Article Summary: 3 Tweaks to Improve Your Corporate Development Strategy | Axial

By Axial | June 2, 2016

I've pared down this article to it's key points.  If you would like to read the entire article click on the link at the bottom of this summary -- Eric Gall

The acquisition market is very competitive.
Corporate development teams must continually connect with both CEOs and intermediaries to cover the market and get access to quality deals. 
Here are 3 strategies to supercharge your corporate development strategy: 

1. Play the long game.

• Demonstrate an interest in partnering with potential targets, rather than simply buying them. 
• It is a buyers market; therefore, sellers’ expectations are inflated.
• Sellers look to start a relationship with corporate development teams 3 to 18 months before an acquisition. 
• CEOs aim to show acquiring companies their progress, give them time to recognize value, and to confirm that they are selling to the right buyer.
• Diligence identifying and connecting with companies before they go to market will prove advantages.

2. Flip the script.

• If investment banker calls your company to see if you’re interested in selling, flip the script.
• Inform the banker your aren’t looking to be acquired, but looking for acquisitions.
• The banker may have a deal fitting what you’re looking for.
• Get to know the gatekeepers -- investment bankers are key to unlocking proprietary deal flow.

3. Think scalability.

• Wherever there is marketplace dispersion, increased interconnectedness will accelerate efficiency and reduce costs, e.g., AirBnB for sublet market, or LinkedIn for job market. 
• Deal platforms deliver access to a large number of deals across a wide quality spectrum,
• Online deal platforms make sure you never miss a deal in your networkand offer tools to canvass micro-industries and niches previously too expensive to cover. Teams gain access to a wide range of opportunities and improve their corporate development strategy. 

Article LINK

For additional information regarding Florida business sales, acquisitions and valuations, please contact Eric J. Gall at Eric@EdisonAvenue.com or 239.738.6227. Also, visit our Edison Avenue website at www.EdisonAvenue.com or my personal website at www.BuySellFLbiz.com.