It is not unusual to hear of a conglomerate acquiring another company to achieve market share or to help it branch into a new field. However, the trend does not just involve mega companies.
Growth through acquisition is a valid strategy for businesses in the lower mid-market as well as the mid-market. Like their larger peers, smaller entities are reaching out to acquire other businesses to achieve growth, to find new talent, to get into new markets.
Members of the BTS team have been working with several companies in recent months to help them identify a target for acquisition.
There are several phases for most projects of this type.
Defining and clarifying the goals. The advisor works with the owner and management team to clarify what is sought and why.
Identifying potential targets. Sometimes the buyer has companies in mind, but generally the best prospects are found during a confidential search.
Finding the synergies. The acquisition has to make sense, and relate directly to the strategy that has been developed during the early stages.
Framing the deal. An acquisition will require a formal offer to purchase, completion of diligence and development of an integration plan, which should be done before the formal agreement is signed.
Regardless of size, growth through acquisition is becoming a more common approach for smaller entities to remain competitive and to develop a stronger market presence.
"The entire process went smoothly and professionally. The BTS team kept me fully informed at every step. They worked hard and were effective in bringing the deal home."
"Skip and I continue to be grateful for all you have done to make the sale of Pure Flow come to fruition."
"BTS’s level of expertise in the process and close attention to detail enabled us to successfully navigate the deal."
"These types of transactions are often long and complicated and I doubt it could have been successfully completed without your close ongoing involvement."
"The outside objective point of view that you have brought us has been invaluable as we prepare for the rapid growth."
"John then found the right buyer and coordinated a seamless transition—he doesn’t miss a single detail."
"John immediately identified our strengths and experiences and discussed a business that ultimately was more in line with our goals."
"The BTS team came in, evaluated everything in a professional and thankfully non-threatening manner."
Successful Acquisition Hinges on More Than Strategy
In the current labor environment, it can be difficult to grow a business. Instead of hiring the talent you need to fuel organic growth, growth through acquisition can be another way to expand.
Three Things to Check
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What’s the M&A Outlook?
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PEI Cites 8 Attributes of Quality Deals
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In an M&A Program: Why Consider a Business “Carve Out”?
An M&A program need not be limited in the search to the complete acquisition of a company.
The BIA Report on Consumer Confidence
"NH consumer confidence remains high" according to the latest BIA Survey conducted October 10 and October 18, 2018 by the UNH Survey Center.
Business Transition Snippets
Here are a few observations we culled from sources we regularly review that relate to business transitions.
Precision Machining Company
Initially, liquidation was a serious consideration. It would offer a quick exit but would hurt loyal employees and disrupt the customers who had come to rely on its quality production.
Green Product Company
Our client owners could dig in for the long haul…However, this would take five years or more. Owners simply lacked the horsepower to do it.
Water Purification Company and Young Buyers
Owners decided they wanted to retire. They also wanted to be fair to the staff who had been loyal to them. Could the company be sold, the staff retained and the facility remain in use?
Magnetics Company with High Profile Customers
(T)he manufacturer would need to focus on growing EBITDA to capture interest from major strategic buyers and achieve a higher multiple of earnings.