M&A transaction fees are famously back-ended, with 90% and sometimes 100% contingent on successful completion. Add to this that M&A processes are only rarely straightforward, and represent a big and (often) one-time decision for one or both parties: buyer and seller.
Closing deals is therefore not straightforward. Yet financial advisory houses still consider origination as the holy grail, with business winners treated as rainmakers, and those tasked with delivery seen as water-carriers.
This course aims to give full exposure to the skills and tradecraft needed to become a practitioner who consistently closes deals. Starting in the middle of a typical sale process, with established interest but ahead of final offers, the course covers every skill and negotiating point relevant to ‘bringing the deal home’. It addresses how to drive business value and negotiate the fine detail of equity value, including completion accounts and locked box pricing. It focuses on all the necessary soft skills aimed at both maximising buyer interest, and in carrying all parties to the transaction process forward, bringing due diligence to a head. There is a specific focus on how to choose a preferred bidder and lock in key terms via Heads of Agreement. Lastly there is a section to help understand the areas of the SPA which can cause commercial dispute (or be used to solve differences), and on how financial advisers can best interact with the lawyers as the SPA is finalised.
Above all it gives participants greater control over the latter part of any sale process they are managing, making them better at Closing the Deal.