2019 M&A TRENDS

Leadership Pipeline = Deal Success

One of the top M&A themes we are seeing today -- buyers asking sellers “can you please tell us more about your management succession plan and second tier leadership team?” The reason is quite simple.  While buyers are investing in a company’s long-standing reputation, client relationships, expert services and financial performance, it is the people that represent the future of the company.  And knowing the depth, level of development and management responsibility of a seller’s 2nd and even 3rd tier team is an important component to getting a deal done, and what can drive up valuations, or cause deals to fall apart.