Feb 28, 2022
M&A from the Deal Room to a Science w/ Kison Patel
- BRT S03 EP09 (108) 2-27-2022
Things We Learned This Week
Guest: Kison Patel, Founder and CEO of DealRoom
Amazon Book - Here
Kison Patel is the Founder and CEO of DealRoom, a project management software for complex financial transactions. In addition to that, he is also the Founder and CEO of Agile M&A, Founder of M&A Science - a community of forward-thinking M&A practitioners on a mission to perfect the M&A practice.
Kison is also the host of the M&A Science podcast, an educational podcast exploring the intricate world of M&A with industry leaders and practitioners. He helps men and women, the general public, or people looking for career paths and may consider a career in M&A.
Books – M&A Tactics, Agile M&A, & LinkedIn articles
Kison Patel Bio – pre Agile M&A, was in Real Estate, 10 years in M&A as advisor in finance & hospitality.
How valued – old ways of M&A pre 2000, security of info and paranoid attitudes, confidentiality and legal setup of deals.
Agile update to M&A deal structure using software for real time updates
Disruption – of your own company to evolve and improve, grow
How tech plays a role
Deal room started in 2012 – founder story, realized problems in industry, fix problems
Maximize sale value, then Prep business for sale
Buy Side and Sell Side Consulting, has experience in both areas
Deal Room is project management in M&A deals. Keep up with info. Manage deals better with project management workflow and integration, post sale and pipeline functions - Lifecycle of a M&A deal.
Industry was siloed – fix and recommend best practices.
M&A – diligence stage at start, risk assessment by the team then value creation for post deal.
Old school M&A process works in silos and not sharing enough info.
Plan post sale work and create value.
Big company buys smaller company – Why purchase? Customers, tech
Figure out who stays, goes in an acquisition deal
IP – Intellectual IP, tech, trade secrets, customers, team and workforce and key people.
Contract and buy a business for tech talent or engineering talent for software, AI. Deals are not always about finances-
Example: crowd stake corners a market with M&A department
Example: Zoom went from database to full service platform – acquired for practibilities.
Example: Toyota evolving into a software company. Buying business to get engineering talent.
Old ways to integrate may not apply.
Disruption- do not be next blockbuster. Pace of disruption increasing – example: pandemic.
Agile Model – adapt business, change culture, change oriented shift from finance approach to people focused approach.
Organizations cannot change organically fast enough, so buy other companies and merge into organization. Example: print media company switches to online publications.
Review your business from outside view, failure points, identify problems.
People need compelling reasons to change.
Advisor Team – lawyers, CPA, CFO, Investment Bankers, HR, Tech
Integrate what you buy and merge culture of main business with acquisition without ruining culture. ETA of a deal – varies, could be years – dedicated team to manage.
Buy Side – Defined strategy on why you are buying, avoids internal conflict – team is clear on buying.
Model in synergies, distribution models for revenue growth.
Sell Side – why selling? Get best price or legacy and take care of employees and continue business.
PE firm selling off entity to cash out or
Business sell off line that does not make $ anymore, or Business is failing and liquidates
Investment Bank for auction process (deal broker for company deals).
Letter of Intent – LOI – offer to buy.
Exclusivity period – do due diligence pre-sale. Can be risky if skip this step.
Key Value Drivers of a Deal – what is of value, and what can scale after
Private Equity / Adam Coffey Topic: Here
Melissa Diaz / M&A Topic: https://brt-show.libsyn.com/size/5/?search=melissa+diaz
Franchising / Jon Ostenson Topic: https://brt-show.libsyn.com/size/5/?search=franchising
Valuation Topic: https://brt-show.libsyn.com/size/5/?search=valuation
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