Keys to Successful Buy Side M&A Transactions

Many investment bankers believe that buy side M&A transactions are more diffi cult than those on the sell side and that such projects have a substantially lower probability of closing. Therefore, they avoid these engagements altogether. While their concern is warranted in many situations, it arises from problems that, while understandable, can be addressed and avoided.

The biggest problems in buy side M&A engagements often arise from a lack of clarity and discipline, and they generally fall into two categories: tactical problems and organizational commitment.

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Reprinted from the Washington Business Journal, May 13, 2005