M&A Advisor Blueprint
Buyer universe mapping, the confidential information memorandum, sale process design, negotiation and transaction completion.
The principal contribution of a transaction adviser lies not in the valuation itself but in the creation of competitive tension, the control of the process, and the judgement to determine which issues warrant negotiation.
This Blueprint addresses both buy-side mandates, in which the principal activities are origination and market mapping, and sell-side mandates, in which they are preparation, positioning and the management of a competitive process that produces a completed transaction on favourable terms.
It also addresses the commercial aspects of an advisory practice: the pricing of mandates, the content of the engagement letter, and the regulatory implications of transaction-based compensation under securities legislation.
By the end you will be able to
- Prepare a market map that identifies the full universe of potential buyers and targets
- Prepare a business for sale and draft a confidential information memorandum that withstands due diligence
- Design a sale process that generates genuine competitive tension
- Negotiate the principal economic terms of a transaction and identify those that may be conceded
- Manage due diligence and completion without loss of the transaction in its final stages
- Price and document an advisory engagement
Curriculum
Origination, market mapping and the approach to companies not offered for sale.
Preparation for sale, positioning, and the management of a competitive sale process.
The principal economic terms of a transaction, and the management of the period from signing to completion.
The advisory practice as a business: the origination of mandates, their pricing and the applicable regulatory framework.