Sell-Side M&A Masterclass | Structuring a Formal Sale Process for Maximum Value | Private Equity

Paul Giannamore, a seasoned mergers & acquisitions advisor with over 20 years of experience, shares his expertise on the intricate process of selling a business. Filmed against the beautiful backdrop of Puerto Rico, Paul breaks down every phase, from valuation to negotiation, guiding business owners through the complexities of a successful sale.

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Listeners will gain insights on:
How to prepare your business for sale
Strategies to maximize your business’s valuation
Negotiation tactics for optimal outcomes
Common pitfalls to avoid during the selling process

Paul Giannamore is a leading expert in M&A, known for guiding service business owners through smooth and profitable sales. His strategic insights have shaped many successful deals, making him a go-to expert in the industry.

To reach Paul Giannamore:   / paulgiannamore  

Why World Class Deal Makers Avoid Negotiations: Exploring Auctions in Mergers and Acquisitions
   • Why World Class Deal Makers Avoid Neg...  

Learn more at: https://www.potomaccompany.com

Directed by Dylan Seals
Produced and Filmed by Verbell Ltd.
https://www.verbell.ltd/

Timestamps:
00:00:00 Introduction
00:00:39 Challenges with Negotiation Books
00:01:30 Importance of the Sell-Side Process
00:02:52 Leverage in Negotiation
00:03:57 Optionality and Competition
00:06:22 Perception of Leverage
00:08:37 Role of Information in Negotiation
00:09:20 Emotional Detachment in Negotiations
00:10:58 Building Credibility in Negotiation
00:14:58 Negotiating Process: Rules vs. Substance
00:17:11 Using Competition to Drive Price
00:20:41 Creating a Formal Sell-Side Process
00:23:54 Realistic vs. Aspirational Expectations
00:28:08 Types of Business Sale Processes
00:31:04 Building an Acquisition Universe
00:33:22 Using Timelines and Deadlines
00:34:52 The Indication of Interest (IOI)
00:37:57 Serial vs. Parallel Proposals
00:41:04 Management Meetings
00:54:13 Tendering a Formal Letter of Intent (LOI)
01:00:29 Maintaining Leverage Post-LOI
01:06:43 Negotiating During Exclusivity
01:18:18 Mistakes to Avoid
01:22:35 Conclusion

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