Built to Sell Radio Ep 454 A Rare Glimpse Inside the Secret World of Corporate Development
Aug 9, 2024
In this insightful discussion, Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, reveals the secretive world of corporate mergers and acquisitions. He shares his journey from academia to leading significant deals and the common misconceptions surrounding the M&A process. Listeners learn how strategic planning, personal relationships, and strong financial metrics play pivotal roles in successful acquisitions. Christopher also emphasizes the importance of trust in negotiations and how effective communication can reshape deal outcomes.
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Honesty Builds Buyer Trust
- Sellers think their business must be perfect for a sale, but openness about weaknesses builds buyer trust.
- Authenticity in sharing challenges leads to a partnership approach, not adversarial negotiations.
Warm Intros Beat Cold Outreach
- Use warm introductions and peer groups to find acquisition targets rather than cold outreach.
- Relationships built over time improve chances of successful acquisitions.
Motivation Reveals Seller Fit
- Sellers focusing on client and employee growth align best with Antiva's mission.
- Purely financial motivated sellers often have shorter, less productive conversations.