Corporate Development Strategy in High-Volume M&A

Feb 10, 2025

Jeff Giles, Executive Vice President at Core & Main, specializes in high-volume M&A with a history at top firms like Emerson Electric. He discusses the vital connection between cultural fit and successful acquisitions, emphasizing relationship-building in deal sourcing. Jeff shares his strategic insights on market mapping and highlights the importance of technology for effective integration and transaction management. With over 60 deals under his belt, he reflects on negotiation tactics and the complexities of ensuring a smooth post-merger transition.

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ANECDOTE

Jeff's Extensive M&A Background

Jeff Giles has led over 60 M&A deals, accumulating extensive experience.
His background includes Emerson, Bertram Capital, Barry-Wehmiller, and now Core & Main.

INSIGHT

Importance of Culture

Previous roles at culture-focused companies shaped Jeff's approach at Core & Main.
He prioritizes cultural fit in target companies and emphasizes valuing employees.

ADVICE

Buyer-Led M&A

Buyer-led M&A involves proactive relationship building.
Understand the landscape, identify key players, and prioritize targets.

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Jeff Giles, Executive Vice President at Core & Main

M&A at scale requires more than just financial analysis—it’s about building relationships, understanding cultural fit, and executing a seamless integration strategy. With over 60 deals under his belt, Jeff Giles, Executive Vice President at Core & Main, has a proven track record of leading high-volume, buyer-led M&A.

In this episode of the M&A Science Podcast, Jeff shares his expertise in strategic acquisitions, relationship-driven deal sourcing, and post-merger integration. He discusses the critical role of culture in M&A, how to prioritize acquisition targets, and why technology is essential for managing complex transactions.

Things you will learn:

Buyer-led M&A – The power of proactive deal sourcing
Building a strategic market map – Core vs. adjacent markets
How to assess culture in M&A – What makes a deal truly successful
Negotiation tactics in valuation gaps – Closing deals with the right structure
Integration planning – Ensuring a smooth transition post-close

_________________________________ This episode in sponsored by DealRoom AI. Forget spending hours reviewing diligence contracts. Automate the extraction and analysis of key information and create quick summary reports. Harness the power of Buyer-Led M&A with DealRoom's proven framework. Visit DealRoom.net to learn more. _________________________________

Episode Timestamps:

[00:00:00] Introduction & Guest Background

[00:03:00] Building Market Maps & Identifying Opportunities

[00:11:00] Developing Relationships in Buyer-Led M&A

[00:19:00] Expanding into Adjacent Markets

[00:24:00] Prioritization of Acquisition Targets

[00:31:00] Evaluating Cultural Fit & Integration Risks

[00:38:00] Building Trust & Transparency with Business Owners

[00:42:45] The Due Diligence Process

[00:50:00] Managing Bid-Ask Spread & Valuation Challenges

[00:55:00] Integration Planning for M&A Success

[01:01:00] The Role of Technology in M&A

[01:06:00] Surprising Moments in M&A