Скачать или смотреть 067 - Alex Lubyansky - Insights Into Building Relationships In M&A

Key Themes and Insights
1. Relationship and Mindset in M&A
• Alex and Craig emphasize the importance of giving rather than transactional relationships in business and legal dealings.
• They discuss the value of cultivating meaningful connections where both parties align on not just objectives but the process and culture of working together.
• Screening clients and deals up front for compatibility is vital to avoid unpleasant engagements, even if lucrative.
2. Unique M&A Approach in Sports Industry
• Alex describes his specific investment thesis in professional soccer clubs, targeting those undervalued or misunderstood by typical market standards.
• Unlike many sports investments based on egotistical factors and hyperinflated revenue multiples, Alex focuses on clubs with concrete, long-term operational potential.
• He views skepticism from others ("Why would you want to buy that?") as a positive validation of finding special opportunities overlooked by mainstream investors.
3. Legal Practice Philosophy
• Alex dislikes being labeled purely a "transactional attorney" due to the negative connotations and ethical pitfalls of overbilling or obstructing deals.
• His firm’s model is structured around clear stages, flat fees for initial analysis, and alignment of incentives to ensure competent yet client-friendly service.
• Closing deals is important but not at the cost of client trust or ethical standards; lawyers should empower clients to make informed business decisions rather than simply saying "no" or pushing for closing at all costs.
4. Fractional General Counsel Services
• Alex offers fractional general counsel (OGC) services as a flexible, cost-effective solution for SMBs that cannot yet afford full-time in-house counsel.
• This model avoids common incentive misalignments seen in salaried in-house lawyers and allows clients to have trusted legal guidance as part of their ongoing operations.
• Fractional counsel can handle general legal management while helping identify and source specialist counsel as necessary.
5. AI and Legal Industry Change
• The conversation touches on AI’s impact on legal work, with clients increasingly demanding transparency on AI-driven cost savings.
• Alex and Craig agree that while AI enhances efficiency and value, the human element remains crucial in complex transactions and relationship-building.
6. Practical Anecdotes
• Craig shares project stories illustrating how goodwill and relationship-building in deal execution can recover unexpected value (e.g., receiving expensive IT assets as a gift due to supportive collaboration).
• Both agree that legal and M&A professionals must adapt to varying client needs and avoid rigid transactional behaviors.
Strategic Impact
This episode offers a rare perspective combining legal expertise, entrepreneurship, and sports executive leadership to deliver nuanced views on M&A relationships, deal structuring, and client service. It stresses:
• The critical value of relational alignment and selective client engagement.
• A differentiated approach to deal evaluation rooted in operational insight rather than egotistical hype.
• Ethical legal practice aligned with client success rather than maximum billing.
• Flexible fractional legal services tailored to SMBs’ growth phases.
Next Steps for Interested Listeners
• Contact Alex Lubyansky for fractional general counsel or tailored M&A legal services.
• Reflect on current client/partner relationships for alignment beyond transactions.
• Review legal engagement letters carefully to ensure clear fee structures and client protections.
• Explore the evolving role of AI in legal processes balanced with human advisory value.

#CraigKeegan #MAProfits #AlexLubyansky #AcquisitionStars #MandA #PrivateEquity #LawFirm #LegalTech #FractionalGeneralCounsel #BusinessAcquisitions #ExitPlanning #SportsInvestment #LegalEthics #ClientRelations #DealMaking #Entrepreneurship #AIinLaw

Chapters

00:00 Introduction to Alex Lubyansky
01:52 The Importance of Genuine Relationships
11:13 Navigating M&A: Lessons from Experience
17:52 Structuring Legal Engagements for Success
31:40 The Rise of Fractional General Counsel Services
37:42 Conclusion and Final Thoughts

Keywords

M&A, mergers and acquisitions, fractional general counsel, business relationships, legal advice, sports management, attorney insights, client engagement, entrepreneurial mindset


Takeaways

"You have to be in a giving mindset rather than a transactional mindset."
"Every deal is completely different; it has to be by definition."
"You need to screen for relationships on the front end to save both of you anguish."
"It's about generating legal fees, not just closing deals."
"A great deal attorney will empower you to make the ultimate business decision."


Titles

Building Relationships in M&A: Insights from Alex Lubyansk
The Art of Closing Deals: A Conversation with Alex Lubyansky