will learn in this episode:

• Strategic networking for building a pipeline

• The Reverse Coverage method for building a pipeline

• How to craft effective cold outreach emails

• Integrating the Mosaic theory into M&A strategy

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

05:40 Venture capital experience in M&A

13:18 Strategic networking for building a pipeline

18:31 Making an effective initial outreach

19:21 How to craft effective cold outreach emails

23:24 Assessing product market fit

29:01 Strategic thinking and culture fit

32:41 Unlocking new M&A strategies

36:02 Leveraging bankers in M&A deals

38:07 Applying the Mosaic theory to M&A due diligence

47:31 Embedding M&A into corporate culture

48:50 Transitioning from public equities and venture capital to M&A

1:07:04 Craziest thing in M&A

Karen Williams, Vice President of Corporate Development at Progress

Achieving exponential growth through M&A requires more than signing agreements. It’s about balancing cultures, systems, and people. In this episode of the M&A Science Podcast, Karen Williams, Vice President of Corporate Development at Progress, provides a roadmap for a balanced M&A integration.

Things you will also learn from this episode:

• Side effects of a forceful integration

• Information crucial to Integration planning

• Measuring integration success

• Biggest challenges when executing an integration

• What is vendor rationalization?

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

08:07 Importance of balanced integration

09:41 Side effects of a forceful integration

13:16 When to involve the integration lead

17:12 Information crucial to Integration planning

20:06 Integration lead’s role during diligence

21:35 Balancing integration execution

26:27 Working with the seller

29:22 Realization versus timeline

32:42 What makes integration successful

35:42 Tips for effective communication

41:49 Creating and refining M&A Playbooks

43:18 Ensuring a positive employee experience

52:32 Measuring integration success

55:26 Biggest challenges when executing an integration

58:09 What is vendor rationalization

1:01:21 Craziest thing in M&A

Successful M&A is more than just closing deals. To drive growth and achieve strategic goals, companies must have a deep understanding of the process and a clear strategy. Strategic acquisitions are key to unlocking growth, innovation, and market expansion. 

In this episode of the M&A Science Podcast, Fred Heller, VP of Nuance, Corporate Development and Integration at Microsoft, shares his experience on how to transform a company through strategic acquisitions. 

Things you will also learn from this episode:

• Doing transformative deals as a public company

• Saving money on deals

• The hardest thing to negotiate in a strategic deal

• Transformative AI acquisitions 

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 06:55 Business transformation through acquisition 11:51 Strategy behind the transformation 14:49 Doing transformative deals as a public company 17:53 Changes in market position 23:04 Divestitures 25:46 M&A experience 29:49 Knowledge vs Intuition 31:29 Importance of relationships in M&A 34:25 Saving money on deals 37:20 The hardest thing to negotiate in a strategic deal 44:02 Bad M&A story 48:04 Microsoft deal 52:59 Transformative AI acquisitions 57:04 Challenges during transformation period 58:13 Craziest Thing in M&A

Tom Hearn, VP, Architecture at Insight

In the world of M&A, understanding and managing technical debt is crucial for seamless technology integration. 

In this episode of the M&A Science Podcast, we’ll explore the concept of technical debt, its impact on IT infrastructure, and strategies for better integration with Tom Hearn, VP, Architecture at Insight.

Things you will learn in this episode:

• Technology Integration

• AI and machine learning

• ERP migration

• Synergy assumptions

• Working with Insight

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This episode of the M&A Science Podcast is brought to you by Insight.

In today’s rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That’s where Insight comes in.

Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate.

With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities.

Learn more at insight.com/leave-legacy. 

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 This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 04:06 Approaching technical and security integration 10:54 Technology Integration 17:17 AI and machine learning 21:00 ERP migration 25:19 Synergy assumptions 35:25 Working with Insight 37:00 Due diligence 40:05 Managing costs 46:29 Return on investment 49:18 Craziest Thing in M&A

Pablo von Siebenthal, Global Head of M&A at Swissport

The global landscape offers exciting growth opportunities that make business expansion a strategic move. M&A can be a powerful tool for this, but global deals often come with cultural complexities and regulatory intricacies that require a strategic approach.

In this episode of the M&A Science Podcast, Pablo von Siebenthal, Global Head of M&A at Swissport, talks about how to handle global M&A.

Things you will also learn from this episode:

• Challenges of executing global deals

• Managing cultural differences in global M&A

• Overcoming cultural misunderstandings

• Playbook - Building cross-cultural relationships

• How to manage coordination between work streams

Join the M&A Science 2 Million Downloads Virtual Meet & Greet here: https://hubs.ly/Q02Gnk1d0

Connect with Kison through email at [email protected] 

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This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 05:32 From M&A Advisory to Corporate Development 07:04 Executing M&A in the public environment vs private 08:47 Challenges of executing global M&A deals 13:39 Managing cultural differences in global M&A deals 17:58 Negotiation challenges in the Middle East 20:17 Cultural nuances in Asian M&A deals 26:53 Cultural differences in European M&A 29:58 Handling internal cultural differences 32:13 Negotiating cross-border M&A deals 33:17 Overcoming cultural misunderstandings 37:11 Building global relationships for pipeline 45:59 Other tips for building cross-cultural relationships 48:38 How to manage coordination between global work streams 52:52 Keeping M&A teams aligned on priorities 57:37 Crafting irresistible offers in M&A deals 59:16 Craziest thing in M&A

Wolfgang Schenk, VP of M&A at Belden

Opportunistic M&A can lead to bad acquisitions that don’t align with the company’s overall strategic goals. This creates a disjointed portfolio and integration challenges that could cause massive value leaks. 

In this episode of the M&A Science Podcast, Wolfgang Schenk, VP of M&A at Belden, discusses the art of executing programmatic M&A to increase chances of M&A success.

Things you will learn in this episode:

• Benefits of programmatic M&A

• Required team for programmatic M&A

• Collaborating with the M&A team

• Transitioning to programmatic M&A

• Achieving team alignment

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro 05:57 Programmatic M&A 10:32 Benefits of programmatic M&A 12:39 Formulating the strategy 15:32 Challenging the strategy 16:24 Required team for programmatic M&A 18:37 Collaborating with the M&A team 24:02 Transitioning to programmatic M&A 26:08 Achieving team alignment 28:23 Success metrics in programmatic M&A 31:32 Pitching deals to executive 32:23 The hardest part of doing programmatic M&A 33:18 AI in M&A 40:45 Craziest thing in M&A

Tobias Gwisdalla, Head of Group M&A at GEA Group (G1A:FRA)

Transformative M&A is becoming increasingly critical in today's business landscape, especially for industries facing significant regulatory and market pressures. 

In this episode of the M&A Science Podcast, we will discuss how to execute transformative M&A to change business models, featuring Tobias Gwisdalla, Head of Group M&A at GEA Group.

Things you will learn in this episode:

• Transformative M&A

• Employee unions

• Biggest challenges in transformative M&A

• Success metrics

• Transforming business models

This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net 

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Episode Timestamps

00:00 Intro 04:20 Transformative M&A 05:00 Governance 05:52 A story of a transformative deal 11:38 Employee unions - germany per history 17:36 Supervisory board 20:35 Biggest challenges in transformative M&A 25:59 Success metrics 28:50 Internal rate of return 35:05 Complexities of deals in Germany 40:48 Transforming business models 43:06 Promoting change as a shareholder 45:01 Craziest thing in M&A

M&A processes can vary from country to country, making cross-border deals extremely challenging. Understanding the cultural differences is crucial for a smooth transaction. 

In this episode of the M&A Science Podcast, we focus on how to do M&A deals in Germany, featuring Frank Tepper-Sawicki, Partner, Corporate M&A, Private Equity, and Venture Capital at Dentons. 

Things you will learn:

• How dealmaking is different in Germany

• Structuring Deals in Germany

• Letter of Intent in Germany

• Prioritizations during deals in Germany

• Regulatory issues in Germany

This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Timestamps

00:00 Intro

03:49 How dealmaking is different in Germany

05:48 Private Equity Emerging in Germany

07:47 Structuring Deals in Germany

16:33 Letter of Intent in Germany

22:11 Prioritizations during deals in Germany

24:59 Transparency in Germany

26:17 Regulatory issues in Germany

28:17 Laying off people in Germany

30:15 Biggest risk when doing deals in Germany

32:43 M&A culture in Germany

35:00 Dealing with people from Germany

37:28 M&A process in Germany

39:18 Craziest thing in M&A

Artificial Intelligence has taken the world by storm, and there seems to be no way of stopping it. Every industry in the world has adopted AI, and M&A is no different. The integration of AI is revolutionizing how deals are sourced, evaluated, and executed. In short, AI is becoming an indispensable tool for M&A professionals. 

In this episode of the M&A Science Podcast, we discuss how to make AI practical in M&A featuring two AI specialists: Michael Bachman, Head of Research, Architecture, and AI Strategy at Boomi, Chris Cappetta, Principal Solutions Architect at Boomi.  

Things you will learn:

• Retrieval augmented generation

• Large language models

• Discriminative vs Generative AI

• Fine-tuning

• Agents

This episode is sponsored by FirmRoom.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com 

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Episode Timestamps

00:00 Intro 03:07 Making AI practical 04:36 Retrieval augmented generation 10:07 Large language models 13:15 Discriminative vs. Generative AI  16:37 Fine tuning 22:14 Agents 28:46 Real-life use cases of AI

Steve Lucas, CEO of Boomi

The technology industry is currently experiencing significant growth, particularly with the emergence of artificial intelligence. This trend has not only attracted significant investments but has also intensified the competition among tech companies striving to lead the market. This has made the tech space a prime area for M&A. Boomi is one of those companies who have recently made a significant move via acquisitions.

In this episode of the M&A Science Podcast, we will discuss how to source deals in the tech space with Steve Lucas, CEO of Boomi.  

Things you will learn:

• Approach on strategy

• Acquiring capabilities

• Deal sourcing in M&A

• Building relationships

• Negotiations during M&A

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net 

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Episode Timestamps

00:00 Intro 10:16 Boomi’s approach on strategy 16:32 Acquiring capabilities 18:55 Deal sourcing in M&A 22:12 Building relationships 25:45 Convincing someone to sell their business 30:51 Example of pitch 32:31 Negotiations during M&A 36:08 Tips on negotiating 38:45 M&A at Boomi 41:43 Making integration successful 47:26 AI in M&A 52:44 Boomi’s future 45:26 Craziest thing in M&A

Michael Frankel, Founder and Managing Partner of Trajectory Capital. 

Here at M&A Science, our goal is to bring you the best and most effective techniques to improve your M&A practice.

In light of our 300th podcast episode, we have compiled the top 10 things that make M&A successful, together with Michael Frankel, Founder and Managing Partner of Trajectory Capital. 

Things you will learn:

• Alignment in the shared vision of the end-state

• Cultural alignment

• Reverse Diligence

• Continuous learning and improvement

• Empathetic leadership

This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com 

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Episode Bookmarks

00:00 Intro 05:58 Alignment in the shared vision of the end-state 10:51 Cultural alignment 15:03 Joint Go-to-market planning pre-LOI 20:24 Parallel diligence and integration planning 24:33 Reverse Diligence 27:13 Communication strategy with stakeholders 32:37 Continuous learning and improvement 35:16 Anticipate functional challenges 39:52 Empathetic leadership 44:47 Proper preparation 47:56 Craziest thing in M&A

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS)

When it comes to M&A, time is of the essence. As a buyer, it’s best to identify whether to pursue the deal or not as soon as possible, to avoid wasting money and time. Also, if the seller is a good target company, procrastinating could lead to more competition. 

In this episode of the M&A Science Podcast, Jeremy Segal, Executive Vice President Corporate Development at Progress, shares their strategy on how to close deals in 30 days.

Things you will learn:

• Initial conversations with the target company

• Price negotiations

• Preliminary due diligence list

• Deal specific adjustments

• Confirmatory due diligence 

This episode is sponsored by the DealRoom.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Bookmarks

00:00 Intro 04:16 Initial conversations with the target company 08:56 Price negotiations 12:33 Preliminary due diligence list 17:05 When to ask questions 18:34 People Involved 19:10 Sales and Go-to-Market 21:02 Revenue Synergies 23:43 Customer Journey 24:26 Surprises 27:40 Customer Success 28:46 Financials 32:11 Red flags in people 32:47 Information Technology 34:28 Legal 36:48 Marketing 39:19 Breakdown of COGS 41:30 Benefits Template 42:56 Operating Expenses 43:58 General 44:58 Deal specific adjustments 45:56 Processing the preliminary diligence information 47:11 Confirmatory due diligence 50:40 Craziest thing in M&A

Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc. 

In a highly fragmented industry, roll-ups are a great growth strategy. But integrating multiple entities can be difficult, especially if you don’t have a proven framework. Ntiva has been successful in its M&A strategy and has completed 15 acquisitions as of today. 

In this episode of the M&A Science Podcast, Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc., share their strategy on how to execute the roll-up strategy in the tech industry. 

Things you will learn:

• Creating value using a roll-up strategy

• Evaluating a target company

• Importance of recurring revenue

• Red flags pre-LOI

• Biggest advice for first-timers

This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Bookmarks

00:00 Intro

08:04 Creating value using roll-up strategy

12:38 Pitching to private equity

18:32 Evaluating a target company

22:30 Importance of recurring revenue

23:35 Customer Concentration

26:42 Challenges of doing roll-ups

30:36 Mismanaging M&A

37:52 Deal Sourcing

43:46 Red flags pre-LOI

46:53 Deal structure on roll-ups

51:52 Biggest advice for first-timers

52:46 Craziest thing in M&A

Kyle Price, Chief of Staff & Corporate Development at Roblox

Creating a dedicated M&A function can be daunting for non-acquisitive companies. It’s a big commitment that could take away valuable time and resources from top level management. However, when done right, corporate development muscle can be built slowly, and organically. 

In this episode of the M&A Science Podcast, Kyle Price, Chief of Staff & Corporate Development at Roblox, shares his experience on how to start an M&A function slowly and successfully from scratch. 

Things you will learn in this episode:

• When to build an M&A function

• Importance of the people side in M&A

• Working with business leaders

• Evolution of corporate development

• Handling biases in the M&A process

This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com

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Episode Bookmarks

00:00 Intro

04:10 When to build an M&A function

07:40 Challenges of a high-growth company doing M&A

08:45 Lessons learned along the way

10:39 Importance of the people side in M&A

12:57 Integration planning

14:39 Working with business leaders

16:42 Deal sourcing

17:24 Overcoming anti-M&A culture

22:04 Team alignment from functional leads

24:02 M&A surprises

25:59 Setting up new leaders for success

28:07 Evolution of corporate development

33:15 Measuring corporate development activity

34:20 Incentivizing the team

35:03 Handling biases in the M&A process

43:33 Craziest thing in M&A

Ivan Golubic, CFO | Corporate Development M&A at FastLap Group

Roll ups are a great strategy for highly fragmented industries. It allows the platform company to increase its size, capabilities, and market presence through the acquisition and integration of other businesses. However, it can be challenging without a proper framework. 

In this episode of the M&A Science Podcast, Ivan Golubic, CFO, Corporate Development M&A at FastLap Group, shares his experience on how to start executing roll up strategy in M&A from scratch. 

Things you will learn:

• Setting up the roll up strategy

• Valuation on roll up strategy

• Building the operating strategy

• Dealing with capital providers

• Biggest lessons learned doing roll up strategy

This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Bookmarks

00:00 Intro

03:01 Transitioning from Corporate Development to CFO 

07:39 Setting up the roll up strategy

12:26 Importance of industry expertise

14:10 Proactive approach to expanding industry expertise

16:11 Valuation on roll up strategy

22:10 Building the operating strategy

24:54 Dealing with capital providers

28:37 Building your pipeline

30:45 Pitching to the PE firm

35:48 Explaining your M&A process to investors

38:46 Building your M&A team

40:42 Monitoring Cost

42:05Success metrics

49:25 Utilizing Technology

50:45 Importance of a unified platform

52:58 Biggest lessons learned doing roll up strategy

56:39 Future trends in the roll up space

57:33 Craziest thing in M&A

Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware

Integration planning is one of the most important aspects of M&A pre-close. Planning after the fact will cause massive delays and value leaks for the entire deal. It is why the integration team must be involved during the due diligence phase. 

In this episode of the M&A Science Podcast, we will talk about how to create an executable integration plan during the diligence, featuring Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware.

Things you will learn in this episode:

• How to work as an integration leader

• Building an integration plan

• Pre-LOI integration planning

• Connecting diligence with integration planning

• Defining 'done' in M&A integration

This episode is sponsored by FirmRoom.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com

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Episode Bookmarks

00:00 Intro 04:41 Navigating corporate transitions 08:31 Aligning the integration leader with the north star 10:02 How to work as an integration leader 11:25 The role of an integration lead 13:31 Building an integration plan 16:25 Focus on revenue and integration 18:51 Pre-LOI integration planning 25:08 M&A due diligence 27:37 Employee integration and customer satisfaction 29:56 Connecting diligence with integration planning 36:20 Approach to team collaboration 39:06 The details of integration plan 41:11 Complexities of M&A integration planning 44:57 Aligning with the target company 46:46 Defining 'done' in M&A integration 49:12 Integration teams leading due diligence 51:38 Leveraging diligence data for effective planning 53:13 Advice for M&A practitioners 55:45 Craziest thing in M&A

Keith Levy, Operating Partner at Sonoma Brands

Every company must have a strong capital allocation strategy to maximize its potential. Without it, the company may end up missing opportunities and spending money on things that won't help it grow or become more profitable. 

In this episode of the M&A Science Podcast, Keith Levy, Operating Partner at Sonoma Brands, shares his experience on successful and unsuccessful capital allocation strategies. 

Things you will learn in this episode:

• Strategy vs IRR

• Venture capital vs recapitalization strategy

• Minority vs majority recapitalization

• Evaluating exit strategy

This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

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Episode Bookmarks

00:00 Intro

11:27 Focusing on organic growth

16:37 Post-merger integration execution

25:01 Strategy vs IRR

26:59 Handling projections

28:07 Integration with Mars

36:20 Role of an operating partner

42:07 Big company vs Small company in M&A

43:39 Venture capital vs recapitalization strategy

48:44 Cashing out from an owner’s perspective

50:42 Minority vs majority recapitalization

54:03 Impact of valuations and interest rates on investment decisions

59:07 Timing on investments

1:01:25 Evaluating exit strategy

1:03:46 Advice for practitioners

1:05:41 Craziest thing in M&A

Gerry Williams, Partner at DLA Piper US LLP and a member of their management committee.

Private equity firms are established for the sole purpose of generating substantial financial returns for its investors. And one of the most effective ways of maximizing investment returns is the roll up strategy. This involves buying small-sized businesses in a highly fragmented industry and combining them into a larger platform. The goal is to improve efficiency and be sold later for a higher price.  

In this episode of the M&A Science podcast, we will discuss roll up strategy in private equity with Gerry Williams, Partner at DLA Piper US LLP.

Things you will learn this episode:

• Industries susceptible to roll up strategy

• Challenges of executing roll up strategy

• Negotiating the LOI in roll up strategy

• Typical deal structure in roll up strategy

• Employing Earnouts in roll up strategy

This episode is sponsored by FirmRoom

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com

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Episode Bookmarks

00:00 Intro

04:06 Industries susceptible to roll up strategy

06:22 The trend of roll up strategy in private equity

10:42 Complexities of Roll up strategy

15:52 Challenges of executing roll up strategy

20:32 How to mitigate risks

24:19 Managing multiple roll up businesses

26:49 Negotiating the LOI in roll up strategy

33:00 Breakup fees on private deals

35:57 Typical deal structure in roll up strategy

43:24 Employing Earnouts in roll up strategy

48:07 Unique negotiations during LOI

49:31 Do’s and Don’ts of executing roll up strategy

52:57 Craziest thing in M&A

Tyler Rodewald, VP, M&A at EIS Holdings

In a world where change is the only constant, businesses are continually seeking innovative ways to stay ahead of the curve. One such method that has gained prominence is the corporate diversification strategy, a multifaceted approach that can lead to new growth avenues and enhanced resilience. 

In this episode of the M&A Science Podcast, Tyler Rodewald, VP, M&A at EIS Holdings, discusses corporate diversification through M&A.

Things you will learn:

• Corporate diversification strategy

• Drivers of corporate diversification

• People involved in corporate diversification

• Projecting revenue synergies

• Closing deals with competition

Andrey Galiuk, Vice President of Corporate Development and Investor Relations

Before doing M&A, it is crucial for acquirers to target the right business, in the right market. Otherwise, it could potentially be a costly mistake that would waste the company’s time and money. 

In this episode of the M&A Science Podcast, Andrey Galiuk, Vice President of Corporate Development and Investor Relations, shares his expertise on how to perform strategic due diligence in M&A. 

Things you will learn:

• What is strategic due diligence

• How to perform strategic due diligence in M&A

• Entering the right market

• Finding the right target company

• Biggest challenge when performing strategic diligence

George Kellerman, VP, Head of Investments & Acquisitions at Woven by Toyota and Alexander Baum, Corporate Development Lead at Woven by Toyota

In the ever-evolving world of business, staying ahead isn't just about what a company does today, but how it prepares for tomorrow. This is where a venture capital arm comes into play. It is a specialized division within a larger company that focuses on investing in emerging startups and innovative projects. 

In this episode of the M&A Science Podcast, George Kellerman, VP, Head of Investments & Acquisitions at Woven by Toyota, and Alexander Baum, Corporate Development Lead at Woven by Toyota, share their experience on how to stand up a venture capital arm. 

Things you will learn:

• How did Woven by Toyota got started

• Successfully start a venture capital arm

• Leadership in managing people

• Biggest Lessons Learned

• Dealing with cultural difference

Camilo Franco, Director, M&A Integration and Operations at Jamf

There is an intimate tie between M&A strategy and corporate strategy. To be truly effective, acquisitions must directly support the overarching goal of the company. But beyond that, there needs to be a strategic alignment with everyone involved. 

In this episode of the M&A Science Podcast, Camilo Franco, Director, M&A Integration and Operations at Jamf, shares their secrets on how to achieve strategic alignment from top to bottom. 

Things you will learn:

• How to achieve strategic alignment

• Strategies for effectively communicating M&A plans

• Tools used to maintain alignment

• Connecting diligence and Integration

• Advice for integration practitioners

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This episode is brought to you by the M&A Science Spring Summit 2024 happening on April 10th at 10AM ET. It's your chance to join leading M&A experts as they share innovative and the latest trends from their own deals. Save your spot here.

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Episode Bookmarks

00:00 Intro

08:45 Definition of strategic alignment

10:31 How to achieve strategic alignment

12:51 Relaying M&A strategy against corporate strategy

13:54 Getting buy-in from team members

15:37 Overcoming anti-M&A culture

18:44 Strategies for effectively communicating M&A plans

21:21 Alignment with the integration team

23:51 Formulating the integration thesis

26:37 Role of steering committee

28:04 Communicating decisions with the broader organization

29:30 Managing integration without IMO

32:09 Ensuring company readiness for integration

34:11 Gauging M&A readiness

36:06 Side effects of burnout people

37:25 Defining the end of integration

39:30 Tools used to maintain alignment

43:32 Agile M&A

44:46 Connecting diligence and integration

48:13 Using integration templates

50:36 Advice for integration p

Ken Bond, Head of Corporate Development at Cetera Financial Group.

Most of the biggest M&A failures of all time are caused by culture clashes. Both companies cannot simply co-exist with each other, and instead of creating more value, they destroyed both of their businesses. This is why cultural due diligence is crucial in M&A. 

In this episode of the M&A Science Podcast, Ken Bond, Head of Corporate Development at Cetera Financial Group, shares his expertise on how to perform cultural due diligence to better understand the target company.

Things you will learn:

• The person responsible for cultural due diligence

• Executing cultural due diligence

• Using Playbooks

• Successful partnership between Corporate Development and Integration

• Advice for practitioners

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This episode is sponsored by the DealRoom

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

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Episode Bookmarks

00:00 Intro

05:11 Person responsible for cultural due diligence

05:54 Importance of cultural due diligence

08:08 Executing cultural due diligence

10:29 Killing the deal due to cultural conflict

14:54 Using Playbooks

17:31 Cultural due diligence during early conversations

20:12 Understanding how the target company makes decisions

22:40 Things to look for during due diligence

25:09 Using questionnaires for cultural due diligence

27:08 Bilateral deal vs. Auction process

30:10 Hardest part of cultural due diligence

32:27 Successful partnership between Corporate Development and Integration

35:33 Subculture due diligence

37:07 Advice for practitioners

38:31 Craziest thing in M&A

Baljit Singh, Former SVP, Global Head of Corporate Development at Nielsen Ventures

Engaging in M&A activities just for the sake of doing them is one of the biggest reasons for failed deals. Without a well-defined purpose, these transactions can distract the business and waste massive amounts of resources. 

In this episode of the M&A Science Podcast, Baljit Singh, Former SVP, Global Head of Corporate Development at Nielsen Ventures, discusses the importance of strategic alignment between M&A and corporate strategy.

Things you will learn:

• Corporate strategy vs M&A strategy

• Getting the strategy right

• Capital allocation

• Measuring business unit’s success

• Deal structure to preserve cash

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This episode is sponsored by FirmRoom. 

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com

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Episode Bookmarks

00:00 Intro

05:10 Corporate strategy vs M&A strategy

09:25 Getting the strategy right

11:17 Best ways to pitch deals

13:09 Pillars of corporate strategy

15:50 Capital allocation

21:06 Measuring business unit’s success

24:52 Holding business units accountable

27:20 Why take a public company private

33:51 Steps to take a public company to private

38:11 Real life examples

48:29 Deal structure to preserve cash

54:45 Dealing with reluctant seller

59:30 Craziest thing in M&A

Douglas Barnard, former Executive Vice President, Corporate Development and Legal Advisor at CF Industries (NYSE: CF)

Problems don’t usually surface at the early stages because it's the honeymoon phase. Both the buyer and the seller would like to see the deal happen, so they work together to build momentum. And often that means postponing dealing with some of the more difficult and contentious issues. However, these M&A challenges are inevitable and will arise as the deal progresses. 

In this episode of the M&A Science Podcast, Douglas Barnard, former Executive Vice President, Corporate Development and Legal Advisor at CF Industries, discusses effective strategies to overcome M&A challenges.

Things you will learn:

• Mindset to prepare for M&A

• Overcoming M&A Challenges Between Signing and Closing

• Mitigating Post-Merger Integration Risks

• Biggest Challenges in M&A

• Advice for First-time Acquirers

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This episode is sponsored by FirmRoom.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to  www.firmroom.com.

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Episode Timestamps

00:00 Intro

05:26 Mindset to prepare for M&A

10:26 Strategic Negotiation Tactics

13:03 Having a Foundation of Trust and Honesty

17:31 Assessing Buyer Transparency in Deal Negotiations

20:17 Mastering Valuation and Identifying Synergies

22:43 Identifying and Overcoming Obstacles in the M&A Process

24:40 Uncovering Surprises in Due Diligence

28:53 Utilizing a Private Investigator (PI) in a Deal

29:57 Navigating Complex Negotiation Stages

33:54 Zero-Sum Scenarios in M&A Auctions

35:51 Valuation and Auction Bidding Strategies

37:57 Overcoming M&A Challenges Between Signing and Closing

41:29 Mitigating Post-Merger Integration Risks

46:16 Biggest Challenges in M&A

50:24 Advice for First-time Acquirers

52:51 Craziest thing in M&A

Allan Marks, Global Project, Energy & Infrastructure Partner at Milbank

M&A valuation isn’t just about looking at the numbers. There are a lot of different factors that affect and contribute to the volatility of the M&A market. 

In this episode of the M&A Science Podcast, Allan Marks, Global Project, Energy & Infrastructure Partner at Milbank, discusses how business cycles affect M&A valuation.

Things you will learn:

• What is a business cycle

• What is a credit cycle

• How business cycle impact M&A valuation

• Common Mistake during M&A valuation

• Importance of culture in M&A

This episode is sponsored by the DealRoom

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net.

00:00 Intro

11:00 What is a business cycle

12:41 What is a credit cycle

16:59 Cycle’s impact on energy sector

19:09 How business cycle impact M&A valuation

22:36 Industries most affected by the cycles

26:43 M&A valuation for first-timers

31:47 Importance of culture in M&A

34:23 When to pull of a deal

37:37 Example of failed deals

41:59 Example of good deals

45:43 Common Mistake during M&A valuation

46:43 M&A function maturity

48:02 Other early M&A considerations

49:15 Craziest thing in M&A

Adam Harris, CEO of Cloudbeds

When executing M&A, having a structured approach to validating the acquisition plan is crucial. The worst thing any acquirer can do is to buy a business that doesn’t bring value to the parent company.

In this episode of the M&A Science Podcast, Adam Harris, CEO of Cloudbeds, shares the meticulous 6-step process his company uses to validate their acquisition plan. 

Things you will learn:

• Surveying Customers

• Industry Trend Analysis

• Partner vs Build Analysis

• Formulating the strategic rationale

• In-depth Company Analysis and Product Demos

• Drafting a detailed memo

This episode is sponsored by the DealRoom

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net

00:00 Intro

08:45 Approaching M&A

18:20 Surveying Customers

23:47 Industry Trend Analysis

28:13 Partner vs Build Analysis

34:12 Formulating the strategic rationale

36:50 In-depth Company Analysis and Product Demos

41:18 Drafting a detailed memo

44:15 Pitching M&A to the board

44:54 Craziest thing in M&A

Seema Nimmagadda, Head of M&A Integration for North America at Woven by Toyota. 

A lot of times, M&A integration is considered only after closing the deal. It is often treated as an afterthought, and this approach is where many deal failures stem from. If we want to improve our M&A process and get better results from deals, we have to start updating our practices to the most efficient way of doing things. 

In this episode of the M&A Science podcast, Seema Nimmagadda, Head of M&A Integration for North America at Woven by Toyota, discusses how to master M&A integration.

Things you will learn in this episode:

• The Ideal Integration Process

• M&A Integration planning pre-LOI

• Setting up an early version of the IMO

• Detailing the M&A Integration Strategy

• Aligning deal goals with integration strategy

This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com

00:00 Intro

04:00 Toyota’s Woven Business Unit

05:00 The Ideal Integration Process

06:53 The Importance of Integration Capabilities

08:52 Integration planning pre-LOI

11:50 Ensuring Adequate Resources and Capabilities during M&A Integrations

13:27 Avoiding early pitfalls for integration

14:40 Key integration milestones from LOI to Close

18:53 Aligning the IMO and Corporate Development

21:49 Adapting mature M&A teams to change

23:28 Setting up an early version of the IMO

25:04 Key people in forming an early IMO

26:16 Detailing the Integration Strategy

29:09 Balancing team autonomy in integration planning

31:56 Maintaining collaboration and progress in integration

34:24 Managing cross-functional dependencies

35:16 Tech stack diversity

36:41 M&A execution checkpoints

38:04 Information gathering challenges pre-close

39:08 Managing vendor dependencies and ensuring transparency

40:12 Balancing functional plans with the master integration strategy

42:04 Securing stakeholder buy-in

43:04 Risks of overlooking integration

44:03 Aligning deal goals with integration strategy

44:36 Identifying when an M&A integration is complete

46:25 Best practices for smooth post-close integrations

46:59 Craziest thing in M&A

Brent Baxter, Chief Executive Officer at Association for Corporate Growth, and Jeff Giles, VP, Corporate Development at Core & Main (NYSE: CNM)

In a highly competitive market, speed is crucial for companies wanting to do M&A. Especially with all the economic and market changes that’s happening, professionals must use M&A best practices to get better deals. 

In this episode of the M&A Science Podcast, Brent Baxter, Chief Executive Officer at Association for Corporate Growth, and Jeff Giles, VP, Corporate Development at Core & Main, share their strategies and experiences when executing successful M&A. 

Things you will learn:

• Target outreach

• Best practices when building relationships 

• Challenges of working with private sellers

• Executing agile and efficient Diligence

• Role of technology in the M&A process

This episode is sponsored by the DealRoom.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

00:00 Intro

07:12 Getting deals faster

10:35 Target outreach

15:54 Best practices when building relationships

19:47 How to best optimize ACG

22:46 M&A challenges

25:20 Challenges of working with private sellers

29:39 Executing agile and efficient Diligence

34:53 Executing deals during COVID

39:59 Role of technology in the M&A process

42:06 Role of technology in the future

46:47 Craziest thing in M&A

Amy M. Weck, VP, M&A and integrations at The Liberty Company Insurance Brokers, LLC

It's common to see due diligence and integration as separate stages, but combining them can make the M&A process much smoother and more effective. But how exactly can we weave these two critical phases together effectively? 

In this episode of the M&A Science Podcast, Amy M. Weck, VP, M&A and integrations at The Liberty Company Insurance Brokers, offers practical strategies to align integration and diligence for optimal outcomes.

Things you will learn in the episode:

• Merging separate integration departments

• How to connect diligence and integration

• Fostering a ‘One Team’ Mindset

• Maintaining Team Rhythm in High-Volume Acquisitions

This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com.

00:00 Intro

04:26 Getting into M&A

06:12 Evolving into integration

07:55 Transitioning from deal team to integration team

09:26 Pre-LOI considerations in M&A

10:40 Merging Corp Dev and Integration Team

13:26 The impact of mindset during transition

15:26 Connecting the two functions

18:42 Keeping teams and workflows aligned

22:14 Biggest challenge in the transition

24:05 The challenge of change management

26:11 Managing new hires in key roles

27:29 Key advice for managing the end-to-end M&A process

34:37 Optimizing the M&A function for a roll-up

36:21 Practical Tips for Learning from Past Due Diligence

38:16 Maintaining Team Rhythm in High-Volume Acquisitions

40:05 Key Strategies to Avoid Failing in Your Integrations

42:02 Key Questions to Ask Before the LOI

43:17 Evaluating Cultural Fit and Red Flags

48:15 Ideal candidate for an M&A role

59:44 Advice to first-time M&A practitioners

1:01:02 Craziest thing in M&A

John Blair, Partner M&A Attorney at K&L Gates

In M&A, it’s very common for buyers and sellers to disagree on the value of the business. If both parties cannot agree on the price, the deal could fall apart. However there are certain strategies and tools that both parties can use to compromise and be happy during closing. 

In this episode of the M&A Science Podcast, John Blair, Partner M&A Attorney at K&L Gates, shares best practices on how to bridge valuation gaps in M&A. 

Things you will learn in this episode:

•Bridging gaps in M&A Valuation

•Earnouts 

•Seller Financing

•Equity structure 

•Market’s impact on Bridging M&A Valuation Gaps

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

00:00 Intro

04:13 When to get involved in the M&A Process

07:50 Negotiations during LOI

09:42 Bridging gaps in M&A Valuation

11:09 Using Holdbacks to Bridge M&A Valuation Gaps

13:20 Seller Financing

15:00 Earnouts

16:43 Earnouts on Intellectual Property

18:45 Key Variables in an Earnout

23:14 Earnout payment structure

25:53 Making Earnouts Successful

29:08 Structures of Seller Financing

36:24 Traditional terms of seller financing

38:20 Equity structure

41:04 Stock options

43:52 Minimizing the cash upfront during a sale

46:34 Contents of Letter of Intent

49:14 Advice for first timers

50:01 Craziest Thing in M&A

In the dynamic world of mergers and acquisitions (M&A), creating an effective team is crucial for success. This process can be complex and demanding, but also immensely rewarding. After all, having an internal team means having the capability of acquiring companies in the future, rather than treating M&A as a one-time event. 

In this episode, Birgitta Elfversson, Non-Executive Director at Netlight, shares her experience in transforming existing staff into M&A experts. 

Things you will learn from this episode:

• Shaping the M&A strategy

• Building an M&A team

• Scaling the M&A Team

• Recruiting competent people

• Managing burnout

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net

00:00 Intro

10:54 Shaping the M&A strategy

12:46 Key elements of the strategy

14:58 Strategy approval

16:10 Challenges on the first acquisition

18:30 Building an M&A team 

22:05 Scaling the M&A Team

25:10 Recruiting competent people

26:44 M&A Aptitude test

32:48 Working with consulting firms during M&A

37:17 Setting the external team up for success

39:08 M&A Team structure

39:48 Managing burnout

43:18 Programmatic M&A

49:09 Start up doing M&A

51:47 Integration execution

53:19 Smart collaboration in the future

55:51 Setting integration up for success

58:20 Craziest thing in M&A

Jake Lin, Head of Corporate Development at Xendit

Navigating cross border M&A is one of the most challenging tasks for deal makers. There are a lot of intricacies involved that are unique to each country, and must be handled delicately. 

In this episode of the M&A Science Podcast, Jake Lin, Head of Corporate Development at Xendit, shares his best practices when executing cross border M&A, particularly in South East Asia. 

Things you will learn:

• Biggest challenge in Cross Border M&A

• Language barrier during Cross border M&A

• Managing Cultural Differences during negotiations

• Cross border M&A best practices

• Integration approach to cross border M&A

This episode is sponsored by the DealRoom.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net.

00:00 Intro

05:44 Biggest challenge in Cross Border M&A

08:18 Cross Border M&A without Bankers 

09:04 Working with Local Bankers

09:55 Language barrier during Cross border M&A

12:05 Managing Cultural Differences during negotiations

16:01 Managing the Speed of Cross border M&A

17:20 Cultural Differences almost killing the deal

18:48 Countries easiest to work with

21:06 Cross border M&A best practices

22:32 Strategic tips when dealing with Cross border M&A

23:49 Integration approach to cross border M&A

25:37 Negotiating Payment terms

28:59 Computation for stock payments

30:06 Advice for first-timers

30:29 Craziest thing in M&A

Yoav Zeif, CEO at Stratasys

In today’s competitive global market, organizations need to leverage every tool in their arsenal to stay ahead of the curve. One of the best ways to do this is strategic M&A. With the right approach, M&A can drive significant growth, unlock fresh opportunities, and expedite the achievement of strategic business goals. In this article, Yoav Zeif, CEO at Stratasys, shares his experience on achieving business growth through strategic M&A.

Things you will learn in this episode:

•The Start of their M&A Journey

•Strategic M&A framework

•Evolution of Strategy

•Working with the corporate development team

•How to ensure positive business outcomes during integration

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

00:00 Intro

07:04 Start of M&A Journey

11:56 M&A strategy framework

18:58 Real-life acquisition scenario

20:20 Evolution of Strategy

23:59 Working with the corporate development team

26:29 Corporate development teams pitching deals

30:22 How to ensure positive business outcomes during integration

31:57 Big lessons learned

39:18 Retaining key people

40:26 Other lessons

42:42 Craziest Thing in M&A

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Russ Heddleston, Co-founder & former CEO, DocSend

Every owner loves their business. This makes selling their company even harder than it already is. But aside from the emotional turmoil that founders go through every exit, there are also a lot of intricacies included in the process. 

In this episode of the M&A Science Podcast, Russ Heddleston, Co-founder & former CEO of DocSend, discusses the challenges of sell-side M&A.

Things you will also learn in this episode:

• Considerations in Potentially Selling a Startup

• Challenges of sell-side M&A

• Key Factors for a Successful Exit 

• How to manage diligence in sell-side M&A

00:00 Intro

04:10 Starting DocSend 

06:08 Identifying the Inflection Point to sell

09:01 Selling a Startup

10:46 Considerations in Potentially Selling a Startup

14:28 Best Time for an Exit

16:00 Balancing Stakeholder Interests in an Acquisition

17:50 Relationship Management in an Acquisition

19:46 How Relationships Influence Negotiations

20:41 Relationships with Bankers

23:14 Reaching out to DropBox

26:16 Key Factors for a Successful Exit

28:04 Impact of Market Conditions on M&A

28:45 The Unknowns of Selling a Business

30:53 Post-Acquisition Challenges and Unknowns

32:34 Enhancing Preparation for Post-Close Integration

34:05 Tips for Buyers for Smoother Integration

35:18 Challenges of Sell-side M&A

37:15 Efficiently Managing Diligence

38:46 People involved from pre-LOI to Close

41:36 Post-Acquisition Team Dynamics

43:01 Evaluating Alternatives to Selling

48:28 Fundraising Strategies to Minimize Dilution

49:44 Advice for Acquirers Seeking Successful Acquisitions

51:29 Effective Strategies for Corporate Leaders to Engage with Founders

53:14 Craziest thing in M&A

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Jason Mironov, Managing Director at TA Associates

Partnering with PE firms is a great way to exponentially grow a business and reach new heights. However, there are considerations that must be taken into account, before taking PE capital. Fully understanding them will increase chances of success, in the attempt to unlock the full potential of the business.

In this episode of the M&A Science podcast, Jason Mironov, Managing Director at TA Associates, discusses the pros and cons of taking PE capital.

00:00 Intro

05:29 The Lack of Operating Experience

07:03 Pros of taking money from a private equity firm

11:01 Other factors to take money from PE firms

12:49 Cons of taking money from private equity

17:16 Focusing on IRR

22:10 Culture of focusing on numbers

26:54 Working with Unhappy CEO

30:06 Board control

35:33 Expectation for the Board Structure

38:30 Dilution for founders

42:53 How to build and preserve wealth

47:20 Approach on partnership

51:03 Handling Inbound Contacts

56:51 Creating value before partnership starts

01:03:15 Working with the founder

01:05:38 Pushing M&A to portcos

01:08:51 Founder Exit

01:16:01 Timeline of investment

01:20:26 Craziest thing in M&A

This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. 

Michael Frankel, Founder and Managing Partner of Trajectory Capital

When times are good, big companies tend to ignore their smaller business units, as they operate smoothly on their own. It is only when the economy gets tough that these little businesses get more attention, and often seen as off-strategy or a distraction. That's when the company's leaders decide it's time to sell them, which is not ideal, as the business is no longer in their prime, making it harder to sell. 

In this episode of M&A Science podcast, Michael Frankel, Founder and Managing Partner of Trajectory Capital, joins us to share his best practices of selling a small business unit.

00:00 Intro

03:35 The decision to sell a business

05:01 Reasons to sell the business

06:43 Steps in selling a small business unit

09:59 Finding buyers

11:53 Avoid using bankers

13:30 Pitching the deal

14:50 Avoiding non-serious buyers

16:42 Important factors other than price

23:01 Real life example

27:54 Valuation gap

30:29 Evaluating the business

34:45 Hardest part of selling a small business unit

37:03 Advice for first time buyers

41:48 Proactively approaching a seller

47:25 Earnouts on small deals

48:44 Craziest Thing in M&A

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Swapnil Shinde, CEO at Zeni 

Selling your business is never easy. Aside from the emotional stress that it provides, it can also be detrimental to the business if it's sold to the wrong company. Oftentimes, during the process, it can also serve as a massive distraction to the operations, harming the business in the process. 

In this episode of the M&A Science Podcast, we will discuss how to create a positive exit experience in M&A with Swapnil Shinde, CEO at Zeni. 

Things you will learn:

• Reasons for the first exit

• Reacting vs Proactive Exits

• Hardest part of selling a business

• Role of sellers in Integration Planning

• Do’s and Don'ts of Buying a company

00:00 Intro

06:31 Reasons for the first exit

09:19 Venture Exit

12:19 Build to sell

14:03 Reacting vs Proactive Exits

16:28 Using Bankers during Exits

19:09 Hardest part of selling a business

21:30 Managing Diligence

24:28 Lessons Learned on Diligence

28:03 Keeping and building relationships

29:29 Role of sellers in Integration Planning

32:29 Reasons why Integration fails

34:49 Worst exit experience

36:31 Making integration successful

38:25 Do’s and Don'ts of Buying a company

39:41 Identifying Cultural Fit

This episode is sponsored by our products DealRoom and FirmRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

Chris Von Bogdandy, Global Lead M&A Solutions at Slalom

Revenue synergies are why you’re doing the deal in the first place. But unlike cost synergies that happen instantly, revenue synergies are more difficult to achieve and often go unrealized. One of the biggest problems in M&A is that when a company pursues a deal, different departments have varying perspectives on what's essential. So how do you maintain the deal thesis as a central focus?

In this episode of the M&A Science Podcast, Chris Von Bogdandy, Global Lead M&A Solutions at Slalom, discusses his framework for realizing revenue synergies in M&A.

Things you will learn:

•Importance of Revenue Synergies

•Correlation between M&A strategy and Revenue Synergies

•Understanding Customer Journey 

•Planning for Revenue Synergies Pre-LOI

•Agile M&A

00:00 Intro

06:17 Importance of Revenue Synergies

09:58 Correlation between M&A strategy and Revenue Synergies

16:42 Timeline of Revenue Synergies

18:49 Realistic Revenue Synergies

21:14 Understanding Customer Journey

24:44 Planning for Revenue Synergies Pre-LOI

27:38 Capturing Revenue Synergies Post-LOI

31:04 Executing the Plan

34:21 Cross-Functional Work Streams

36:29 New product introduction process

40:15 Agile M&A

43:31 Disbanding team and workstreams

46:57 Top three principles to success

48:48 Advice for next generation of young leaders in M&A

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy.

  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net . FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

Casey Nault, Senior Vice President, General Counsel and Chief ESG Officer at Coeur Mining, Inc. (NYSE: CDE)

ESG in M&A is very real. And while it is a fairly new term, it represents a range of critical issues and priorities that companies have long considered. In many ways, ESG has always been important and is essential for risk management and maintaining company value, even for for-profit organizations. 

In this episode of the M&A Science Podcast, we will discuss how to focus on ESG in M&A, featuring Casey Nault, SVP, General Counsel, and Chief ESG Officer at Coeur Mining, Inc.

Things you will learn:

•Importance of ESG in M&A

•Balancing ESG and profit

•ESG diligence 

•Red flags during ESG diligence 

•ESG on cross-border deals

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This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to  www.firmroom.com

00:00 Intro

07:31 M&A in the Mining Industry

09:26 Valuation and Deal Structures in the Mining Industry

13:51 Foreign Corrupt Practices Act

15:57 Importance of ESG

20:13 Disaggregating ESG

21:49 Sustainability in today's market

24:04 Balancing ESG and profit

26:52 ESG considerations during M&A

30:58 Evolution of ESG approach

32:41 ESG diligence

33:35 Red flags during ESG diligence

35:31 Deal Stoppers

36:36 Designated person sustainability

37:17 Diligence Execution during M&A

39:19 ESG on cross-border deals

40:55 Negotiations on cross border deals

42:47 Advice for practitioners

43:18 Craziest thing in M&A

Brock Blake, Co-Founder and CEO at Lendio

M&A is a never-ending web of complexities and challenges. While the potential for growth and transformation is promising, the chances of failure are extremely high. To increase chances of success, acquirers must learn how to be adaptable and work with the target company for alignment. 

In this episode of the M&A Science Podcast, Brock Blake, Co-Founder and CEO of Lendio, shares their approach on how not to bomb your first M&A deal. 

You will learn:

• How to drive your first deal

• Understanding the cultural aspect of M&A 

• Strategizing acquisitions

• Validating assumptions before acquisition commitment

• Budget allocation for an earnout

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This episode is sponsored by our products DealRoom and FirmRoom

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net.

FirmRoom is the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to firmroom.com

00:00 Intro

06:02 Getting into M&A

07:14 First deals and their drivers

10:43 Second Acquisition

14:49 Third Acquisition

18:43 Understanding the cultural aspect

25:17 The new deal approach

29:10 Strategizing acquisitions

32:07 Validating assumptions before acquisition commitment

38:14 Budget allocation for an earnout

41:37 Craziest thing in M&A

Aaron Whiting, Chief of Staff at Crownpeak

Value creation in any acquisition relies heavily on how well the M&A integration goes. By focusing on integration, buyers can increase their chances of success in obtaining and realizing their intended synergies. But how well can it go if the company’s integration lead is a first-timer? 

In this episode of the M&A Science Podcast, Learn the basics of M&A integration execution, with Aaron Whiting, Chief of Staff at Crownpeak.

You will learn:

• How to coach a first-time integration leader

• Getting ready for day one

• Kickoff meeting strategies

• Challenges during integration

• Setting alignment for kickoff meetings

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit  www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to www.firmroom.com

Episode Bookmark

00:00 Intro 05:09 Coaching an integration lead 06:33 Involving the Integration Lead 12:42 Integration on Day one 17:49 Getting ready for Day one 22:31 M&A teams to pull in for integration 25:41 Kickoff meeting strategies 31:12 Maintaining regular cadence for good progress 35:53 Umbrella track 37:47 How to track integration activities 42:38 Challenges during integration 47:55 Mechanical things that could go wrong during integration 52:59 Setting alignment for kickoff meetings 56:26 What success looks like through stories 01:01:50 How to know when the integration is complete 01:03:42 Advice for first timers 01:07:48 Craziest thing in M&A

ChatGPT Voice, powered by OpenAI. 

This past year, AI has revolutionized the way we do things, and ChatGPT has been a big part of that. Created by OpenAI, ChatGPT can understand and use language like a human, making it extremely useful in a lot of different areas. And now, we can actually talk to it. 

In this episode of the M&A Science Podcast, we are introducing our first-ever ChatGPT interview. We are going to learn its insights on AI’s impact on the world of M&A. 

You will learn more about:

• AI’s role in deal sourcing

• Streamlining due diligence using AI

• Future of M&A

• Limitations of AI

• ChatGPT’s advice on integrating AI into M&A

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit  www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

03:06 Revolutionizing M&A with AI

03:53 AI’s role in Deal sourcing

08:08 AI’s role in deal valuation process

12:41 Limitations of ChatGPT

14:05 Streamlining due diligence

18:00 AI’s impact on M&A integration

22:10 Case Study: Daimler Chrysler merger

25:15 Case Study: Amazon acquiring Whole Foods

28:14 Future of M&A

30:23 DealRoom

32:40 How to incorporate AI into DealRoom

35:57 Positive business outcomes using DealRoom

37:41 Ethical Considerations Using AI

39:28 Limitations of AI

41:04 Advice on integrating AI into M&A

43:10 Craziest thing in M&A

Dr. Karl-Michael Popp, Senior Director, Corporate Development at SAP (FRA: SAP)

In today's digital era, the pervasive influence of technology is felt in every facet of business, and Mergers and Acquisitions (M&A) are no different. The arrival of innovation and automation will soon make their way to the industry, streamlining processes that could bolster productivity and facilitate smoother post-merger integration. 

In this episode of the M&A Science Podcast, Dr. Karl Michael Popp, Senior Director, Corporate Development at SAP, discusses in detail automation in M&A.

Things you will learn:

• Measuring Strategy during automation

• Strategic Fit Analysis

• Identifying Targets

• Quantifying culture in M&A

• Impact of new emerging technologies in M&A

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit  www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. 

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com 

00:00 Intro

07:10 Measuring Strategy

10:00 Structuring Strategies

13:53 Quantifying Metadata

16:24 Breaking it down into details to complete the strategy

18:49 Strategic Fit Analysis

20:06 Identifying Targets

22:40 Cascading of Strategy

25:33 Changing the strategy

27:11 Learning from the target company

31:18 Quantifying culture in M&A

32:47 Impact of new emerging technologies in M&A

34:50 Automation in M&A

39:27 The late evolution of M&A

40:51 Craziest thing in M&A

Anthony Krueger, Associate at Morrison & Foerster LLP

M&A comes in varying sizes. However, there’s a common misconception that smaller deals are easier to execute than larger ones. The truth is, that smaller deals come with their own unique set of challenges that could possibly make them even harder to do. 

In this episode of the M&A Science Podcast, Anthony Krueger, Associate at Morrison & Foerster LLP, debunks this myth and discusses how to execute smaller deals and negotiate key legal provisions.

You will learn:

•The complexities of smaller deals

•Executing earnouts

•Reps and warranties insurance for smaller deals

•Working capital adjustments and its effect on smaller deals

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This episode is sponsored by the  M&A Science Academy. If you’re looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best-in-class courses, templates, and networking opportunities in the industry. It’s also a great way to show your support for M&A Science.  If you’re interested in learning more about individual or team plans, visit this page.

00:00 Intro

04:36 Smaller deals vs bigger deals

06:35 Complexities of smaller deals

06:52 Other layers of complexities

10:10 Earnouts

18:03 Reps and warranties

24:08 Fundamental vs General Reps and Warranties

25:35 Indemnities

28:40 Disclosure schedules

32:34 Caps and Baskets

35:52 Carve-out

36:44 Working capital adjustments

40:47 Deferred revenue

42:01 Accrued bonuses and vacations

44:12 Advice to those doing small deals

45:12 Craziest thing in M&A

Rajive Dhar, VP, Head of Corporate Development at NetApp (NASDAQ: NTAP)

For first-time acquirers, M&A can be challenging, as it comes with strenuous processes with many complexities that can turn the dream into a nightmare. However, with proper guidance, acquirers can have a smooth transaction and an amicable negotiation. 

In this episode of the M&A Science Podcast. We discuss the intricacies of M&A from start to finish with Rajive Dhar, VP, Head of Corporate Development at NetApp, to help us navigate our first deal.

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

05:58 Different types of M&A

09:49 Corporate Strategy for M&A

12:37 Dealing with new customers

14:49 Acquiring competitors 

17:13 Target screening

22:19 Opening up conversations with the target company

23:55 Initial Due Diligence

25:59 Diligence list

30:17 Sunsetting competitors product

33:02 Assessing culture

34:52 Putting an LOI together

39:58 Negotiating deal structure

46:41 Earnouts

55:44 Keeping relationships

1:00:13 Best advice for practitioners

Jim Ackerman, recent Vice President of Corporate Development at Flex; Steve Coghlan, Semi-recent Vice President of Corporate Development at Flex.

Every deal is different, which means each and everyone will present unique challenges that teams have to overcome. Especially when dealing with smaller companies. There is no such thing as a perfect deal. However, with the right mindset and approach, deals can still close and bring value to both parties involved. 

In this episode of the M&A Science Podcast, Jim Ackerman, recent Vice President of Corporate Development at Flex, and Steve Coghlan, former Vice President of Corporate Development at Flex, discuss their experiences on M&A surprises and horror stories.

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to www.firmroom.com

00:00 Intro

05:06 Sourcing deals

08:24 Key things to ask during the first meeting

11:49 How to get exclusivity

15:01 How the governance works

16:41 Due diligence red flags

17:21 Cultural integration

19:46 Working with the board

23:54 Best way to pitch a deal to the board

24:34 Stakeholder management in the board

25:40 Managing M&A surprises

29:30 Good M&A Surprises

34:37 Accounting surprises

36:30 Private deal surprises

40:39 IT surprises

42:33 Surprises between signing and closing

45:38 How to mitigate risks and surprises

46:13 What trap currency is

48:04 Integration surprises

50:40 Mitigating surprises from integration

54:25 Instilling clear and purposeful communication

55:23 Hardest step to do in M&A

56:10 Worst deal ever done

59:11 Best advice

1:00:12 Craziest thing in M&A

Nicole Markowski, Manager and Corporate Development at Wipfli LLP

More than the numbers, relationships can make or break a deal. Regardless of the deal rationale, strong, trusting connections between parties can lead to smoother negotiations, clearer communication, and a greater likelihood of mutual satisfaction in the end result. 

In this episode of the M&A Science Podcast, Nicole Markowski, Manager and Corporate Development at Wipfli LLP, delves into the importance of cultivating positive relationships to drive M&A success.

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

07:04 The importance of relationships in M&A

09:25 Key people to build relationships with

15:55 How to foster and develop relationships

23:03 How to engage with key people

25:27 Approach to build relationships

28:30 People assignment for developing relationships

30:47 Delegating tasks in building relationships

34:22 Key acquired company people to build relationships with

36:31 Handling resistant groups

39:25 People problems and how to address them

45:57 Advice to first-time practitioners

47:45 Craziest thing in M&A

Samuel Wilson, Chief Executive Officer at 8x8 (NASDAQ: EGHT)

In the grand scheme of things, every M&A must make financial sense. Whether it’s cutting cost, increasing revenue, or achieving operational efficiencies, it all boils down to the numbers. After all, every company’s main goal is to grow and increase profit for its shareholders. It is why the Chief Financial Officers play an integral role in M&A. 

In this episode of the M&A Science Podcast, we will explore M&A from a CFO’s perspective, featuring Samuel Wilson, Chief Executive Officer at 8x8.

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This episode is sponsored by the DealRoom and FirmRoom. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to  www.firmroom.com.

00:00 Intro

07:55 The Role of CFO

11:39 Risk Management

14:39 Integration aspect

15:54 Alignment on assumptions

18:14 Managing people

19:28 Best integration practices

21:25 Working with the CEO

22:52 Walking away from a deal

27:10 Getting involved in the deal

29:50 Tying the Strategy

33:36 Integration Budgeting

39:43 Working with corporate development

40:54 Advice for first time acquirers

44:04 Craziest thing in M&A

David Barnes, Chief Financial Officer at Trimble Inc. (NASDAQ:TRMB)

Chief Financial Officers (CFOs) play a pivotal role in shaping the destiny of strategic ventures. Beyond their traditional financial responsibilities, these financial architects hold the key to unlocking the full potential of mergers and acquisitions. 

In this episode of the M&A Science Podcast, we explore M&A from a CFO’s perspective with David Barnes, Chief Financial Officer at Trimble Inc.

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com.

00:00 Intro

04:29 The Role of CFO

05:14 How the CFO’s roles differs from the CEO

06:24 Decision-making process and approvals workflow

09:43 Communicating opportunities

11:15 Prioritization

14:18 Balancing the allocation of budgets

16:42 How equity compensation works

18:14 How aligned investment analysts are when evaluating a company

20:08 Forecasting deals

22:53 Priorities when looking at deals

26:49 Balancing priorities when structuring earnouts

28:31 Understanding a company’s culture

31:08 Integration from a CFO’s perspective

33:49 How the speed of integration impacts value realization

37:05 Biggest lessons learned as a CFO

39:23 How to pitch deals to the CFO

41:38 Craziest thing in M&A

Joe Metzger, Managing Director at 777 Partners

Navigating a career shift can be a transformative experience, unlocking new opportunities and challenges. For Joe Metzger, Managing Director at 777 Partners, diving into the world of private equity was an exciting path to explore. It's a chance to grow expertise, collaborate with diverse entities, and embrace strategic growth.

In this episode of the M&A Science Podcast, Joe shares his amazing journey shifting from corporate development to private equity.

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Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It’s all the ‘how-tos’ you need, and it’s FREE! Secure your spot at mascience.com.

00:00 Intro

05:02 Transitioning from Corporate Development to Private Equity

08:59 Corporate Development role vs Private Equity role

12:10 Seeking employment opportunities

16:16 The efficient frontier concept

20:06 Are you happier in private equity than in corporate development?

24:17 How to negotiate employment offers

26:48 Other things to negotiate in employment agreements

30:47 How to land a PE role

33:34 Advice to those considering transitioning between Corp Dev and Private Equity

34:52 How to transition to a PE role from a VC and M&A role

36:03 Craziest thing in M&A

Chris Evans, Experienced M&A Leader | former Head of CorpDev Integration at Amazon and Scott Boyd, Deputy Director, Strategy Implementation at Bill & Melinda Gates Foundation | former Head of Integration for AWS. (NASDAQ: AMZN)

Change management is one of the most crucial aspects of M&A. While integration involves multiple facets, from supply chains to customers, change management is solely focused on the employees. This can make or break a deal, as employee retention is one of the main ingredients to achieving synergies in a timely manner.

In this episode of the M&A Science podcast, Chris Evans, former Head of CorpDev Integration at Amazon and Scott Boyd, former Head of Integration for AWS, discusses integration strategies change management person.  particularly the nuisances of change management.

____________________________________________________________________________

Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It’s all the ‘how-tos’ you need, and it’s FREE! Secure your spot at MAscience.com!

Episode Timestamps

00:00 Intro

02:26 Integration Strategy vs Change Management

06:50 Definition of Change Management

09:55 Dedicated Person for Change Management

14:03 Change Management Planning

16:16 Most Effective Approach to Change Management

19:32 Common Challenges during Change Management

24:25 Practical Tips for Change Management

26:49 Hardest Step in M&A

33:38 Craziest Thing in M&A

Chris Evans, Experienced M&A Leader | former head of CorpDev Integration at Amazon and Scott Boyd, Deputy Director, Strategy Implementation at Bill & Melinda Gates Foundation | former Head of Integration for AWS. (NASDAQ: AMZN)

In the complex world of M&A, the difference between a successful deal and a failed one often hinges on integration. Proper integration, driven by a harmonious fusion of strategy and execution, ensures that the merging entities can effectively combine their strengths and navigate potential pitfalls. 

In this two-part episode of the M&A Science Podcast, we dive deep into the heart of integration strategies and underscores the pivotal role of the integration team during the due diligence process, featuring Chris Evans, ex-Head of CorpDev Integration at Amazon and Scott Boyd, former Head of Integration for AWS.

____________________________________________________________________________

Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It’s all the ‘how-tos’ you need, and it’s FREE! Secure your spot at  mascience.com.

00:00 Intro

06:11 Types of Integration Strategies

09:14 Transformative Integration

11:39 Deals Easy to Integrate

13:24 Most difficult thing to Integrate

15:40 Timeline of integration planning

20:26 Benefits of Integration teams running diligence

25:49 Integration Teams’ Diligence Execution

28:46 Structuring the M&A Function

34:39 Consistency vs. agility

40:10 Understanding culture pre LOI

44:34 Working with inexperienced business leaders

46:59 Questions to ask pre-LOI as an Integration leader

Roy Schoenberg, President & Co-CEO at Amwell - American Well Corporation (NYSE:AMWL)

The healthcare industry is a complex and rigid space where change is often rejected. Any evolution in this sector not only signifies business decisions but also influences the overall quality and accessibility of patient care. 

In this episode of the M&A Science Podcast, Roy Schoenberg, President & Co-CEO at Amwell, delves into the intricacies of navigating M&A in the healthcare industry.

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com.

Episode Timestamps

00:00 Intro

04:26 Evolving from a medical background to M&A

07:27 What makes the healthcare space distinct

09:36 What drove Amwell to do acquisitions

13:03 Shaping the acquisition strategy

16:59 Amwell’s first acquisition

22:29 Integrating the new company

24:50 Retaining key people

28:33 First acquisition lessons learned

31:03 Dealing with transaction surprises

34:03 Approaching deals as one of the main principal

38:01 Deal sourcing

39:49 Managing relationships with the counterparty

41:30 Communication during diligence

43:14 Craziest thing in M&A

Mark Rayfield, CEO of Saint-Gobain North America (EPA: SGO) and CertainTeed

Integration is not just about combining processes and systems. It is about bridging cultures and creating a shared identity. However, integrating two organizations can be complex, especially when it comes to managing major cultural differences. 

In this episode of the M&A Science Podcast, we explore key strategies  for effectively balancing culture during an integration, featuring Mark Rayfield, CEO of Saint-Gobain North America and CertainTeed.

____________________________________________________________________________

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

05:50 Culture in M&A

09:59 Acquiring a competitor

11:18 Team Alignment

13:24 Understanding culture

15:45 Difficulties of Culture

16:52 Improving decision-making

18:55 Challenges for smaller companies

20:37 Lessons learned from acquisitions

24:58 Establishing strong communication

27:14 Advice on Integration

31:08 Retaining lessons learned

32:49 Ensuring deal value

34:40 Governance and M&A activities

37:20 Success metrics

38:59 Messaging with key investors

40:20 Non-core acquisitions

41:19 Cultural aspect of non-core acquisition

43:02 Craziest thing in M&A

Dr. Irit Yaniv, Founding Partner and CEO at Almeda Ventures (TLV: AMDA)

While most investors have a passive role in their portfolio company, some investors are active in shaping and contributing to its success. For venture capitalists, one of the best scenarios is for the portfolio company to be acquired to maximize investment returns. 

In this episode of the M&A Science Podcast, Dr. Irit Yaniv, Founding Partner and CEO at Almada Ventures, discusses what investors can do when planning and executing the exit.

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This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com 

00:00 Intro

03:26 M&A in the medical device industry

04:49 Minority position during Investment

05:35 When to think about an exit

06:59 Getting involved in the exit 

09:57 Working with the CEO

12:03 Keeping track of potential acquisitions

14:34 Finding the right buyer

17:55 Managing exit planning disagreements

20:34 Who controls exit decisions

22:23 Negotiation

25:37 When to engage with a banker

36:51 Advice on planning an exit

38:11 Bad exits

40:29 Other takeaways

42:35 Craziest thing in M&A

Barak Routhenstein, Vice President of Corporate Development at Profile Products

The collaboration between a Private Equity (PE) firm and a portfolio company during an acquisition is a powerful partnership. Together, they create a synergistic environment where growth and value thrive. 

In this episode of the M&A Science Podcast, we will explore insights from Barak Routhenstein, Vice President Corporate Development at Profile Products, on how PE firms can provide invaluable support to portfolio companies during the acquisition process, setting the stage for success and maximizing value creation.

____________________________________________________________________________

Join us on October 5th, 2023, in New York City for the M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds.

You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today!

00:00 Intro

03:57 Changes in the M&A landscape

04:39 Changes in private equity acquisitions

08:14 Go-to-market

10:48 Deal origination

12:19 International deals

14:25 How PE firms look at acquisitions

15:48 Bad cultural fit

18:40 Relationship with PE firms

20:20 Ideal PE-sponsor relationship

21:45 Managing deal sourcing conflicts

22:38 Approval process

24:44 Sustaining support from PE firms

27:08 Reporting structure

29:54 Advice for PE firms in supporting portfolio companies

32:54 Staging productive meetings

35:01 Keys to pitching a deal

38:46 Approaching target company relationships

41:28 Managing underperforming acquired companies

42:18 PE firms buying other PE firms

43:26 Craziest thing in M&A

Glenn Sanford, CEO eXp World Holdings, Inc. (NASDAQ: EXPI)

For high-growth companies, M&A is almost inevitable. If done right, it could speed up growth and open new opportunities for the acquiring entity. However, it’s not without challenges, as it can also be destructive and destroy both companies involved. 

In this episode of the M&A Science Podcast, Glenn Sanford, CEO eXp World Holdings, Inc., discusses the art of M&A, and striking the right balance between integration and autonomy.

____________________________________________________________________________

Join us on October 5th, 2023, in New York City for the  M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds.

You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today!

00:00 Intro

03:51 EXP’s acquisition history

05:31 Reasons behind EXP’s acquisitions

10:12 Acquiring Success Magazine

14:22 Factors to consider when looking at potential targets

17:49 Understanding a company’s culture

20:13 Reverse merger

24:38 Capital structure evolution

27:05 Managing relationships with the board of directors and shareholders

31:19 Managing integration

36:47 Other lessons and takeaways

39:03 Craziest thing in M&A

Andrew Bilbao, current CFO of Noble Education Acquisition Corp. 

M&A is a massive undertaking that calls for collaboration among numerous individuals. Ensuring alignment with everyone involved is essential for the success of a deal. Yet, with a variety of opinions and personalities at play, achieving alignment can be quite a challenge. 

In this episode of the M&A Science Podcast, Andrew Bilbao, CFO of Noble Education Acquisition Corp, shares valuable insights on how to guarantee alignment for deal success, paving the way for a smooth and fruitful M&A process.

____________________________________________________________________________

Join us on October 5th, 2023, in New York City for the  M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds.

You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today!

00:00 Intro

04:47 Areas where alignment is important

07:03 Approach to Alignment

11:19 Prioritizing the pipeline

14:11 Identifying an opportunity to LOI

15:56 Target Market Competitiveness

19:50 Evolving from first conversations

20:59 Go/No-go decision

25:47 Bidding process

28:45 Things to not do when dealing with the Board

29:55 Working with functional leads

33:41 Alignment with functional leads

35:53 Keeping alignment to strategy

38:16 The hardest part of achieving alignment

39:10 How do you not fall in love with your deal?

46:41 Craziest thing in M&A

Greg Stein, Vice President, M&A and Strategy at Xerox (NASDAQ: XRX)

For public equity analysts, M&A is nothing new. One of their main jobs is to conduct financial analyses of companies and other potential investments. However, M&A execution is another story. 

In this episode of the M&A Science Podcast, Greg Stein, Vice President of M&A and Ventures at Xerox, shares his experience as a public equity analyst and how his role evolved to executing M&A.

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This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Episode Timestamps

00:00 Intro

06:42 From public equity analyst to doing deals

07:32 Executing M&A against the strategy

10:49 Assessing M&A processes of companies

13:58 Trends between announcement of a deal and stock price 

15:50 Transition from PE analyst role into corp dev

17:48 How to evaluate a business

19:26 Walking away from a deal

21:11 Integration aspects

24:09 Potential pitfalls in a deal

25:25 Prioritizing diligence

26:54 Guiding principles

28:08 Deal timeline and who gets involved

30:52 People overlap

32:25 Preliminary diligence as a Public Equity Analyst

35:59 Tips for negotiations

38:09 Advice for people transitioning from public equity role to M&A

40:10 Craziest thing in M&A

Clifford Felig, Partner at Meitar | Law Offices.

International business transactions often present unique challenges that are vastly different from local ones. The complexity increases exponentially when these transactions involve mergers and acquisitions (M&A). 

In this episode of the M&A Science Podcast, Clifford Felig, Partner at Meitar Law Offices, discusses the challenges of cross-border deals, particularly in Isreal, where he had most of his experiences.

____________________________________________________________________________

This episode is sponsored by the M&A Science Academy. If you’re looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It’s also a great way to show your support for M&A Science.  If you’re interested in learning more about individual or team plans, visit this page.

00:00 Intro

03:44 Finding an attorney for cross-border deals

08:01 Challenges of cross-border deals

14:55 Being mindful of the time difference

16:21 Key differences in local laws

19:18 Nature of deals in Isreal

21:40 Mitigating Risks

25:19 Differences in Negotiations

28:10 Difference in presenting LOI

29:56 Key differences in price negotiations

33:33 The American stereotype

36:59 Indemnification issues

39:40 Confidentiality

43:20 Differences in diligence

46:43 The importance of an attorney’s experience

48:09 Negotiating legal fees

52:22 Integrating Cross-Border Deals

53:32 Signs of a bad counsel

Lesley Adamo, Vice Chair of the Tax Group at Lowenstein Sandler LLP,

The intricacies of tax considerations in a merger or acquisition (M&A) transaction cannot be overstated. These considerations play a crucial role in shaping the overall economics and structure of the deal and can significantly impact the outcome for all parties involved. With expert tax planning and structuring, it is possible to mitigate the tax burden and maximize the benefits of the transaction. 

In this episode of the M&A Science Podcast, Lesley Adamo, Vice Chair of the Tax Group at Lowenstein Sandler LLP, delves into the importance of tax considerations in M&A and provides valuable insights on navigating this complex landscape.

Things you will learn in this episode:

• Tax complexities in M&A

• Buyer’s tax considerations

• Seller’s tax considerations

• Gross-up in negotiations

• Net-operating losses

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This episode is sponsored by  The M&A Science Fair, the exclusive event for the industry-leading M&A corporate practitioners. 

00:00 Intro

05:49 Tax Complexities

07:34 Considering Tax

15:05 Start-up Tax liabilities

18:33 Minimizing Risks

21:42 Stock vs. Asset sale

22:58 Net Operating Losses

27:00 Buyer’s Benefits

28:24 Creating a Holding Company

30:00 Equity Compensation

31:33 Efficient Tax Structuring for Sellers

36:59 Negotiations

39:38 Tax Considerations in LOI 

43:40 Qualified small business stock

48:59 Relocation for Tax Savings

50:41 Tax considerations during diligence

52:21 Lessons Learned

Juan Guillermo Castaneda, former Senior Advisor to SKG CEO (LSEG: SKG)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

04:13 Difference of M&A in the US vs Latin America

10:14 Mitigating Risks

14:31 Culture

17:54 Deal sourcing

19:41 Approaching companies

21:02 Getting companies interested

22:46 Dealing with Legacies

25:06 Red Flags in deals

29:59 Integration

33:11 Alignment before closing

34:01 Lessons Learned

35:37 Negotiations

36:27 Craziest thing in M&A

Scott Crofton, Partner at Sullivan & Cromwell LLP

Too often, M&A involves a larger entity acquiring a smaller business. Only a few believe that a merger of equal can be possible, especially considering the power struggle between the two companies. However, a merger of equals can be a powerful strategy that could unlock tremendous value and opportunities for growth if done right. 

In this episode of the M&A Science Podcast, Scott Crofton, Partner at Sullivan & Cromwell LLP, discusses the path to a successful equal merger.

____________________________________________________________________________

This episode is sponsored by the M&A Science Academy. If you’re looking to improve your in-house training, we have corporate training plans provided.

Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It’s also a great way to show your support for M&A Science. 

If you’re interested in learning more about individual or team plans, visit this page.

00:00 Intro 04:27 Mergers of equal 07:05 Managing mergers of equal 09:13 Private deals 12:55 The management team under mergers of equals 14:33 Board of directors composition 16:12 The process of mergers of equals 19:27 Diligence process 20:55 The impact of mergers of equal 23:06 Real-life story of Hostile Bids 25:13 Poison pill defense 28:51 Fairness Analysis 31:31 Litigation 33:18 Pros and Cons of Mergers of Equal 35:06 Time frame of mergers of equal 35:57 Best Advice 36:59 Craziest thing in M&A 

Brian Matthews, CEO at ITEL

In today's highly competitive business landscape, companies are constantly looking for ways to enhance their capabilities and maintain their edge. With so many competitors in the market, how can a company stand out and reduce customer churn? 

In this episode of the M&A Science Podcast, Brian Matthews, CEO at ITEL, discusses his value chain ecosystem approach that can drive stability and growth to businesses.

____________________________________________________________________________

This episode is sponsored by the  M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, mascience.com/academy.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to firmroom.com.

00:00 Intro

04:20 Value chain ecosystem approach

08:23 Real-life example of a value chain ecosystem

12:05 Emphasis on the exit planning

13:51 Traditional bank exit

16:50 Benefits of an ecosystem approach

18:47 Bringing fresh perspectives

21:56 Ecosystem Playbook

23:58 How to create a value chain ecosystem

30:22 Considering the maturity of partner ecosystems of companies

37:19 Valuation

38:32 Best practices on deal execution

40:14 Transparency rules

42:18 Reading between the lines

43:09 Craziest thing in M&A

Joe Covey, a serial CEO and acquirer, and investor since 1992. 

Matthew Davidge, the co-owner of the NBC Affiliate WVNC (Watertown, NY) and several other stations around the country.

In big companies, some business units may not perform well and might be overlooked. It can be helpful for the company to find a more suitable owner for these units. At the same time, buyers can take advantage of these opportunities to improve the businesses and maximize their potential. 

In this episode of the M&A Science podcast, we will explore the experiences of Josh Covey, a successful CEO, acquirer, and investor, and Matthew Davidge, co-owner of NBC Affiliate WVNC, as they buy and develop these businesses with the goal of exiting in the future.

____________________________________________________________________________

This episode is sponsored by the M&A Science Academy. If you’re looking to improve your in-house training, we have corporate training plans provided.

Give your team members access to the best-in-class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners to outdo M&A practices. It’s also a great way to show your support for M&A Science. If you’re interested in learning more about individual or team plans, visit this page.

00:00 Intro 

06:43 Buy-side carve-out deals              

10:35 Key approach to due diligence               

11:52 Unbinding a company                

13:51 Why carve-outs are difficult                

15:41 Conversations with the right people        

19:05 Key things to consider when doing a carve-out

22:58 Walking away from a deal

23:59 Considerations in the carve-out model

26:32 Challenges on the buy-side of carve-outs

27:58 You have to surround yourself

30:21 Evolving the operating model 

34:37 The right time to exit

35:55 How working with an investment bank is different

37:48 Bank process vs. Proprietary deals 

39:21 Key lessons

40:55 Timing

42:14 Communications

43:34 Alignment on post-close operations

45:27 Advice for first-time sellers

47:57 Negotiation considerations

49:59 Craziest thing in M&A

Andrew Morbitzer, VP/Head of Corporate Development at Typeform

There are many different reasons why companies buy other entities. Traditionally, acquirers have focused more on the financial aspect of the target company. However, experience have shown that not all acquisitions are the same, and must be executed properly against their strategy. 

In this episode of the M&A Science Podcast, Andrew Morbitzer, VP/Head of Corporate Development at Typeform, discusses how to execute product-based acquisitions.

______________________________________________________________________________

This episode is sponsored by the M&A Science Academy. If you’re looking to improve your in-house training, we have corporate training plans provided.

Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It’s also a great way to show your support for M&A Science.  If you’re interested in learning more about individual or team plans, visit this page.

Episode Timestamps

00:00 Intro  05:35 From engineering product to M&A 09:21 Difference of Product based acquisition 16:04 Gauging Product Market fit 22:07 Direct Observation 26:15 Permission from the company 28:21 Overlap analysis during product-based acquisition 31:35 Key elements for deal success 36:16 Agile M&A 37:51 Integrating engineering teams 40:53 Tips for product acquisition 42:41 Integrating competing products 47:00 Craziest thing in M&A 

Nate Lemmerman, Senior Vice President, Corporate Development at Cast & Crew

To perform M&A at the highest level, an ever-evolving M&A function is necessary. Organizations must focus on refining their strategies, processes, and team dynamics to ensure they can effectively navigate the complexities of each deal.

In this episode of the M&A Science Podcast, Nate Lemmerman, Senior Vice President of Corporate Development at Cast & Crew, shares his experience and tips on how to build your M&A muscle.

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This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com

00:00 Intro

06:10 Building an M&A function from scratch

09:05 Steps to building an M&A muscle

12:17 The strategy

15:38 Process and execution structure

22:16 Critical things to consider before signing a deal

26:04 Hiring people for the M&A team

28:30 Building the diligence muscle

30:01 People alignment in M&A

32:20 Building the integration muscle

35:39 Best practices when doing deals

37:55 Craziest thing in M&A

Ritika Butani, Head of Corporate Development at Toast 

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

04:22 Secrets to overcoming hurdles

05:51 Challenges in M&A

09:58 Complexities of smaller deals

12:43 Handling people in a smaller company

13:50 Cultural assessment

15:24 Culture ends up killing the deal

17:03 Tax Issues

18:58 HR issues

20:44 Contractual Issues

23:41 Change of control and assignment

25:05 Risks Mitigation

26:58 Finding good lawyers

28:34 Integration planning

30:05 Integration planning vs. hypothesis

32:44 No dedicated integration lead

34:34 Principles of doing deals

37:31 Non-negotiables

39:40 Dealing with issues

41:44 Surprise Issues

44:08 Craziest thing in M&A

Finn Haley, SVP, Corporate Development at Edwards Lifesciences (NYSE:EW)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net  

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

08:53 Option structure

14:04 Exit cap

16:11 Drivers for the structure

18:28 Alignment with the strategy

20:35 Monitoring progress and milestones

22:16 Moving fast

24:08 Failed startups

26:16 Risks

30:09 Exercising the option

33:54 Why deals don’t push through

38:53 Innovation

40:13 Approaching a company for the buy-to-build option structure

43:20 Craziest thing in M&A

Mark Legaspi, Director, Legal - Corporate at LinkedIn

Hello M&A Friends, if you're looking to improve your in-house training, we have corporate training plans provided through M&A Science Academy.

Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices.

If you're interested in learning more about individual or team plans, go to www.mascience.com/academy. It's also a great way to show your support for M&A Science. Again, that's mascience.com/academy.

00:00 Intro

02:53 Key Considerations for M&A in 2023

05:22 Regulatory Challenges

09:41 Effect of Regulatory on Negotiations

15:43 Managing Value

17:51 Other Considerations Regarding Regulatory Risks

20:38 Suing the Regulatory Bodies

32:18 Regulatory Effects on Employees

34:08 Other Deal Killers in M&A

38:04 Trademarks Killing Deals

40:30 Market situation with IPs

42:22 Deal Breaks Due to IP

43:48 Advice for Deal Teams

46:39 Craziest thing in M&A

David Hindley, VP of Corp Dev at Autodesk (NASDAQ: ADSK)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use the code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

Episode Timestamps

00:00 Intro

05:00 The Evolution of M&A Functions

06:48 Deal experience as a Banker vs. Corp Dev

15:04 Leading an evolving M&A function

16:13 How the strategy evolved 

18:07 Scoring opportunities

19:28 Speeding up the evolution for efficiency

21:31 Working with functional leads

22:29 Aligning the functions

24:10 Business Units

25:08 Corporate Development structure

27:57 Accountability

29:11 Working with integration folks

32:41 Evolution of the governance model

33:56 Success metrics

35:42 Retaining deal learnings

37:04 The hiring process

40:19 Lessons learned

41:26 Craziest thing in M&A

Staci van Schagen, Head of M&A Integration & Disentanglement at Philips

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Episode Timestamps

00:00 Intro

05:40 Running global Integrations

08:08 Adapting to different cultures

09:37 Fostering safety in IMO

11:31 Continuous Improvement

13:57 Delivering integration outcomes

18:16 Dealing with uncertainties during integration planning

20:52 Threshold for mistakes during integration

24:56 Using reflections to run integration

28:57 Deal sizes affecting preparations

31:51 Upskilling scenario planning

32:53 Craziest thing in M&A

Jeff Wald, Co-founder of Bento Engine

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net  

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

03:44 Best practices during exits

04:41 Thinking about an exit

09:54 Engaging with investors

14:13 The path to being acquired

18:24 Tips for Outreach

19:49 First conversation

25:11 Key people when executing deals

29:00 Negotiating Law firm prices

30:16 Negotiating LOI

34:37 Confirmatory due diligence

37:06 Communicating with employees

39:13 Announce day

44:55 Integration

47:46 Craziest thing in M&A

Brent Campbell, Vice President of Corporate Development and Strategy at Alight Solutions (NYSE: ALIT)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use the code “podcast” at checkout.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

05:46 Importance of Integration

07:38 Gaining integration perspective

10:12 Negative consequences of neglecting integration

12:53 How corporate development can focus on integration

15:38 Challenges in integration

18:22 Challenges in aligning stakeholders

21:04 HSR restrictions

22:27 Integration structure

24:19 Building the integration muscle

32:06 Business sponsor

34:02 How to measure integration success

37:13 Craziest thing in M&A

Klint Kendrick, HR and M&A Leader | Keynote Speaker | Author of the HR Practitioners Guides to Mergers & Acquisitions

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net.

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com.

00:00 Intro

05:30 The role of HR in M&A

09:55 Importance of identifying a potential culture clash

12:40 Cultural due diligence

17:27 Pre-LOI cultural diligence

22:09 Finding culture fit

24:48 Five Areas of culture clash

49:39 Deal-specific considerations

59:48 Taking findings that impact the deal terms

1:02:55 Assessing the level of cultural diligence

1:05:40 Transformative deals

1:09:44 The secret sauce to overcoming culture clash

1:12:44 Craziest thing in M&A

PJ Patel, Co-CEO & Senior Managing Director at Valuation Research Corporation (VRC)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

08:37 Market Trends

11:15 Maximizing your company’s valuation

12:24 Growth vs Cash flow

13:35 The effect of Storytelling on valuations

14:27 Investor’s Influence on Valuation

17:14 Things to avoid as an operator

19:14 Common Mistakes in Valuation

20:53 Impairment

23:42 Implications of impairment

25:49 Purchase price allocation

29:05 Earnout structures

32:34 Length of earnouts

32:51 Computing for Earnouts

38:33 Negotiating Earnouts

41:06 Craziest thing in M&A

Sam Youssef,  Founder and CEO at Valsoft Corporation

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

05:44 Looking at business through a different lens

09:19 Distinguishing good acquirers

11:17 Identifying the right segment and deal size

15:07 Platform play acquisition

19:57 Approaching target companies

23:16 Financial structure

26:09 Challenges in building an M&A muscle

29:42 Driving value from synergies

30:56 Getting the right people

32:49 Sharing learnings

38:39 Craziest thing in M&A

Kevin Griffin, Executive Director, Corporate Development at JLL (NYSE: JLL)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout.

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net 

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

00:00 Intro

04:15 Focusing on smaller deals

06:48 Sourcing deals

08:10 Pros and cons of a competitive auction process

15:47 Cons of doing a proprietary deal

18:35 Benefits of doing a proprietary deal

22:15 Relationship problems

23:24 Proprietary deals vs auctions

25:32 Educating founders on the deal process

26:13 Working with lawyers

27:40 Biggest challenge when educating founders

29:42 Valuation

31:09 Negotiation

34:49 Earnouts

41:45 Making earnouts successful

43:19 Retention with smaller companies

44:17 Best Practices to retain people

46:08 Craziest thing in M&A

Marilyne H. O'Hara, Global Head of M&A Integration at Block (NYSE: SQ)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net 

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected]

00:00 Intro

05:20 What is People-Focused Integration

06:02 Ideal Integration Process

08:46 Strong Partnerships With Deal Leads

12:25 Consequences of Late Integration

14:53 Building the Integration Team

20:41 Involving the Integration Team

22:29 Integration Led Diligence

24:07 Building an Agile Team

28:30 Understanding Culture

30:49 Culture Shaping Integration

31:44 Red Flags in Culture Fit

32:46 Best Practices When Onboarding People 

39:06 Working with Vendors for People-Focused Integration

40:12 Biggest Challenge

40:36 Advice for First Timer

41:23 Craziest thing in M&A

Nadia Gil, Chief of Strategic Planning and Corporate Development at Brady (NYSE:BRC)

This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. 

To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don’t forget to use code “podcast” at checkout. 

Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net

FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com

00:00 Intro

04:01 Why large companies are focusing on acquiring startups

10:36 Why startups don't thrive in a larger company

13:15 Factors to consider when acquiring a startup

17:28 Factors that make startups unacquirable

21:35 Preserving startups in the larger company

24:41 Joint planning approach

26:35 Keys to a strong relationship

29:44 How can large companies protect the acquired small company

32:19 Integration

34:13 Compensation

38:49 How startups can protect themselves

40:48 When to walk away

46:29 How to mitigate the risk of destroying a small company

48:06 Craziest thing in M&A

Michael Farlekas is the CEO at E2open

Have someone in mind that would be perfect to help build out a new on-demand talent service line at M&A Science? Reach out to Kison at [email protected]  

EPISODE TIMESTAMPS:

00:00 Introduction

02:24 Background

04:58 14 transactions without a dedicated Corp Dev team

08:47 Networking and scoring the deals

14:34 The hunting part

20:45 Restructuring the business for faster integration

22:04 Approach to due diligence

24:10 Key things to look at pre and post-LOI

25:15 Considering the culture and the people aspect

27:34 Integration

30:20 Budgeting Integration cost

32:19 Go-to-Market Integration

34:14 Acquiring away from the core

36:13 Keys to success

37:38 Go-To-Market Framework

39:54 Advice for first-time acquirers

44:33 Craziest thing in M&A

Chris Evans is the former Head of Corporate Development Integration at Amazon (NASDAQ: AMZN)

Have someone in mind that would be perfect to help build out a new on-demand talent service line at M&A Science? Reach out to Kison at [email protected]

EPISODE TIMESTAMPS: 

0:00 Introduction

5:32 How Important is Day One

10:40 What happens on Day One

14:59 Integration North Star

16:25 What Success on Day One looks like  

21:00 Introducing the Integration Manager

25:43 Engaging the managers

31:08 Keeping the big picture alignment

35:30 Identifying the faces of the acquiring company

37:34 Sharing the Integration Plan

40:45 Connecting the value drivers to integration 

45: 20 The biggest challenge on Day One

48:34 What is Day One of Day One in Amazon 

52: 28 Craziest thing in M&A

Sarah Thuo, Chief Operating Officer of IBM Sustainability Services

As the business world shifts towards a more environmentally and socially conscious approach, the significance of sustainability in M&A has become increasingly prominent. In light of this, companies are now considering the environmental, social, and governance (ESG) initiatives of their target companies before making any acquisitions.

In this article, we explore the importance of sustainability in M&A and how to perform sustainability diligence, with insights from Sarah Thuo, Chief Operating Officer of IBM Sustainability Services.

This episode is sponsored by our new publication: How to Stand Up an M&A Function.Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Michael Nov, Head of Corporate Development & Chief of Staff to the CTO at OwnBackup

M&A is a game-changing tool that can propel a company's growth several years ahead of schedule. However, for hyper-growth companies, M&A can also be a double-edged sword that leads to attrition and detracts from the core business objectives. 

In this episode of the M&A Science Podcast, Michael Nov, Head of Corporate Development & Chief of Staff to the CTO at OwnBackup, discusses how to set up M&A for hyper-growth companies. 

This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial

Pat Belotti, VP of Corporate Development Integration at Zendesk.

The go-to-market (GTM) integration strategy has a large impact on revenue generation and overall deal success. Integration can be very disruptive to the customers, but if done right, it can enhance the customer experience and acquisition results.

In this episode of the M&A Science podcast, Pat Belotti, VP of Corporate Development Integration at Zendesk, delves into the intricacies of GTM integration and offers valuable insights on how to approach it.

This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Pat Belotti, VP of Corporate Development Integration at Zendesk

M&A integration in tech has changed quite a bit over the last twenty years. Integration has evolved from integration volunteers, to large teams with detailed tracking, to dedicated teams and Agile approaches. 

In this episode of the M&A Science Podcast, Pat Belotti, VP of Corporate Development Integration at Zendesk, delves into the evolution of integration. 

This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Windy Nicholson, Technology Leader | Mergers and Acquisitions at Salesforce (NYSE: CRM)

Acquisitions present unique challenges, but deal lifecycle processes can still be optimized for efficiency. Timeliness is a crucial factor in M&A, and the quicker a deal closes and integration is completed, the faster deal synergies can be achieved. 

In this episode of the M&A Science Podcast, Windy Nicholson, the Technology Leader for Mergers and Acquisitions at Salesforce, discusses how to improve an IMO for efficiency. 

This episode is sponsored by our new publication: How to Stand Up an M&A Function.Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Andy Wijaya, Senior Director, M&A at KLA (NASDAQ: KLAC)

Managing a deal from start to finish requires a strategic approach and the ability to navigate the nuances of each phase. 

In this 2-part episode of the M&A Science Podcast, Andy Wijaya, Senior Director, M&A at KLA,  talks about managing deals from strategy to closing, and dives deep into key stages of acquisition.

"This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial

Andy Wijaya, Senior Director, M&A at KLA (NASDAQ: KLAC)

Managing the multi-faceted process of mergers and acquisitions (M&A) can be a daunting task, especially for those in charge of overseeing the entire process.

In this episode of the M&A Science Podcast, Andy Wijaya, Senior Director of M&A at KLA, discusses how to manage deals from strategy to closing. 

This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Yvanna Perez-Morel, Sr. Director of Corporate Development at Ulta Beauty (NASDAQ: ULTA) | Managing Director at Prisma Ventures

Acquisitions are not the only way companies can achieve growth. Partnerships are a great way for organizations to grow their organic growth capabilities. 

In this episode of the M&A Science Podcast, Yvanna Perez-Morel, Sr. Director of Corporate Development at Ulta Beauty | Managing Director at Prisma Ventures, discusses alternative strategies to accelerate growth.

This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Michael Frankel, Founder and Managing Partner of Trajectory Capital

Establishing strong connections with a target company is essential in M&A. Securing deals can be challenging, but a strategic approach can result in mutually beneficial outcomes. 

In this episode of the M&A Science Podcast, Michael Frankel, Founder and Managing Partner of Trajectory Capital, shares his approach to deal-making from first conversations to LOI. 

We want to feature our listeners over the coming months on social media. If you’re a big fan, we’d love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at [email protected]

Guy Fisher, Head of Corporate Development at Suncorp Group (ASX: SUN)

In order for an M&A process to be successful, there must be effective governance in place. Governance is used to manage risks, and ensure that key stakeholders are well-informed and able to provide appropriate oversight throughout a transaction. 

In this episode of the M&A Science Podcast, Guy Fisher, Head of Corporate Development at Suncorp Group, shares his expertise in setting M&A governance up for efficiency. 

"Speed and efficiency create better outcomes. It reduces confusion and the time for external factors to impact the value of the deal and increases certainty." – Guy Fisher

We want to feature our listeners over the coming months on social media. If you’re a big fan, we’d love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at [email protected]

Thomas Gorman, Strategy & Corporate Development at Pantheon Platform

Mark Khavkin, CFO at Pantheon Platform

Acquiring a company is complex and challenging, and in some instances, unnecessary. If buyers only need the people inside of a target company, they can do an acquihire instead of a traditional acquisition. 

In this episode of the M&A Science Podcast, Thomas Gorman, Strategy & Corporate Development at Pantheon Platform, and Mark Khavkin, CFO at Pantheon Platform, discusses executing acquihires.

We want to feature our listeners over the coming months on social media. If you’re a big fan, we’d love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at [email protected]

Josh Holleman, Partner at Cooley LLP

In recent years, there has been a surge in using reps & warranty insurance in M&A, especially in private deals. Buyers and sellers can save significant time and money using reps and warranties insurance.

In this episode of the M&A Science podcast, Josh Holleman, Partner at Cooley LLP, discusses how to approach reps and warranties insurance.

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Ken Bond, Head of Corporate Development at Cetera Financial Group

Before buyers and sellers agree to an LOI, there are many informal conversations that happen in the background. Buyers must carefully approach any informal conversations to avoid turning a buyer off while still securing the deal. 

In this episode of the M&A Science Podcast, Ken Bond, Head of Corporate Development at Cetera Financial Group, discusses the key things to consider during pre-LOI conversations.

We want to feature our listeners over the coming months on social media. If you’re a big fan, we’d love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at [email protected]

Gitanjali Pundir, Vice President, Global Corporate Development and M&A at Visa (NYSE: V)

Today, more than 20 reps and warranty insurance companies exist. And unlike before, they are now willing to cover the entire suite of reps and warranties to replace the indemnification provisions in a traditional purchase agreement. So are they worth it? Should buyers consider reps and warranty insurance on all their deals? 

In this episode of the M&A Science Podcast, Gitanjali Pundir, Vice President, Global Corporate Development and M&A at Visa, discusses representations and warranties from a business perspective.

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS)

Deal origination requires a well-planned strategy, and starts with informal conversations with a potential target.

In this episode of the M&A Science Podcast, Jeremy Segal, Executive Vice President of Corporate Development at Progress, discusses what happens from first conversations to LOI.

This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial.

Veena Ramaswamy, Head of Corporate Development at Lemonade (NYSE: LMND) 

Executing acquisitions without a dedicated function is highly inefficient and results in failed deals. Companies should not purely rely on inbound opportunities, and need strategic teams dedicated to sourcing deals. 

In this episode of the M&A Science Podcast, Veena Ramaswamy, Head of Corporate Development at Lemonade, discusses how to create a corporate development function.

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial.

Rohit Dave, Head of Corporate Development at Block (NYSE: SQ)

M&A is an excellent tool for growing a company. Still, acquirers should consider a variety of strategies before committing to a transaction. Choosing the right growth approach also dictates any integration plans. 

In this episode of the M&A Science Podcast, Rohit Dave, Head of Corporate Development at Block, discusses executing various M&A strategies and how to get the CEO on board.

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

Cara Bibbiani, Senior Director, Corporate Development, M&A Integration at Hewlett Packard Enterprise (NYSE: HPE)

The integration stage of the deal lifecycle is when teams can achieve a transaction's desired synergies. Even though integration starts post-close, integration planning should begin much earlier in the deal process. 

In this interview, Cara Bibbiani, Senior Director Corporate Development, M&A Integration at Hewlett Packard Enterprise, discusses how to efficiently execute M&A Integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

Kevin Barnes, Senior Vice President, Corporate Development at Premier (NASDAQ: PINC)

Standing up a corporate development function from scratch is a challenging, yet exciting task. And one of the pillars of a successful M&A function is a solid team who can effectively run deals. 

In this episode of the M&A Science Podcast, Kevin Barnes, Senior Vice President, Corporate Development at Premier, discusses how to create an M&A team structure.  

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

In this episode of the M&A Science Podcast, Kerry Perez, VP of Enterprise Strategy at AMN Healthcare, will discuss her fascinating journey to M&A, during which she experienced a variety of roles. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

Caroline Jones, Senior Director - Acquisition Success at Cisco (NASDAQ: CSCO)

Integrating an acquired company is always challenging. Acquirers must execute quickly and efficiently, navigate changes, and preserve the target company's value. 

In this episode of the M&A Science Podcast, Caroline Jones, Senior Director - Acquisition Success at Cisco, discusses how to accelerate M&A integration.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

Darrell Heaps, CEO at Q4 Inc. (TSE: QFOR)

A strong deal strategy doesn't guarantee success. Integration is where value is created and must be prioritized from the very beginning of a deal. 

In this episode of the M&A Science podcast, Darrell Heaps, CEO at Q4 Inc., discusses how to tie M&A strategy and integration together.

This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, email [email protected].

Don Yakulis, Global Head of M&A Integration, Light and Wonder, (NASDAQ: LNW) formerly Scientific Games

Integrating an acquired company is one of the most daunting tasks in M&A. Integration never goes as planned, but there are things that teams can do to make it much easier for everyone involved. 

In this episode of the M&A Science Podcast, Don Yakulis, Global Head of M&A Integration at Light and Wonder, discusses the importance of achieving alignment from both teams during M&A integration. 

This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, email [email protected].

James Harris, Principal, Corporate Development Integration at Google (NASDAQ:GOOGL)

Achieving revenue synergies should always be a transaction’s top priority. By leveraging the combined customer base of both companies, and combining the marketing and sales efforts, companies can become a much more powerful force in the marketplace.

In this two-part M&A Science Podcast episode, James Harris, Principal, Corporate Development Integration at Google, discusses go-to-market integration planning. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

James Harris, Principal, Corporate Development Integration at Google (NASDAQ: GOOGL)

When two businesses merge, the new company's success often depends on how well the go-to-market plan is executed. The combined company inherits the two businesses’ customers, products, and respective sales and marketing channels. If not planned properly, the combined efforts can lead to customer confusion and lost sales. 

In this episode of the M&A Science Podcast, James Harris, Principal, of Corporate Development Integration at Google, discusses go-to-market integration planning.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Larry Forman, Senior Manager and Head of the Ecosystem for Deloitte’s New Venture Accelerator

There are different ways to create and grow a business: build up from scratch, acquire another company, or gain strategic alignment with other companies through partnerships. Through a parternship, a business can leverage someone else's technology for faster growth.

In this episode of the M&A Science Podcast, Larry Forman, Senior Manager and Head of the Ecosystem for Deloitte's New Venture Accelerator, discusses corporate venture strategy. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

Kirti Gavri, Head of Corporate Development for Wizeline

Auction processes in M&A are very challenging for strategic buyers and corporate development teams need more than a compelling offer to compete in an auction. 

In this episode of the M&A Science Podcast, Kirti Gavri, Head of Corporate Development for Wizeline, discusses how to run an accelerated deal process. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Tim Wentworth, Retired CEO, Evernorth

Selling a business can be challenging for a founder. Regardless of the reasons behind an exit, there are ways to ensure a company's continuity and success. 

In this episode of the M&A Science Podcast, Tim Wentworth, Retired CEO of Cigna, formerly known as Express Scripts, discusses how to strategize and execute an exit for a team's greater good. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Hannah Elsakr, Vice President, Corporate Development, M&A Integration at Adobe

Creating value through M&A takes work. There are many steps to take during targeting, diligence, and integration in order to achieve a transaction’s intended synergies. So. how can teams increase a deal’s chances of success? 

In this episode of the M&A Science Podcast, Hannah Elsakr, Vice President, Corporate Development, M&A Integration at Adobe, discusses executing successful end-to-end M&A. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Benjamin Orthlieb, VP and Head of Corp Dev at LinkedIn

The M&A can be highly inefficient, and inefficiency can lead to failed deals. However, some practitioners have figured out how to increase deal success using new work methods. For example, some practitioners have turned to Linkedin as a different way to approach deal origination. 

In this episode of the M&A Science Podcast, Benjamin Orthlieb, Vice President and Head of Corporate Development at Linkedin, discusses Linkedin’s bottoms-up deal origination model.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Keith Crawford, Global Head of Corporate Development / M&A at State Street (NYSE: STT)

Integration is where value is created regardless of what happened during negotiations and diligence. However, an acquirer can destroy a target company if integration is poorly executed. Therefore, ensuring the acquired business is in good hands is imperative. 

In this episode of the M&A Science Podcast,  Keith Crawford, Global Head of Corporate Development / M&A at State Street, discusses how to execute an effective M&A integration handoff.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Daniel Gittsovich, Vice President, Corporate Strategy & Development at L3Harris Technologies (NYSE: LHX)

Strategy execution is one of the most fundamental reasons behind M&A. Acquiring a business and rationalizing the deal afterwards is a quick way to waste time and money.

In this episode of the M&A Science Podcast, Daniel Gittsovich, Vice President, Corporate Strategy & Development at L3Harris Technologies, discusses how to create an Agile M&A strategy.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom. We built the world's most intuitive virtual data room, that meets public company standards, at a fair price. Learn more by going to https://www.firmroom.com

Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc. - a Subsidiary of the Bollore Group

Selling a business is always challenging. Finding the right buyer, negotiating a fair price, and preserving a business for sale takes time and effort, and there are plenty of potential pitfalls that can derail the entire process along the way. 

This interview is part two of our M&A Science Podcast interview during which Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc., discusses how to prepare a company for an acquisition.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected] episode is sponsored by FirmRoom. We built the world's most intuitive virtual data room, that meets public company standards, at a fair price. Learn more by going to https://www.firmroom.com

Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc. - a Subsidiary of the Bollore Group.

There are many reasons why an owner sells their business. Before talking to an actual buyer, potential sellers need to prepare their business in order to maximize value.

This is part 1 of a 2-part episode on the M&A Science Podcast, during which Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc., discusses how to prepare a company for acquisition.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Atul Tiwary, Vice President of Corporate Development at Barracuda (NYSE: CUDA)

The M&A auction process creates competition among potential buyers and drives prices up. In most cases, proactive acquirers tend to avoid these types of transactions, but buyers can also initiate and create their own auction process. 

In this episode of the M&A Science Podcast, Atul Tiwary, Vice President of Corporate Development at Barracuda, talks about the reverse auction process in M&A. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Evelyn De la Cruz, Head of North America Administrative Operations at Spencer Stuart

When acquiring another company, there is always the potential that layoffs will need to take place to streamline the new organization. Of course, letting people go is never easy, but there are ways to go about layoffs properly to minimize damage to the individuals and the company's reputation

In this episode of the M&A Science Podcast, Evelyn De la Cruz, Head of North America Administrative Operations at Spencer Stuart, discusses how to properly lay off people during an acquisition.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 30% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Dustin Delewski, Director of M&A Integration Management at Cardinal Health (NYSE: CAH)

Go-to-market integration is more than just combining the sales and marketing teams. Many nuances often get overlooked, especially in the back office. To increase integration success, there has to be a detailed understanding of the go-to-market system. 

In this episode of the M&A Science Podcast, Dustin Delewski, Director of M&A Integration Management at Cardinal Health, gives a comprehensive view of how to dissect a GTM for successful integration. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 30% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/ 

Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource NYSE: BLDR

Proactive M&A is not easy. Proactive M&A requires keeping tabs on multiple companies, reaching out to them directly, and convincing owners to sell their businesses to strangers. Yet, the ability to tackle all of these actions are what make a great corporate development team. 

In this episode of the M&A Science Podcast, Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource, shares how to approach deal targets. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Jeff Hennig, Vice President, Corporate Development at AMD (NASDAQ)

Dan Menge, Head of M&A Integration at AMD (NASDAQ)

When two companies merge together, there will be overlaps that result in winding down functions. But what happens when there are two functions that perfectly complement each other? 

In this episode of the M&A Science Podcast, Jeff Hennig, Vice President, Corporate Development at AMD, and Dan Menge, Head of M&A Integration at AMD, will talk about how AMD acquired Xilinx and how to introduce M&A to a large company

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Liz Lockhart, Sr. Director, PMO, Training and Business Applications

Carve-outs are incredibly complex. Buying a small part of a target company brings many challenges and can be even more complicated if the acquirer is carving out a public company. 

In this episode of the M&A Science Podcast, Liz Lockhart, Sr. Director, PMO, Training and Business Applications, shares her first experience and lessons learned in carving out a competitor. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Mike Kryza, Head of Corporate Development at The Guardian Life Insurance Company of America Private- F500

Mergers and acquisitions are a critical part of any business, yet they can be very risky. Therefore, a clear strategy is necessary for deal success. A well-planned deal strategy enables companies to proactively source deals rather than be reactive. Without the right target, what is the point of M&A? 

In this episode of the M&A Science Podcast, Mike Kryza, Head of Corporate Development at The Guardian Life Insurance Company of America, discusses formulating an M&A strategy for proactive sourcing. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Karen Ashley, Vice President, Corporate Development Integration at Cisco CSCO (NASDAQ)

M&A doesn't end when a deal closes. The deal's success relies heavily on how well the acquirer can integrate the target company. Revenue synergies are one of the most important, but also one of the hardest, things to achieve during integration. When two companies come together, their products and services often overlap, and it can be challenging to figure out how to market them as one company. 

In this episode of the M&A Science Podcast, Karen Ashley, Vice President, Corporate Development Integration at Cisco, discusses how to realize go-to-market synergies.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Willy Walker, Chairman and CEO of Walker & Dunlop, Inc (NYSE: WD) 

M&A is one of the fastest ways to grow a company. Many of the largest companies in the world turn to M&A for inorganic growth. However, first-time acquirers often find it difficult to buy companies due to a lack of experience and reputation. 

In this episode of the M&A Science Podcast, Willy Walker, Chairman, and CEO of Walker & Dunlop, Inc, discusses how to convince people to sell their business.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Lisa Marchese, Head of Corporate Development at American Express AXP (NYSE)

Culture is one of the biggest M&A killers. Some of the biggest deal failures in history are due to culture clashes that resulted in value leaks and destroyed companies. Bringing culture to the forefront of transactions can help increase deal success. 

In this episode of the M&A Science Podcast, Lisa Marchese, Head of Corporate Development at American Express, discusses proactive deal sourcing with culture in mind.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/ 

Richard Dunkel, Global Head of Field Enablement at Celonis

The sales operation is the cornerstone of every business. Without it, companies would not have revenue.

In this episode of the M&A Science Podcast, Richard Dunkel, Global Head of Field Enablement at Celonis, discusses how to improve the sales function during integration.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Kim Jones, HR Director M&A at Microsoft (NASDAQ: MSFT)

An effective M&A onboarding process post-close can dictate employee retention. But what's even more important is retaining the acquired company's leadership. Leadership has massive influence inside the business, and helping them transition properly will positively impact the overall transaction. 

In this episode of the M&A Science Podcast, Kim Jones, HR Director M&A at Microsoft, discusses lessons learned from leadership onboarding.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Touraj Parang, President & COO of Serve Robotics

Selling a business is a difficult task that requires a lot of planning and preparation. However, most entrepreneurs refuse to entertain the idea of a sale until it is too late. The best time to plan an exit is when times are good, not in a desperate situation. The longer the prep time, the higher chances of success. 

In this episode of the M&A Science Podcast, Touraj Parang, President & COO of Serve Robotics, discusses how to build an exit strategy. 

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup 

If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Siran Tanielyan, SVP, Corporate Development at Paramount (NYSE: PGRE)

Every company wants to evolve and grow its business, and M&A is one of the fastest and most powerful ways to grow. If done correctly, M&A can transform an organization overnight but there must be a sound M&A thesis. Without an M&A thesis, acquirers might end up wasting time, money, and opportunities. 

In this episode of the M&A Science Podcast, Siran Tanielyan, SVP, Corporate Development at Paramount, talks about developing an M&A thesis. 

Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Cole Breidenbach, VP, M&A Integration & Strategic Initiatives at Okta (NASDAQ: OKTA)

Leadership alignment is one of the most underrated aspects of M&A. But without leadership alignment, there will be confusion regarding what the company will represent post-close and what needs to be integrated. The company will be left with an inconsistent narrative and messaging, which leads to retention issues. 

In this episode of the M&A Science Podcast, Cole Breidenbach, VP, M&A Integration & Strategic Initiatives at Okta, discusses leadership alignment and creating a GTM strategy for successful deals.

Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Christina Ungaro, VP, Head of Corporate Development at Wind River

Corporate development is more than just doing M&A. Sometimes, acquiring a company isn't the best way to achieve the organization's growth strategy. There are a variety of approaches to accelerating a business that require extra analysis and planning.

In this episode of the M&A Science Podcast, Christina Ungaro, VP, Head of Corporate Development at Wind River, talks about growing beyond M&A. 

Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Joshua Zatkin-Steres, Head of M&A Integration at Zuora NYSE: ZUO

Integration is one of the most challenging and crucial parts of M&A. It requires a complete understanding of the parent company and the newly acquired business. If done right, it will allow acquirers to capture intended synergies and maximize the value of their transaction. It is why having a dedicated integration function can be extremely valuable to an organization. 

In this episode of the M&A Science Podcast, Joshua Zatkin-Steres, Head of M&A Integration at Zuora, talks about how to stand up an IMO function.

Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].