Andy Cohen, Vice President of Corporate Development at F5 Andy has built a career that proves M&A is fundamentally about relationships, not just transactions. With 30 years of experience and 60 deals closed across high-growth tech companies including Citrix, Acquia, and F5, Andy has cultivated the kind of reputation where every CEO he's worked with will take his call tomorrow. In this conversation, he reveals why zero-sum thinking kills deals, how to convince people to sell without convincing them to sell, and why walking away on principle matters more than closing at any cost.  Things you will learn:  Why reputation is your most valuable M&A asset The shift from zero-sum to win-enough thinking Learn Andy's approach to using due diligence as the foundation for integration strategy, cultural fit assessment, and long-term value creation.  _____________ 💡 Tired of spending weeks organizing seller documents and building diligence checklists from scratch? DealRoom helps M&A teams cut manual review time and move faster through diligence. Automatically organize messy data rooms, surface risks earlier, and generate tailored diligence requests in seconds—so your team can focus on analysis, not admin work.  👉 See how AI can streamline your next deal: dealroom.net/ai __________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work. This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better. Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225 _____________ Episode Timestamps [00:02:30] The Empathy Advantage – Why sitting in every seat at the M&A table gives you the perspective to close better deals. [00:04:00] Zero-Sum Thinking Will Kill Your Deals – The mindset shift from "winning" to ensuring everyone gets enough of what they want. [00:07:30] Building Relationships That Actually Drive Deals – How a 30-year network of bankers, VCs, and former CEOs creates proprietary deal flow. [00:10:30] Why Proactive Beats Auctions Every Time – Why almost all of Andy's deals are proactive and how strategic focus enables targeted outreach. [00:14:00] Getting to the Story Behind the Company [00:21:00] How to collaboratively build the acquisition narrative without being pushy or transactional. [00:25:00] Trust Through Reputation and References [00:32:00] Due Diligence Is Integration Planning  [00:42:00] Navigating the hardest negotiations—convincing product teams that buying beats building [00:53:00] Walking Away on Principle – The deal Andy killed because the other side wanted to hurt employee shareholders Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

In this special father-daughter episode, My daughter interviews me on my new book on Buyer-Led M&A™. We break down the framework built from over 400 practitioner interviews—covering why traditional M&A is flawed, how to shift from reactive auction-chasing to proactive deal sourcing, and why integration planning must begin during diligence. Things you will learn: Why integration planning during diligence (not after) determines deal success How the five pillars of buyer-led M&A transform reactive processes into strategic engines  Why proactive deal sourcing beats bank-led auctions every time ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225  __________________ Buyer-Led M&A™: The Framework is Now Available Traditional M&A is broken. Buyers chase auctions. Sellers control the process. It's reactive, inefficient, and exhausting. After 300+ episodes of M&A Science, I've taken insights from the world's top corp dev leaders and distilled them into a practical framework for taking control of your M&A pipeline—how to source deals directly, build relationships earlier, and stop being auction-chasers. If you'd like to build a proactive M&A program that founders actually want to engage with, you can grab your copy. https://dealroom.net/resources/ebooks/buyer-led-m-a-tm-the-framework _________________ Everything You Need to Learn Modern M&A — In One Membership Access proven templates, frameworks, and real operator insights — all designed to help you learn faster, make smarter decisions, and run Buyer-Led M&A with confidence. Sign up now with promo code "FOUNDER" for 50% off at checkout.  https://www.mascience.com/membership __________________ Episode Timestamps [00:00:00] Introduction to Buyer-Led M&A – Kison introduces his new book and the framework for flipping traditional M&A from reactive to proactive deal-making. [00:05:30] The M&A Science Origin Story [00:08:30] The Maturity Curve Problem – Why companies make catastrophic mistakes on their first deal and how the buyer-led framework accelerates learning. [00:12:30] Integration Is Where Value Lives – Understanding that the real work starts after close and why planning integration early prevents people from quitting. [00:19:00] M&A Has a Design Problem, Not an Execution Problem – Why focusing on closing deals instead of making deals successful creates systemic failure. [00:25:00] The Five Pillars of Buyer-Led M&A – Breaking down never M&A on impulse, unified tools, synchronized diligence-integration, scalability, and win-win approaches. [00:37:30] The Three Coats of Conviction – How reactive positioning, integration negligence, and model mirage derail even well-intentioned deals. [00:49:00] What Elite Buyers Do Differently – Early alignment, clear accountability, defined operating models, and building M&A as an organizational muscle. [00:54:00] Proprietary Deal Sourcing Beats Auctions – The house-buying analogy that illustrates why doing the hard work of finding your own deals creates better outcomes. [01:00:30] The Single Most Important Takeaway – Own your assumptions, validate them through rigorous work, and lead the process instead of letting sellers drive it. Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Sharon Van Zeeland, Vice President of Strategy and Corporate Development at Rockwell Automation Sharon brings a unique engineer's perspective to the softest parts of M&A. In this episode, Sharon reveals how Rockwell developed a systematic scoring system for evaluating culture fit during due diligence—complete with numerical rankings across key dimensions like decision-making authority, adaptability, and mission alignment. She also shares unconventional tactics for getting deals across the finish line, from negotiating hunting rights to sponsoring 4th of July parades, and explains why marrying your diligence and integration teams early is the secret to accelerating post-deal value creation. Things You'll Learn How to build a numerical scoring system for culture assessment Why marrying your diligence and integration leaders from day one eliminates knowledge chasms, captures integration costs in your deal model, and helps you reach steady state faster than traditional handoffs Creative negotiation tactics beyond price and terms  ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225  __________________ Buyer-Led M&A™: The Framework is Now Available Traditional M&A is broken. Buyers chase auctions. Sellers control the process. It's reactive, inefficient, and exhausting. After 300+ episodes of M&A Science, I've taken insights from the world's top corp dev leaders and distilled them into a practical framework for taking control of your M&A pipeline—how to source deals directly, build relationships earlier, and stop being auction-chasers. If you'd like to build a proactive M&A program that founders actually want to engage with, you can grab your copy. https://dealroom.net/resources/ebooks/buyer-led-m-a-tm-the-framework _________________ Everything You Need to Learn Modern M&A — In One Membership Access proven templates, frameworks, and real operator insights — all designed to help you learn faster, make smarter decisions, and run Buyer-Led M&A with confidence. Sign up now with promo code "FOUNDER" for 50% off at checkout.  https://www.mascience.com/membership __________________ Episode Chapters [00:02:30] From Engineering to Corp Dev – How Sharon's electrical engineering background shaped her analytical approach to evaluating all deal variables, including the unexpected correlation between employee retention and new product introductions. [00:05:30] Owning the Full Lifecycle – Why Rockwell expanded Sharon's role to include strategy, M&A, integration, and venture investing, creating an enterprise-wide view with quarterly reviews and closed-loop learning. [00:08:30] The Cultural Wake-Up Call – The story of how Rockwell acquired a small software company and nearly derailed a customer's drug development timeline because they missed evaluating decision-making authority during diligence. [00:12:00] Building a Culture Scoring System – How Rockwell uses a 50-item survey to create numerical rankings (0-5 scale) across cultural dimensions, then visualizes gaps and similarities in graphs that are "worth a thousand words." [00:19:00] Integration Playbooks by Company Size – Why Rockwell developed separate playbooks for small, mid-size, and large acquisitions, and how they determine whether to leave companies alone, partially integrate, or fully absorb. [00:27:00] Getting Deals Actionable – Sharon's unconventional negotiation stories: securing hunting land rights for a Texas seller, letting an owner keep his beloved company truck, and guaranteeing 4th of July parade sponsorships. [00:38:30] Marrying Diligence and Integration – The shift from waiting until closing to starting integration planning before LOI, including how Rockwell pairs each integration leader with a corresponding person on the target side. [00:46:00] Continuous Learning Through Retrospectives – How Rockwell conducts retrospectives after every deal phase—not immediately after closing, but six months to a year later when they can truly assess what worked. [00:49:00] AI's Impact on M&A – Sharon's perspective on how AI is changing deal flow and diligence processes, plus a cautionary tale about AI hallucinations incorrectly identifying a public company as private. [00:52:00] Data Beyond Financials – Why corp dev leaders should track employee retention rates, promotion rates, new product introduction velocity, and customer complaints as cultural success indicators. Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Leon Brujis, Partner and Co-Head of U.S. at 65 Equity Partners Leon Brujis shares how his firm is redefining private equity through non-control investments in founder-led businesses. In this conversation, Leon breaks down why the best companies are never for sale, how immigrant adaptability translates to investing success, and why boring, disciplined deal-making consistently outperforms flashy transactions. He also walks through his framework for negotiating term sheets and building relationships that span years before cutting checks north of $200 million. Things You'll Learn Why non-control "partnership capital" allows PE firms to capture the alpha of founder-led companies that outperform by 3x How to structure competitive fundraising processes that balance relationship-building with deal tension—without talking to 60 firms The five-point framework for negotiating term sheets: value, structure, governance, strategy alignment, and exit planning ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225  __________________ Buyer-Led M&A™: The Framework is Now Available Traditional M&A is broken. Buyers chase auctions. Sellers control the process. It's reactive, inefficient, and exhausting. After 300+ episodes of M&A Science, I've taken insights from the world's top corp dev leaders and distilled them into a practical framework for taking control of your M&A pipeline—how to source deals directly, build relationships earlier, and stop being auction-chasers. If you'd like to build a proactive M&A program that founders actually want to engage with, you can grab your copy. https://dealroom.net/resources/ebooks/buyer-led-m-a-tm-the-framework __________________ Everything You Need to Learn Modern M&A — In One Membership Access proven templates, frameworks, and real operator insights — all designed to help you learn faster, make smarter decisions, and run Buyer-Led M&A with confidence. Sign up now with promo code "FOUNDER" for 50% off at checkout.  https://www.mascience.com/membership __________________ Episode Chapters [00:01:00] From Engineering to Wall Street – How Leon's immigrant journey led him from Lehman Brothers to 20+ years in private equity [00:05:30] The Immigrant Advantage – Why cultural adaptability creates flexibility in deal-making and relationship management [00:10:00] The 65 Equity Model – Non-control investments in founder-led businesses generating $20-100M EBITDA [00:16:00] Pull vs. Push Value Creation – Why partnership capital relies on influence, not mandates [00:24:00] Underwriting Relationships First – Spending 1-2 years building conviction before writing $200M+ checks [00:33:00] Crisis of Comfort – Getting comfortable being uncomfortable as the key to growth in business and life [00:43:00] Making M&A Boring – Why consistency and discipline beat motivation and excitement every time [00:48:00] Term Sheet Negotiation Framework – The five buckets that matter: value, structure, governance, strategy, and exit [00:56:30] Running a Competitive Process – How to balance broad outreach with targeted relationship-building [01:01:00] The Craziest Thing in M&A – When deal fever overtakes discipline and creates the next crisis  __________________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Brandon Batt – Chief People and Transformation Officer at Quadient Brandon Batt joins us to discuss how successful M&A integration starts long before you sign an LOI. Brandon shares how Quadient built M&A capability across the organization through strategic hiring, created a transformation office that breaks down traditional silos, and executed portfolio transformation through dozens of acquisitions and divestitures. Learn why the secret to integration success isn't just about playbooks—it's about building M&A muscle into your team from day one. Things You'll Learn Why hiring for M&A experience across your organization creates the foundation for deal success, even in roles that seem unrelated to corporate development The transformation office model that eliminates the handoff problem  Why cultural "add" beats cultural "fit"  ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. Share your experience: https://hubs.ly/Q03Rr89G0 ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225  __________________ Episode Chapters [00:02:30] Building a Transformation Office – How Quadient structured M&A, HR, legal, and sustainability under one umbrella to drive seamless execution [00:05:00] Portfolio Simplification Through M&A – Starting transformation with strategic divestitures before adding new capabilities through acquisitions [00:10:00] The Pre-LOI Integration Planning Model – Why strategic operations teams get involved in due diligence from the beginning, not after the deal is signed [00:16:00] Human Connection as M&A Secret Sauce – Building trust with founders and management teams before discussing price and terms [00:21:00] Hiring for M&A Muscle – Why M&A readiness starts with recruiting people who have transaction experience across key business functions [00:28:00] Evolving M&A Maturity – Getting more formal about talent assessment and playbooks while giving teams autonomy to move fast [00:33:00] Founder-Led Business Challenges – Learning to structure deals and set expectations upfront when acquiring companies led by first-time sellers [00:42:00] Collaboration Without Hierarchy – How "collaborate like crazy" became a cultural principle that breaks down silos in M&A execution [00:47:00] Deal Story: Meeting in London During COVID – Why some deals still require getting on a plane, even during a pandemic [00:51:00] AI in M&A and the Human Element – Balancing technology efficiency with the human intuition that uncovers critical deal insights  __________________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Rachel Hindley, Vice President of Corporate Development, IFS  Rachel oversees transformative acquisitions for the global leader in industrial AI and enterprise software. In this episode, Rachel shares how IFS navigates the unique dynamics of having three major private equity backers—EQT, HG, and TA Associates—while executing strategic deals that enhance their portfolio. She breaks down IFS's four acquisition archetypes (product bolt-ons, customer migration, market entry, and new platforms), explains why integration and value creation must be separated, and reveals how the company is adapting its strategy for early-stage AI acquisitions. M&A professionals will learn how to build repeatable frameworks, maintain cultural continuity during integration, and balance stakeholder priorities in complex deal environments. Things you will learn: How to structure M&A around four distinct acquisition archetypes  Why separating systems integration from value creation  How to balance multiple PE stakeholder priorities  ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. Share your experience: https://hubs.ly/Q03Rr89G0 ____________________ Today's episode of the M&A Science Podcast is brought to you by Grata! Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more.  __________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225  __________________ Episode Chapters [00:02:30] From Tax to Corp Dev – Rachel's unconventional path from PwC tax structuring to leading M&A at a global software company. [00:05:00] Managing Three PE Backers – How IFS leverages deep support from EQT, HG, and TA Associates while navigating different investment horizons and exit expectations. [00:12:30] Four Acquisition Archetypes – Breaking down IFS's strategic framework: product bolt-ons, customer migration, market entry, and new platform deals. [00:18:00] The AI Acquisition Challenge – Why IFS acquired The Loops despite it being smaller and earlier-stage than typical targets, and what it means for their agentic platform. [00:26:00] The Standalone Strategy – How IFS kept Poka as a standalone business to preserve culture and agility while still achieving cross-sell synergies. [00:31:00] In-House Commercial Diligence – Why IFS brings dozens of people into due diligence and keeps most work in-house rather than outsourcing to consultants. [00:37:30] Integration vs. Value Creation – The critical distinction between systems integration and value creation that determines whether deals hit their business case projections. [00:43:00] Cultural Retention Tactics – From MacBooks to Slack, the small decisions that make or break retention of key talent in acquired companies. [00:52:30] Building Trust Before the Deal – Why bilateral deals trump auction processes and how face-to-face relationship building accelerates transaction timelines. [00:59:00] Corporate Venture 2.0 – How fast-moving AI markets are pushing IFS to consider series financing and call options instead of traditional full acquisitions.  __________________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Keith Crawford, Global Head of Corporate Development and M&A at State Street Corporation Keith Crawford, Global Head of Corporate Development and M&A at State Street Corporation, brings over 20 years of expertise executing some of the most intricate custody business carve-outs in financial services. In this episode, Keith breaks down the realities of carve-out transactions—from proactive deal sourcing and dependency mapping to navigating TSAs and post-close integration. He shares hard-won lessons on avoiding common pitfalls like scope creep, third-party contract renegotiations, and employee retention challenges that can derail even the most promising deals. Things You'll Learn Why carve-out transactions demand bespoke approaches: No two deals are alike—discover how to identify the 20% of unknowns that templates can't capture and build flexibility into your diligence process. How to source carve-out opportunities proactively: Learn State Street's strategy for targeting custody business carve-outs, including the "why us" narrative and who to approach (hint: not the business unit leader). The integration secrets that prevent deal failure: From embedding integration experts early in diligence to managing employee retention and TSA timelines, Keith reveals how to align synergy assumptions with operational reality. ____________________ Share Your M&A Experience for the Chance at $500 Giftcard M&A moved fast in 2025. But what actually changed? We're collecting real insights from practitioners—not consultants on the sidelines—to understand how corp dev teams, PE firms, and advisors are adapting. Takes 10 min. Get early access to results + chance at $500 gift card. Share your experience: https://hubs.ly/Q03Rr89G0 ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225 _______________ Episode Chapters: [00:03:30] From Accountant to M&A Leader – Keith's journey from audit to becoming a dealmaking general contractor [00:06:00] The General Contractor Mindset – Why successful M&A requires orchestrating expert teams across tax, operations, IT, and risk [00:06:30] The 80/20 Rule of Carve-Outs – Why templates work for most deals but the 20% whitespace requires bespoke analysis [00:10:00] Third-Party Contract Landmines – How change-of-control provisions can blow up your valuation assumptions [00:16:00] Building Strategic Alignment Early – Embedding integration experts into diligence to bridge deal models with operational reality [00:23:00] Proactive Deal Sourcing Strategy – State Street's approach to targeting custody business carve-outs with a clear "why us" narrative [00:35:00] Leveraging Banker Networks Strategically – How mid-tier investment banks often have better contacts for carve-out opportunities [00:48:00] Culture Preservation in Integration – Lessons from the Charles River acquisition on maintaining employee morale and retention [00:52:30] Major Deal Breakers – The two red flags that cause State Street to walk away from carve-out transactions [00:55:00] The Craziest M&A Moment – A hospital room negotiation that almost derailed a major international carve-out ____________________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Johanna Jaakola – Integration Lead, Corporate Development Integration Team, Cisco Tesia Hostetler – Leader, Acquisition Integration Practice, Cisco Johanna Jaakola, Integration Lead on Cisco's Corporate Development Integration Team, and Tesia Hostetler, Leader of Cisco's Acquisition Integration Practice, continue their deep dive into Cisco's integration-led M&A framework. In Part 2, they reveal how integration planning shapes diligence, how value drivers guide surgical execution, and what it takes to coordinate a 180-person M&A community. From day one employee experience to go-to-market complexity and the Splunk mega-deal, this episode delivers practical frameworks for M&A professionals looking to accelerate value creation while protecting what matters most. Things you will learn: Learn how Cisco tests integration strategy during diligence and adjusts execution plans based on findings without losing sight of deal thesis Discover how Cisco structures functional integration leaders, maintains alignment through recurring touchpoints, and tracks everything in a centralized M&A hub Understand how to validate customer stories, align partner ecosystems, and make surgical decisions about when to integrate sales motions versus protecting existing revenue engines _____________________ M&A Doesn't Have to Be So Painful 💔  Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth.  👉 Learn how you can run a repeatable, buyer-led process at DealRoom.net ____________________ This episode is brought to you by S&P Global. Today's episode of M&A Science is brought to you by S&P Global Market Intelligence. If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.  This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.  Learn More Here: https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225 _______________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Johanna Jaakola – Integration Lead, Corporate Development Integration Team, Cisco Tesia Hostetler – Leader, Acquisition Integration Practice, Cisco Johanna Jaakola, Integration Lead on Cisco's Corporate Development Integration Team, and Tesia Hostetler, Leader of Cisco's Acquisition Integration Practice, share how one of the world's most prolific acquirers structures deals for success. This episode breaks down Cisco's integration-led diligence model, where integration leads orchestrate due diligence from the deal thesis stage, ensuring strategic alignment and execution readiness before ink hits paper. Learn how Cisco's structured approach to integration strategy, two-stage approvals, and tight feedback loops between strategy and execution have transformed their M&A outcomes—with insights from their $28 billion Splunk acquisition. Things You'll Learn Why integration leads should orchestrate diligence  How creating an integration thesis alongside your deal thesis ensures every diligence question tests strategic assumptions and drives execution clarity How Cisco's dual approval process (one to negotiate LOI, another for final purchase agreement) creates natural checkpoints to validate strategy before committing capital ____________________ Only 3 Days Left to Register for the Buyer-Led M&A™ Summit. This is the #1 virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Network with leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ M&A Doesn't Have to Be So Painful 💔🥀  Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth.  👉 Learn how you can run a repeatable, buyer-led process ____________________ Episode Chapters [00:02:00] Cisco's Integration Leadership Team [00:06:00] Role Clarity – Integration Lead vs. Integration Practice Leader [00:10:00] How Cisco evolved from integration showing up late to embedding integration thinking at the earliest deal thesis conversations. [00:15:00] Testing Assumptions Through Diligence [00:22:00] How Cisco reorganized corporate development to eliminate silos between deal strategy and integration execution, creating tighter feedback loops. [00:29:00] Two-Stage Approvals – Protecting Value with Structured Gates [00:33:00] Integration Leads Diligence – The Air Traffic Controller Model   Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Tim Hall - Managing Partner and Founder, Brenton Point Capital Tim brings 29 years of private equity experience to this conversation about what actually works in buy-and-build strategies. After launching Brenton Point in 2024 following a 20-year run at CI Capital Partners, where he completed 200+ acquisitions across 12 platforms, Tim breaks down the independent sponsor model and why integration—not just aggregation—is the real value driver. He walks through building platforms from scratch, the executive-first strategy for fragmented markets, and how standardized integration playbooks turn acquired companies into cohesive, high-performing businesses. Things You'll Learn Why independent sponsors can outperform traditional PE funds through concentrated investments, longer hold periods, and direct alignment with management teams earning 15% equity upside versus the typical 10% The difference between roll-ups and consolidation and why integration excellence separates winning platforms from aggregated disasters How to build platforms from scratch ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ Today's episode of the M&A Science Podcast is brought to you by Grata! Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more.  __________________ Episode Chapters [00:02:00] The GE Capital Training Ground – How Tim's early experience with expert networks shaped his approach to surrounding deals with industry advisors who invest alongside him [00:04:30] Starting companies with zero revenue by hiring CEOs first, then building deal pipelines in fragmented industries like funeral services [00:06:00] Why deal-by-deal capital raising enables longer hold periods, eliminates fund-driven decisions, and captures more value creation in the back half [00:11:30] Finding and Aligning Operators – Sourcing executives through recruiting firms willing to co-invest, and structuring 15% management equity pools for maximum alignment [00:22:00] Using buy-side search firms to validate thesis and create deal flow before platform acquisition, touching 2,000+ companies to close 200 deals [00:27:00] Why acquiring is easy but integrating is hard, and how culture assessment, facility tours, and team retention determine success [00:49:00] Hub, Spoke, and Route Strategy – Three acquisition types for platform building: regional hubs with management depth, spoke deals for synergies, and route buys for pure customer acquisition [00:52:00] The 150-Point Integration Playbook  [00:58:30] One-Page Strategic Plans – Keeping teams aligned on priorities from monthly goals to five-year vision with a single dense but powerful reference document [01:04:00] The Herd Mentality Warning – How quickly industries go from undiscovered to overcrowded, and why being the 30th platform in a space means you're already too late Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Stefan Williams - Vice President of Corporate Development and Snowflake Ventures at Snowflake Stefan Williams, Vice President of Corporate Development and Snowflake Ventures at Snowflake, leads the company's acquisition strategy, corporate venture capital, and startup accelerator programs. In this episode, Stefan takes us inside Snowflake's disciplined, culture-first approach to M&A—from building the corporate development function from scratch to executing 20+ acquisitions while maintaining breakneck organic growth. He shares hard-won lessons on integration accountability, why relationships matter more than auctions, and how to balance proactive deal-making with the realities of a fast-moving AI landscape. Things You'll Learn Start small and build M&A muscle – Why Snowflake began with sub-50 person acquisitions to prove integration capabilities before scaling to larger, more complex deals Integration accountability drives success – The critical importance of assigning DRIs (Directly Responsible Individuals) with clear timelines at 30, 60, 90, and 180 days post-close Buyer-led beats reactive – How investing time in proactive CEO relationships and strategic alignment dramatically improves deal outcomes versus responding to banker processes ___________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you'll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything's practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:30] From Banking to Building – Stefan's journey from investment banking to building corporate development teams at ServiceNow and Snowflake [00:04:30] How the "amp it up" mentality shapes every aspect of operations, including M&A strategy [00:07:00] Why high-growth companies must begin with digestible acquisitions to develop integration capabilities [00:10:00] Week One Playbook – How to build a corporate development function from scratch by interviewing product leaders and aligning on strategy [00:14:00] Managing internal relationships across product, engineering, and go-to-market to maintain strategic clarity [00:21:00] Strategic Ventures, Not Financial Bets [00:27:00] Integration DRIs and the Marriage Analogy  [00:37:30] Managing Three Concurrent Deals  [00:42:00] Why nearly all 20 Snowflake acquisitions involved prior relationships and how buyer-led strategy wins [00:48:30] Navigating the AI Explosion – Staying current in a landscape where companies scale from zero to $100M in years, not decades Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Hilary Shirazi - Head of Corporate Development at Notion Hilary Shirazi, Head of Corporate Development at Notion, brings over a decade of M&A experience from LinkedIn, Pinterest, and Zendesk to discuss building corporate development strategy at high-growth tech companies. She shares her proven deal thesis methodology, the "Four T's" framework for categorizing acquisitions, and why integration without an IMO might be the better approach for agile teams. Things you will learn: The Deal Thesis Framework – How to crystallize strategy before identifying targets using Hilary's proven document template The Four T's of M&A – Talent, Tech, Traction, and Terrain categories that determine your acquisition approach and integration strategy Integration Without IMO – Why embedding integration throughout the process beats traditional handoff models for most deals ___________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you'll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything's practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:00] Hilary's career evolution and why in-house M&A beats advisory work [00:05:00] Building M&A Best Practices – Why starting at a mature organization teaches critical fundamentals before going solo [00:08:30] Getting to know executives' M&A fears and biases before sourcing deals [00:11:00] The Deal Thesis Methodology – Creating strategy documents before naming targets to avoid "solution shopping" [00:16:00] Deal Sponsor Selection [00:20:00] Front-Loading Vision Alignment  [00:30:00] The Four T's Framework – Categorizing acquisitions as Talent, Tech, Traction, or Terrain deals [00:35:00] Integration Without IMO – Why Corp Dev should own integration instead of handing off to separate teams [00:42:00] Using Notion for M&A [00:51:00] AI in Corporate Development  Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Jennifer Miller - Senior Director of Corporate Development, Oshkosh Corporation Jennifer Miller, Senior Director of Corporate Development at Oshkosh Corporation, brings over 24 years of M&A experience spanning investment banking, boutique advisory, and corporate development. In this episode, she reveals how Oshkosh evolved their corporate venture capital approach from CVC 1.0's financial focus to CVC 2.0's strategic innovation partnerships. Jennifer shares practical insights on managing 400+ deal flow annually, structuring IP agreements, and balancing minority investments with traditional M&A within a single corporate development function.  Things You'll Learn CVC 2.0 Framework: How to evolve from pure financial returns to strategic innovation partnerships that accelerate technology adoption Deal Flow Management: Systematic approach to evaluate 400+ companies annually using thematic prioritization and rapid technical diligence IP Structuring: Strategic methods for negotiating exclusivity, co-development agreements, and future acquisition rights without limiting startup growth ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ Today's episode of the M&A Science Podcast is brought to you by Grata! Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more.  __________________ Episode Chapters [00:02:30] Corporate Development Evolution – Jennifer's 24-year journey from investment banking to strategic partnerships [00:05:00] CVC 2.0 Philosophy – Shifting from financial investments to innovation-first partnerships [00:10:00] Balancing M&A and CVC – Managing traditional acquisitions alongside minority investments in one team [00:16:00] Proof of Concept Budget – How Oshkosh funds cross-business unit technology pilots [00:20:30] Deal Flow Sourcing – Processing 400+ companies annually through thematic prioritization [00:24:00] IP and Acquisition Rights – Structuring exclusivity and information rights without limiting startup exits [00:31:00] Strategic Value Proposition – What startups gain from corporate investors beyond capital [00:36:00] Integration Management – Preventing startup overwhelm while ensuring technology adoption [00:41:30] Startup Positioning Advice – How entrepreneurs should approach strategic versus financial investors Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Nicole Markowski - Former Director of Business Integration and Operations, Wipfli Join Nicole as she shares unvarnished truths from managing 30+ transactions. Nicole reveals how integration-led diligence prevents value destruction, why traditional deal economics often miss critical human factors, and practical strategies for maintaining the human touch while scaling M&A programs from 3 to 16 concurrent deals. Things You'll Learn Why integration leaders must be involved in deal economics discussions to prevent value destruction How to scale M&A operations from 2-3 to 16+ concurrent deals without losing the human touch The critical difference between project managers and true integration leaders in M&A success ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ Join us for the 3rd M&A Science Fair IN PERSON Get pure, off-the-record collaboration between corporate development, private equity, and integration leaders. Instead of passive listening, you'll be sharing real frameworks, trading ideas, and testing what actually works in modern deal execution. Everything's practitioner-led, and every topic is surfaced by the attendees themselves. October 16th — NYC 8AM-7:30PM Request an invite here: https://luma.com/khkuh6yw ____________________ Episode Chapters [00:02:00] Engineering an M&A Career – From Accenture consultant to integration expert [00:04:00] Tale of Two Velocities – Contrasting measured vs high-volume M&A approaches [00:07:00] Why cost pool analysis can destroy deal value [00:17:00] When Sellers Walk Away – The Mac vs PC deal breaker story [00:22:00] Integration-Led Diligence – Why integration leaders should quarterback due diligence [00:32:00] Keeping It Human at Scale [00:37:00] Bridging cultural gaps in professional services  [00:47:00] Beyond Project Management – What makes a true integration leader [00:53:00] When IT Walks Out – Crisis management  Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Byron Lichtenstein, Managing Director at Insight Partners Byron brings over a decade of experience scaling M&A operations across one of the world's leading software investors. In this episode, Byron breaks down how Insight executes buyer-led M&A at scale, supporting CEOs across their 500+ portfolio companies from sourcing through integration. He shares frameworks for strategic positioning, the critical difference between types of M&A deals, and why strategy must drive every acquisition decision. M&A professionals will learn how to build repeatable M&A processes and avoid the common trap of unfocused deal-making. Things You'll Learn Strategic positioning framework: How to "write the S-1 on day one" and create a clear 5-year vision that guides every M&A decision M&A categorization strategy: The three core types of M&A (market consolidation, product expansion, geographic expansion) and how to execute each differently Integration execution: Why integration must be 100% of someone's job and how to build flexible 100-day plans that actually get executed ____________________ The Buyer-Led M&A™ Summit is back.The virtual event built for dealmakers who want to eliminate chaos and take control from sourcing through integration. 📅 October 30, 2025 🕚 11:00 AM – 2:30 PM ET 💻 Free & Virtual Learn from leaders who've built scalable, repeatable strategies that keep deals on track - Register now. ____________________ M&A Doesn't Have to Be So Painful 💔🥀  Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth.  👉 Learn how you can run a repeatable, buyer-led process ____________________ Episode Timestamps: [00:02:00] Building M&A at Scale – Byron's journey scaling Insight's portfolio support from 6 to 120 people across 500+ companies [00:06:30] The Evolution of Software Roll-Ups – How the market shifted from simple consolidation plays to product-focused strategic acquisitions [00:10:30] The NMI Case Study – Real example of product expansion M&A strategy in the payments infrastructure space [00:14:00] Focus vs. Expansion Dilemma – When to stay focused on core customers versus expanding to new segments and markets [00:28:30] Strategic Positioning Framework – The "write the S-1 on day one" approach to creating long-term M&A vision [00:35:00] Founder-Led But Not Founder-Limited – Key qualities that determine which founders scale successfully through M&A [00:38:00] Integration Planning and 100-Day Plans – Why someone needs to own integration full-time and how to build flexible execution plans [00:48:30] AI and the Future of M&A – How AI is changing software M&A and the Optimizely orchestration layer case study [00:52:30] Market Sophistication – Why software buyers are becoming more discerning and what this means for deal strategy Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Javier Enrile, Managing Director of M&A at TIAA In this episode, he breaks down the art and science of thinking like a strategic buyer—from building proprietary deal pipelines through relationship-first sourcing to using sophisticated valuation techniques that separate intrinsic value from market noise. Javier reveals why patient relationship building beats aggressive auction processes, how to structure deals that protect against downside risk, and the critical integration between valuation, diligence, and deal structuring that separates successful acquirers from the rest. Things you will learn: How to build proprietary deal flow through relationship-first sourcing that creates competitive advantages over auction processes The framework for separating standalone intrinsic value from synergy premiums using DCF analysis, especially in cross-border situations Deal structuring tools like priority returns, earnouts, and rep & warranty policies that protect buyers when deals underperform _____________ Today's episode of the M&A Science Podcast is brought to you by Grata! Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more.  __________________ M&A Doesn't Have to Be So Painful 💔🥀  Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth.  👉 Learn how you can run a repeatable, buyer-led process _____________ Episode Timestamps: [00:02:30] From Sell-Side to Buy-Side – Why strategic M&A combines PE rigor with strategic thinking [00:08:00] Strategy Before Deals – The three-step framework for aligning inorganic growth with business strategy [00:12:00] Building Proprietary Pipeline – Relationship-first sourcing and managing 10-20 active targets effectively [00:20:30] Valuation Methodology Deep Dive – DCF vs. comps and why intrinsic value drives better decisions [00:25:00] Cross-Border Valuation Complexity – Modeling currency risk and geopolitical premiums in international deals [00:29:00] Deal Structuring for Risk Management – Priority returns, earnouts, and protecting against downside scenarios [00:39:30] The Integration Feedback Loop – How valuation, diligence, and integration planning inform each other [00:47:00] When Theory Meets Reality – A negotiation story about rational assumptions and irrational responses

Xavier Gury, Founding Partner at Wind Xavier Gury, founding partner at Wind venture capital firm, brings a unique triple perspective to M&A: serial entrepreneur, acquisition target, and now investor. In this episode, Xavier unpacks the critical lessons from his three successful exits, including one transformative deal with Publicis, where he structured a performance-based earnout that prioritized terms over upfront valuation. The conversation reveals why 90% of the deal value came through earnout performance, how to align teams during integration, and the strategic mistakes buyers make when acquiring founder-led companies. M&A professionals will learn practical frameworks for structuring deals that actually work post-close. Things You'll Learn Why deal terms matter more than valuation – and how Xavier structured an earnout where only 10% was paid upfront The "yin yang" principle for balanced M&A deals that create value for both buyer and seller How to incentivize key employees during earnout periods to ensure alignment and execution success _____________ Today's episode of the M&A Science Podcast is brought to you by Grata! Grata is the leading private market dealmaking platform. With its best-in-class AI workflows and investment-grade data, Grata helps investors, advisors, and strategic acquirers effortlessly discover, research, and connect with potential targets — all in one sleek, user-friendly interface. Visit grata.com to learn more. ___________________ M&A Doesn't Have to Be So Painful 💔🥀  Get Optimized with DealRoom DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _____________ Episode Chapters [00:02:00] Xavier's unconventional path from teaching AltaVista to founding startups [00:08:30] How a 10-person company acquired a 100-person competitor during market consolidation [00:14:00] Timing the Publicis Exit – Why selling to the "worst" digital player created the biggest value creation opportunity [00:18:00] How market timing generated 5x vs 12x EBITDA multiples from different buyer types [00:21:30] Breaking down the deal where upfront payment was only 10% of total value [00:26:00] The equity strategy that made earnout management effortless [00:31:00] The Yin Yang M&A Principle – Why balanced deals create 1+1=3 value instead of destroying it [00:38:00] How VCs navigate the schizophrenic nature of investment lifecycle [00:43:00] Terms vs Valuation Deep Dive [00:47:00] The $50 Billion Mistake  Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Arash Attar-Rezvani - M&A Partner, Skadden, Arps, Slate, Meagher & Flom LLP In part two of this masterclass conversation, Arash Attar-Rezvani gets into the execution challenges that separate successful M&A practitioners from the rest. From deconstructing French labor consultation myths to revealing how AI will reshape legal advisory models, this segment delivers actionable frameworks for advanced deal execution.  Things You'll Learn How to structure aggressive workforce reduction plans within French labor laws and turn compliance into deal terms The psychology of cross-cultural deal-making and why listening trumps being the loudest voice in the room How AI will reshape M&A legal services and why success fees may replace hourly billing _____________________ 📅 Join Me at the Inside the Deal Session on August 14th! 📅 See how US Heart & Vascular scaled M&A with DealRoom on August 14th,11am EST  Learn how to consolidate diligence across vendors, the simple system they use to hit deadlines, and how they cut weeks off close timelines, without burning out the team. Register now at dealroom.net/insidethedeal ____________________ Episode Chapters [00:33:00] French Labor Law Reality – Why employment consultation is easier than American buyers think [00:36:00] Aggressive Cost Synergy Planning – How to structure 40% workforce reductions within European frameworks [00:40:00] Cross-Cultural Negotiation Mastery – Reading the room and adapting communication styles for French business culture [00:47:00] Defining High-Stakes Transactions – Why people's livelihoods matter more than dollar amounts in deal significance [00:51:30] First-of-Kind Deal Innovation – Creating the Luxembourg/Hong Kong take-private structure when no legal path existed [00:55:30] AI's Impact on Legal Advisory – How automation will force fee model evolution and reshape junior lawyer training [01:01:30] Deal Structure Evolution – From SPACs boom-bust to emerging PE club deals and earnout complications [01:06:30] Partnership Career Strategy – Why obsessing over partnership tracks derails early career development [01:10:00] Integrity Under Pressure – Handling government interference and corruption while maintaining client relationships Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Arash Attar-Rezvani - M&A Partner, Skadden, Arps, Slate, Meagher & Flom LLP Arash Attar-Rezvani, M&A Partner at Skadden based in Paris, brings over two decades of cross-border M&A strategy experience to this in-depth conversation. From billion-dollar telecom deals across Latin America to luxury brand acquisitions spanning multiple jurisdictions, Arash reveals the hidden complexities that make international M&A uniquely challenging. M&A professionals will learn how to structure deals across incompatible legal systems, navigate emerging regulatory landscapes, and build the trust essential for successful cross-border transactions. Things you will learn: How to identify and manage multiple antitrust and national security clearances across jurisdictions with varying sophistication levels Why smaller transactions often require more innovation than billion-dollar deals, and how to build structures when no legal playbook exists The psychology behind cross-border deal-making and why trust trumps even the most ironclad contracts _________________ How One Small M&A Team is Closing 8 Deals This Year See how US Heart & Vascular is running faster, cleaner deals using Buyer-Led M&A™ and DealRoom. Join Kison in the live session on August 14 at 11am EST. 👉Register now at dealroom.net/insidethedeal _________________ Episode Chapters [00:02:30] International Legal Foundation – Arash's multicultural background and path to cross-border M&A expertise [00:06:00] Deal Size vs. Complexity – Why Smaller Founder-Led Acquisitions Present Unique Structural Challenges [00:14:30] Strategic M&A Motivations – The full spectrum of acquisition rationales from geography to technology [00:18:30] Building Long-Term Client Relationships – The trusted advisor model and its impact on deal success [00:21:00] Cross-Border Regulatory Landscape – GDPR, Cloud Act, and the proliferation of national security reviews [00:28:00] Managing Multiple Jurisdictions – How to prevent small markets from derailing global transactions [00:33:00] French M&A Environment – Labor consultation requirements and overcoming cultural prejudices [00:47:00] High-Stakes Deal Philosophy – Why people, not money, define truly consequential transactions [00:51:30] Creative Deal Innovation – The first-of-its-kind Luxottica take-private structure across Luxembourg and Hong Kong [00:57:30] AI's Impact on Legal Services – How technology will reshape M&A advisory and fee structures Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Haley Van Cleve, Partner at Alpine Investors Haley joins us to decode the art of building successful buy-and-build platforms from the ground up. In this episode, Haley walks through Alpine's proven methodology for transforming small $3M EBITDA businesses into $100M+ platforms through strategic M&A and operational excellence. Learn how Alpine's unique talent model, integration-first approach, and buyer-led M&A strategy has driven over 850 deals, including 170 in 2024 alone. Whether you're a corporate development professional or private equity investor, this conversation delivers actionable insights on platform identification, integration best practices, and scaling through acquisitions. Things you will learn: Alpine's team-market-business prioritization model for identifying $3M businesses with scaling potential Building 20-30 day system rollouts upfront to enable high-velocity acquisitions without operational breakdowns CEO-in-residence programs and profit interest pools that align management for long-term value creation Episode Chapters [00:02:30] Alpine's Evolution – From $400M Fund V to $4.5B today with 180+ team members across three offices [00:04:30] Platform Definition – Why Alpine takes a liberal view of platforms, starting with $3M EBITDA businesses in fragmented markets [00:07:30] Software vs. Services – Rule of 40 for software deals versus EBITDA-focused services acquisitions and different scaling approaches [00:13:30] Legal Tech Case Study – Building a $4M revenue time-billing business into a $30M+ platform through four strategic add-ons [00:16:00] Integration Excellence – People and systems integration within 20-30 days to maintain visibility during high-velocity M&A [00:22:00] Vision Alignment – Setting clear expectations upfront about system standardization and operational changes before LOI [00:25:00] Platform Challenges – Overhiring executive teams early and building integration capacity before closing deals [00:36:00] In-House M&A Teams – When and how to build dedicated M&A functions at portfolio companies for double-digit acquisition strategies [00:44:00] CEO-in-Residence Program – How Alpine hires executives before finding deals and pairs them with markets for 12+ month searches [00:49:00] When Deals Go Sideways – COVID impact on K-12 businesses and pivoting M&A strategies when market assumptions prove wrong Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

John Palusci, Former Vice President of Transformation and Strategic Finance, BAYADA In this episode of M&A Science, John Palusci, former Vice President of Transformation and Strategic Finance at BAYADA, joins Kison Patel to discuss how to build a repeatable, Buyer-Led M&A™ engine within a nonprofit structure. John walks through his journey from IT to finance to corporate development, detailing how he helped scale BAYADA's deal strategy with a focus on long-term value, integration-led diligence, and mission alignment. He shares real lessons from joint ventures, cashless acquisitions, and how to avoid surprises in highly regulated industries like healthcare. Things you will learn: How to structure healthcare M&A for long-term mission alignment What a "conceptual pro forma" is and why it accelerates early deal screening How to manage integration risk in people-first, regulation-heavy industries ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Chapters [00:01:00] John's unconventional path from IT to M&A leadership [00:05:00] Running joint ventures with hospital systems [00:07:30] Third-party valuation in nonprofit deals [00:10:00] How BAYADA sourced and filtered deals [00:13:00] Key reasons to kill a healthcare deal early [00:16:00] How BAYADA transitioned from for-profit to nonprofit [00:22:30] Standardizing diligence with a conceptual pro forma [00:27:00] Managing talent transitions in home healthcare [00:34:00] Cashless deals: how they work and when they're possible [00:38:30] Integration-led diligence and DealRoom's role in execution Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Ryan Gable, Managing Partner, BW Forsyth Partners Ryan discusses how his team uses a hybrid private equity model backed by Barry-Wehmiller to execute people-first, long-term acquisitions. With over 55 deals and zero exits, Forsyth has developed a sourcing and integration playbook that challenges traditional PE norms, focusing instead on trust, cultural alignment, and multi-decade value creation. Ryan breaks down how to build relationships that convert to proprietary deal flow, structure rollover equity with flexibility, and align seller incentives for lasting outcomes. Things you will learn: How to source proprietary deals by building trust with founders and prioritizing cultural fit Why Forsyth avoids traditional PE norms like over-leveraging and fixed exit timelines How they structure flexible equity rollovers and provide liquidity without needing to sell Episode Chapters: [00:02:00] From Investment Banking to Building Forsyth with Barry-Wehmiller [00:07:00] Why Barry-Wehmiller Created a New Investment Arm Instead of Scaling Internally [00:10:00] The Hybrid Equity Model: Strategic Backing + PE Agility [00:14:30] Rollover Equity and How Forsyth Structures Flexible Liquidity [00:23:30] From Auction Fatigue to Sourcing Proprietary Deals [00:26:00] How Forsyth Builds Trust With Sellers (And Wins Deals Off-Market) [00:31:00] Why Founders Should Think About Selling Before They're Ready to Retire [00:41:00] Structuring Earnouts that Sellers Actually Want to Hit [00:49:00] The "Less is More" Approach to Post-Close Integration [00:56:00] The Future of M&A: Return Expectations, Capital Saturation, and Deal Discipline Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A

Todd Olson,  CEO and Co-founder, Pendo From buying startups to speed up roadmap execution to preserving founder autonomy post-close, Todd breaks down the real levers behind successful acquisitions. This episode dives into how Pendo thinks about M&A without a corporate development team, why it rarely buys for revenue, and how Todd's team avoids common post-close integration mistakes by keeping culture, product, and people at the center. Things you will learn: Why speed and product alignment—not revenue—drive most of Pendo's acquisitions The cost of delaying integration and how Todd learned to fix it How to retain founder energy post-acquisition without over-relying on cash ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Chapters [00:04:30] – Taking a buyer-led approach from day one [00:05:30] – When is the right time to do M&A as a startup? [00:07:00] – The real reason behind Pendo's first acquisition (spoiler: mobile gap) [00:10:30] – How the team visit to Tel Aviv sealed the deal [00:15:00] – Why preserving a legacy tech stack was a painful mistake [00:19:30] – Walking away from a $1M customer (and why it was worth it) [00:23:00] – Choosing smaller, simpler teams over "obvious" targets [00:27:30] – Why AI startups are attractive—but only with the right integration mindset [00:33:00] – Deal structures that actually retain entrepreneurs [00:50:00] – Post-close surprises, real value creation, and the "pink wash" trap Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, Inc. In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don't miss this episode. Things you will learn: How to build a centralized M&A system across CRM, diligence, and integration Why Beacon embeds integration planning before close—and the real cost of waiting What it takes to acquire and integrate nonprofit healthcare organizations Episode Chapters [00:02:30] Using third-party compliance audits and chart reviews in diligence [00:06:00] Evolving the deal process from relationship-building to IOI to close [00:12:00] Reducing diligence requests from 474 to 147 using DealRoom [00:14:00] Enforcing platform accountability for both internal teams and sellers [00:16:00] Managing deal fatigue and broker feedback in seller-heavy processes [00:21:00] Beacon's shift from siloed M&A to One Beacon integration strategy [00:26:00] Running diligence and integration in parallel, starting pre-close [00:29:30] Valuation risks of integration backlog and how Beacon is addressing it [00:35:00] Centralizing the full M&A lifecycle—from CRM to integration—in one platform [0:41:00] How to approach acquiring nonprofit organizations (and why it's worth it) _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, Inc. In Part 1 of our conversation with Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, we dive into how one of the largest providers of specialized behavioral health services is rethinking M&A using AI. Harrison shares why Beacon created a dedicated AI committee focused on improving every stage of the deal lifecycle—from sourcing to integration—and what tools and pilots they're exploring right now. If you want a first-hand look at how AI is already changing M&A in healthcare services, this episode is for you. Things you will learn: Why creating an AI committee can accelerate innovation in M&A processes. How AI tools are being piloted to improve diligence, sourcing, and integration planning. Practical challenges and lessons learned when adopting AI in a complex, people-centric industry. ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Chapters [00:02:00] Why Beacon formed an AI committee specifically for M&A [00:04:30] Early AI experiments and low-risk pilots to test use cases [00:07:00] How AI is enhancing diligence processes and data analysis [00:09:00] Approaching cultural adoption of AI tools across the deal team [00:11:30] Evaluating vendor solutions vs. building AI tools in-house [00:14:00] Tracking ROI on AI adoption in the M&A process [00:16:00] Ethical considerations and privacy concerns when using AI in healthcare M&A [00:19:00] Overcoming skepticism about AI among senior leadership [00:22:00] Key metrics Beacon is using to measure AI-driven efficiency [00:31:00] Lessons learned on aligning AI strategy with overall M&A goals Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Todd Manley, VP of Corporate Development Integration at Intel In Part 2 of our conversation with Todd Manley, VP of Corporate Development Integration at Intel, we unpack how professionals from diverse backgrounds can successfully break into M&A and what it takes to build and maintain high-performing deal teams. Todd shares tactical advice on networking, career transitions, team dynamics, and leadership traits he looks for when hiring M&A talent. Whether you're early in your M&A career or looking to level up, this episode is packed with practical insights to help you navigate the world of dealmaking. Things You Will Learn: How to leverage networking inside and outside your company to break into M&A. Key characteristics and behaviors Todd looks for when hiring successful M&A professionals. Why being present and learning from your journey is critical to career growth in M&A. ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Chapters: [00:02:00] Teaching leadership frameworks and practical skills at Santa Clara University [00:04:30] The power of intentional networking and early adoption of LinkedIn [00:06:00] Rebuilding in-person connections post-COVID and the value of conferences [00:07:00] Strategies for networking inside large organizations [00:10:30] Maintaining and nurturing your professional network over time [00:13:30] Building effective M&A teams and recognizing potential during interviews [00:18:00] The importance of humility, ownership, and curiosity in M&A [00:25:30] Translating customer experience skills to M&A opportunities [00:28:00] Knowing when to lead and when to follow on M&A teams [00:34:00] Defining success post-close and understanding cultural dynamics Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Todd Manley, VP of Corporate Development Integration at Intel In this episode, Todd Manley joins Kison Patel to share his non-traditional path into the world of M&A. Starting his career in IT and organizational behavior, Todd brings a unique lens to integration and leadership in corporate development. From his early consulting days to overseeing integrations at Cisco, Symantec, and now Intel, Todd has seen it all. He opens up about what it really takes to thrive in M&A—from career pivots and networking to managing divestitures and leading with empathy. This episode is packed with career insight, integration best practices, and practical leadership advice for anyone navigating—or trying to break into—the fast-paced world of M&A. Things you will learn: How to break into M&A without a finance or banking background The critical leadership traits that matter in integration roles Why networking and curiosity matter more than job titles ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters Intro & Background – [00:01:00] First Career Steps in IT & Oracle Work – [00:05:00] Early Passion for Startups & Joining WebEx – [00:06:30] Getting into M&A via Cisco's Acquisition of WebEx – [00:08:30] Integration Lessons from Cisco & Career Growth – [00:10:00] Experience in Divestitures vs. Acquisitions – [00:14:30] The Value of Empathy in Integration – [00:16:30] Skills That Translate into M&A Success – [00:19:00] How to Break into M&A & Structuring Career Moves – [00:22:30] Why Leadership & Communication Are Non-Negotiable – [00:28:00] Networking Tips, Playbooks, and Mentorship – [00:39:30] Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Mathew Person, Senior Vice President of Corporate Development at Quikbase In this episode of the M&A Science Podcast, Kison Patel interviews Mathew Person, Senior Vice President of Corporate Development at Quickbase. Mathew brings a unique blend of operator, banker, and corp dev experience, making him a strategic leader in buyer-led M&A. Together, they dive deep into how to proactively structure acquisitions, align internal stakeholders, avoid over-rationalization, and ensure integration success. Things You Will Learn: How to design and align around a box of preference (quant + qual criteria) Tactics for proactively sourcing and assessing cultural fit How to structure your corp dev team for scale and deal velocity ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Timestamps [00:01:30] Mathew's unique background: sports operator, banker, corp dev [00:03:30] Quickbase's carveout history and PE backing [00:04:00] What buyer-led M&A means and why it matters [00:05:00] Box of preference: building deal criteria with stakeholders [00:07:30] Market mapping and capability-driven strategy [00:09:30] Scorecards, deal screening, and qualitative diligence [00:15:30] Identifying and quantifying culture fit [00:19:30] Modeling dis-synergies and avoiding over-rationalization [00:23:30] Structuring corp dev teams for stakeholder alignment [00:30:00] Managing negotiations and bid-ask spread with trust [00:33:30] The ROI of being known as a "good home" [00:42:30] Integration success: same team from diligence to execution [00:47:00] Culture as a deal breaker or driver [00:52:30] Why stakeholder consensus is the hardest part of M&A Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Sarah Hughes, Head of Corporate Development and Product Partnerships, Atlassian Uncover the inside workings of Atlassian's M&A strategy—from how Sarah's team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio Things you will learn: Building long-term relationships with founders, even years before deals happen Aligning product, venture, and partnership decisions under one roof Atlassian's approach to cultural diligence, integration planning, and transparency post-close _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters 00:02:00 – Sarah's path into corporate development via Google and Atlassian 00:04:00 – Strategic rationale behind Trello and Loom acquisitions 00:07:00 – Atlassian's three M&A strategy pillars: roadmap accelerants, vacuums, and break-glass opportunities 00:09:00 – How corp dev aligns with product: push-pull strategy and joint roadmaps 00:12:30 – Centralizing M&A, ventures, and partnerships under one team 00:15:30 – Using AI to accelerate sourcing, market mapping, and diligence 00:19:00 – Loom case study: a 5-year founder relationship turned acquisition 00:25:00 – Creating co-authored vision docs to align on integration and success metrics 00:33:00 – How Atlassian handles cultural diligence and post-close attrition risk 00:36:00 – Atlassian's integration approach: open playbooks, IMO structure, and post-close planning 00:42:00 – Where AI is driving efficiency across the deal lifecycle 00:48:30 – Sarah's advice to corp dev leaders on sourcing, alignment, and outside-in perspective Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Dan Pollock, Vice President of Corporate Development/M&A at SAM Companies Dan shares how he built SAM Companies' M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price. Whether you're building out corp dev from scratch or refining your playbook, this conversation offers tactical insight into how to scale M&A the right way. Things you will learn: How to build an in-house M&A engine with a lean corp dev team How to source proprietary deals through trust and local relationships How to structure earnouts and retention payments to align incentives ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ Episode Chapters 00:03:00 – Dan's background: from audit to M&A leadership at SAM 00:05:00 – Building SAM's M&A muscle from the ground up 00:08:30 – Creating buy-in and accountability for integration success 00:10:00 – Getting the company ready to integrate acquisitions 00:11:00 – Sourcing: proprietary relationships vs. cold outreach 00:13:30 – Case study: renewable energy firm acquisition 00:15:00 – Thinking through revenue vs. cost synergies 00:16:30 – The psychology of earnouts and why they changed their approach 00:18:30 – How to open conversations with founder-led businesses 00:21:00 – Why founder retention is tied to valuation 00:24:00 – Turning relationships into actionable deals over time 00:29:00 – Competing with PE: how SAM positions better long-term fit 00:33:00 – Retention bonuses vs. earnouts: what's working better 00:39:00 – Why diligence and integration must run in parallel 00:41:30 – Managing team fatigue and repeatability with DealRoom 00:45:00 – Letting sellers speak with past acquired founders 00:47:00 – Private equity partnership governance at SAM 00:51:00 – Diligence red flags and small business surprises Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Viral Patel, CEO of Blackstone Private Equity Strategies Viral Patel unpacks how the firm is reshaping private equity for the next era. From launching new fund structures to leading thematic investments in sectors like electrification and AI infrastructure, Viral shares how Blackstone builds enduring value—and why alignment, data, and management fit are key to every deal. He also breaks down the cultural values that drive Blackstone's success and why individual investors are the future of private capital. Things you will learn: How Blackstone's investment philosophy is built on long-term secular trends What makes a management team the right fit—and why talent diligence is critical Why Blackstone created perpetual funds and how they work How data, scale, and operating resources become a strategic advantage post-close       ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters [00:01:00] Viral's 20-year journey across Blackstone's business units [00:05:00] The cultural pillars that define Blackstone: excellence, integrity, and innovation [00:13:00] Blackstone's thematic investment strategy and sector focus [00:16:30] Evaluating management fit as a core part of diligence [00:21:00] Value creation through Blackstone's operating team and functional specialists [00:24:30] Using data science during diligence to build early trust with management [00:27:00] Why Blackstone builds for the long term—not just for a quick exit [00:32:00] The rise of perpetual fund models for individual investors [00:36:00] Why private equity access is shifting beyond institutions [00:44:00] Educating the market: how BXU and Blackstone's private wealth team bridge the knowledge gap [00:46:30] Market cycles, public vs. private ownership, and the future of exit strategies Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Rob Kindler, Partner at Paul, Weiss, Rifkind, Wharton & Garrison LLP In this episode of the M&A Science podcast, Kison Patel sits down with Rob Kindler, a uniquely positioned dealmaker whose career has spanned both sides of the M&A table—law and investment banking. Rob previously led global M&A at Morgan Stanley and is now a senior partner at Paul Weiss. With 44 years of experience, he's seen firsthand how the roles of lawyers and bankers have evolved, what makes a deal succeed or fail, and how today's regulatory, activist, and valuation pressures are reshaping M&A execution. Things you will learn: Why legal advisors are now the first call in M&A, not the last How corporate development teams have replaced bankers in early-stage deal sourcing Why regulatory strategy and shareholder approval planning can make or break a deal How to negotiate effectively by predicting "the end of the movie" ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   ________________________ Episode Chapters [00:01:00] Rob's career arc from lawyer to banker and back again [00:04:30] Why Rob left law for investment banking in 2000 [00:06:00] How corporate dev teams changed the role of bankers [00:11:30] Structuring deals to avoid shareholder approval pitfalls [00:14:30] The rise of activism and merger arbitrage in public M&A [00:16:00] How buyer-led M&A has transformed deal strategy [00:22:30] Impact of regulatory regimes in U.S. vs. Europe [00:27:00] Lessons in negotiation and predicting deal dynamics [00:36:00] Why intrinsic value matters more than financial engineering [00:48:30] What top CEOs understand about using M&A to drive strategy [00:51:00] How to spot a bad deal—and the red flags bankers sometimes ignore [00:53:00] Rob's funniest moment: 300 pounds of turnips on a conference table Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Scott Clawson, CEO of Culligan International Scott Clawson turned Culligan from a legacy water treatment business into a $3.3 billion global platform operating in over 50 countries—powered by a programmatic M&A engine that has executed 300+ acquisitions. In this episode, he sits down with Kison to share exactly how that machine works. From beachside inspiration to building a decentralized deal engine, Scott walks us through his journey scaling Culligan's strategy with support from capital partners like Advent and BDT MSD. He breaks down how to structure pipeline teams, create incentive systems that align corporate and local interests, and keep integration from becoming a bottleneck. If you want a real-world blueprint for high-volume, globally scaled M&A that doesn't break the business—this episode delivers. Things you will learn: How to build and scale a decentralized M&A engine across geographies The critical role of strategic focus, pipeline ownership, and integration playbooks Why cultural alignment and seller trust drive long-term M&A success What to look for when choosing a private equity partner—and how they can unlock growth ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   ________________________ Episode Chapters [03:00] – The Culligan turnaround story [06:00] – Finding purpose and shifting strategy [08:30] – How Culligan mapped its global market [11:00] – Role of Advent and consulting partners in early strategy [13:30] – Building the M&A engine: people, pipeline, and playbooks [17:00] – Scaling programmatic M&A across 50+ countries [25:00] – Structuring the M&A org and decentralized execution [29:00] – Building seller trust and sourcing proprietary deals [33:00] – How Culligan stays buyer-led at scale [38:00] – The role of the Head of Corp Dev in a programmatic model [41:00] – Choosing the right PE partner: Advent vs. BDT MSD [48:00] – The risk of overrelying on synergies and underinvesting in capability [51:00] – Advice for CEOs building a repeatable M&A model Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Marc Bell, CEO of Marc Bell Capital Marc Bell has taken 17 companies public, rebuilt distressed businesses, and invested across industries most wouldn't dare touch. In this follow-up to Part 1, he's back with sharp insights on what it really takes to run high-stakes deals—and survive them. Marc and Kison cover everything from building a rock-solid diligence process to choosing between private equity and private credit. They get tactical about capital allocation strategy, reflect on the mistakes that shaped Marc's approach today, and unpack how to lead during downturns—when optimism fades and character shows. This episode is a masterclass in M&A realism. Whether you're planning your first minority recap or running a mature corp dev team, you'll walk away with fresh perspective—and a few war stories that'll stick with you. Things you will learn: The tradeoffs between debt and equity—and when to choose either Why the wrong private equity partner can cost more than capital How to lead through setbacks and build people-first organizations   ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   ________________________ Episode Chapters 03:00 – How to run smarter diligence 04:30 – Building the business case 06:30 – Avoiding deal surprises 07:00 – Culture as a value lever 09:30 – Capital allocation 101 11:30 – Vetting PE partners 15:30 – Why Marc avoids public markets 18:30 – Structuring around IRR and risk 20:30 – Real estate timing and opportunity 22:00 – Leading through failure 24:00 – Solving real problems with hospitality 25:30 – The cost of bad partners Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Marc Bell, CEO of Marc Bell Capital Marc Bell is a self-described "deal junkie" who's built an empire across internet infrastructure, real estate, entertainment, defense, and private equity. In this episode, Marc breaks down his unconventional path—from turning around Penthouse into a $500M acquisition engine, to producing Tony Award-winning Broadway shows, to backing national security tech ventures and building satellites. Marc shares the playbook he's refined over decades: how to spot a distressed asset worth saving, why structure and cash flow trump hype, and how to create value by backing the right people and thinking creatively about capital. Whether you're a corporate acquirer or an entrepreneur with a nose for opportunity, this is a masterclass in pragmatic, performance-driven dealmaking. Things you will learn: How to spot and structure deals for distressed or undervalued businesses Why betting on the right operator ("the jockey") is more important than the business model The importance of supply chain control and cash flow in strategic execution Creative approaches to capital structure, seller financing, and aligning incentives ________________________ Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process   ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] Early Career & First Exit [00:03:00] Buying Penthouse out of Bankruptcy [00:04:30] Leveraging SPACs to Launch a Mortgage REIT [00:05:30] Producing Broadway Hits [00:06:30] Owning Real Estate to Control Operations [00:08:00] Entrepreneurial Mindset & Real Estate Arbitrage [00:10:00] What Marc Looks for in New Ventures [00:11:00] Case Study: Turning Around a Watch Brand [00:13:00] Capital Structure Strategy [00:15:00] Avoiding Overvaluation & Managing Risk [00:18:00] Betting on the Jockey [00:26:00] Incentive Alignment in Operations Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.

Ola Sars, Founder, CEO & Chairman of Soundtrack Your Brand In this episode of M&A Science, Ola Sars shares the story of his 20-year journey disrupting the music industry—first by co-founding Beats Music (later acquired by Apple), and now as the visionary behind Soundtrack Your Brand. Ola dives into the bold thesis that's guided his career, why he's pursuing a buyer-led M&A approach to consolidate a fragmented background music market, and how he's turning legacy customer bases into scalable SaaS revenue. Things you will learn: How to turn a  product thesis into a long-term growth engine How Ola evaluates roll-up targets based on CAC and subscription quality What it takes to digitize a legacy industry with B2B SaaS Lessons from Beats Music, Apple, and Spotify on scaling and selling ______________________ This episode is sponsored by DealRoom! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process   ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] Introduction & Background  [00:03:30] Early Thesis in Music Digitization [00:04:30] Building and Selling Pacemaker and Let's Mix [00:06:00] Founding Beats Music & Apple Acquisition [00:14:00] Lessons from Integration [00:18:30] Starting Soundtrack with Spotify [00:25:00] Licensing Challenges & Global Scale  [00:28:30] Organic vs Inorganic Growth  [00:30:00] The Soundtrack M&A Playbook [00:33:00] Convincing Sellers to Join the Platform [00:36:00] How Licensing Negotiations Built M&A Muscle [00:46:00] Looking Ahead  Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

John Romeo, CEO of the Oliver Wyman Forum and Head of M&A at Oliver Wyman We sit down with John Romeo to explore Oliver Wyman's disciplined, strategic approach to M&A. Romeo shares how his team sources deals through a bespoke pipeline, aligns incentives with founder-led businesses, and plans integrations that prioritize people and long-term value creation. From cultural diligence to pricing discipline, this episode reveals what it really takes to execute successful deals in a high-touch, people-driven industry. What You'll Learn: How to build and manage a bespoke M&A pipeline The difference between banker-led and buyer-led deal processes What cultural alignment looks like in professional services deals How to structure integration and retention plans to protect long-term value ______________________ This episode is sponsored by DealRoom! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process   ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] – John's career journey and role at Oliver Wyman [00:04:00] – Purpose of the Oliver Wyman Forum and strategic M&A outlook [00:09:00] – Oliver Wyman's M&A philosophy: strategy, culture, math [00:15:00] – Sourcing strategy: bespoke vs. banker-led deals [00:20:00] – How they build a deal pipeline and prioritize targets [00:24:00] – Building long-term relationships with potential targets [00:30:00] – Aligning incentives and structuring fair deal terms [00:34:00] – Real-world example: Oliver Wyman's acquisition of Avascent [00:39:00] – Integration best practices and measuring success [00:44:00] – Retention strategy for people-based businesses [00:47:00] – Applying lessons from private equity to internal M&A [00:50:00] – Creating an M&A culture across the organization Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

Stew Campbell, Partner at The Chernin Group In Part 2, Stew Campbell returns to share tactical guidance for founders evaluating outside capital. We dive deep into how to run a founder-led investor process, what to watch for in term sheets, and how to build long-term wealth while scaling a founder-led business. Stew breaks down growth equity vs. private equity, investor diligence, and how to choose a partner who accelerates—not limits—your next chapter. This episode is a must-listen for any operator planning a recap, acquisition, or capital raise in the next 1–3 years. Things You'll Learn: How to run a founder-led competitive investor process What to ask when evaluating potential investors and term sheets How to align capital strategy with long-term wealth goals Ways great investors create real value beyond the check ______________________ This episode is sponsored by DealRoom! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process   ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:04:00] - What happens when firms break process and push early [00:05:00] - Building long-term relationships before you transact [00:08:30] - IOI vs. LOI: How to solicit and compare offers [00:09:30] - The three most important terms to negotiate [00:12:30] - Founder control, redemption timelines, and board dynamics [00:15:00] - Setting personal wealth goals alongside business strategy [00:19:30] - Case study: How one founder gave back to their community [00:21:30] - Challenging assumptions around recap timing [00:27:00] - How to get the most value from investor advisors [00:34:30] - Bootstrap vs. venture-backed founder mindsets [00:46:30] - Craziest things seen in M&A: Founder stories & deal drama Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

Stew Campbell, Partner at The Chernin Group In this episode of M&A Science, host Kison Patel sits down with Stew Campbell to explore how growth equity supports founder-led companies beyond just capital. Stew shares lessons from his career helping businesses scale while preserving their culture and mission. They discuss how founders should think about their boards, when to consider a minority recap, what separates elite investors, and how to navigate noisy capital markets with clarity and confidence. Whether you're a founder eyeing your next stage of growth or an operator thinking through the right partner, this episode unpacks how to scale with intention. Things you will learn: What a value-creating board actually looks like—and how to build one How to differentiate growth equity, private equity, and venture capital When to consider a minority recap—and how to structure it Why investor relationships are a long game and how to run your own "unbanked process" __________ Turn Your Chaos into Control:Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. ____________   Episode Timestamps [00:01:00] – Stew's background and approach to founder-led growth equity [00:04:30] – The evolving role of boards in high-growth companies [00:07:00] – How a board should operate: collaboration, not control [00:10:30] – Case study: Epic Gardening and M&A-driven growth [00:13:30] – Case study: SmartSign and defensive M&A strategy [00:15:30] – Vetting investors: reputation, value creation, and timelines [00:20:00] – How associates should add value in early-stage investor conversations [00:22:30] – What makes a high-performing board: North Star alignment [00:26:30] – Challenges with multi-investor boards and competing agendas [00:28:00] – The differences between growth equity, venture capital, and private equity [00:33:00] – Structuring a minority recap: how to think about terms, timing, and alignment [00:40:00] – How to run your own competitive process without a banker Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

Rob Brown, CEO of Lincoln International Explore how one of the world's top M&A advisory firms scales through acquisition. Rob shares his leadership journey, reveals how Lincoln actively manages culture during growth, and explains why integration starts from Day 1. Rob and Kison also dive into cross-border M&A, the rise of buyer-led strategies, and how AI is transforming the deal process. 💡What You'll Learn Why culture is the cornerstone of successful M&A growth How Lincoln approaches acquisitions differently in Europe vs. the U.S. How to assess cultural fit beyond leadership alignment How AI is driving efficiency and insight across Lincoln's global platform __________ Turn Your Chaos into Control:Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. Episode Chapters [02:30] Rob's journey from employee #7 to CEO of a global firm [05:00] How Lincoln defines and manages culture across global offices [07:00] Organic vs. inorganic growth and why culture drives both [10:30] Strategic approach to geographic expansion [12:00] Case study: Acquiring TCG to scale European tech advisory [16:00] Navigating cultural differences in U.S. vs. European deals [20:00] Lincoln's capital structure as a private partnership [24:00] How to rigorously evaluate cultural fit in M&A [28:30] Day 1 integration tactics and why speed matters [31:00] The evolution of buyer-led M&A and Lincoln's perspective [35:00] How sellers can prepare for a successful exit [47:30] How Lincoln uses AI (Link) to scale knowledge and efficiency [51:30] What's next: AI-enabled prediction of buyer behavior [53:00] Craziest M&A story Rob's experienced Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

Jon Dhanawade, Private Equity M&A Partner at Mayer Brown    In this episode of M&A Science, Kison Patel sits down with Jon Dhanawade to unpack how private equity firms structure M&A deals—what works, what doesn't, and how to manage risk every step of the way. Jon brings legal insight from both sides of the table, sharing practical strategies for aligning deal terms with investment objectives, mitigating downside risk, and building strong seller relationships. Whether you're a corporate buyer or a fund-backed operator, this episode will help sharpen your deal judgment and show you what it takes to get complex deals over the finish line. 💡What You'll Learn 🔹 How PE firms use rollover equity, seller notes, and earnouts to align incentives 🔹 Legal red flags to watch for in M&A diligence (and how to catch them early) 🔹 How to negotiate LOIs without boxing yourself in 🔹 Common structuring mistakes and how top deal lawyers avoid them _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals.   Get started with your free trial today at firmroom.com! _______________ Episode Chapters [00:01:00] Intro to Jon's role at Mayer Brown and teaching at Northwestern [00:03:00] The evolution of PE deal types and market uncertainty [00:05:00] How Jon prepares students to be effective transactional lawyers [00:06:30] Strategic vs. PE buyers: What's different for lawyers [00:09:00] Rise of private credit and bespoke capital structures [00:12:00] How PE firms approach platform vs. add-on acquisitions [00:16:00] Portfolio enhancement strategies during slow markets [00:17:00] Comparing seller notes, earnouts, and rollover equity [00:29:00] Structuring LOIs to preserve flexibility and manage risk [00:41:00] Designing earnouts tied to transition or integration milestones [00:52:00] Legal red flags in diligence: contracts, consents, liabilities [00:57:00] Biggest deal mistakes and how to avoid them Questions, comments, concerns, compliments? Follow Kison Patel and M&A Science on LinkedIn to connect and stay up to date with the podcast.

Paul Miller, CEO of Questex Paul Miller joins us to share his extensive experience in M&A, having led more than 90 acquisitions throughout his career. Paul reveals how Questex uses a proactive, buyer-led approach focused on culture, strategic alignment, and integration discipline. The conversation dives into the importance of early relationship-building with potential targets, auditing post-close success, and developing internal M&A capability—even when the team has no prior deal experience. Paul also shares candid advice on international deals, when to walk away, and how to avoid the common trap of "deal fever." 💡Things you will learn: Why cultural fit and people issues often make or break a deal How to proactively source and warm up acquisition targets What to include in your M&A integration playbook and audit process When and why to walk away from a deal—even post-LOI   Turn Your Chaos into Control:Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. 💡 Episode Chapters Intro and Guest Background – 00:00:00 Biggest Lessons Learned from 90+ Acquisitions – 00:03:00 Proactive Buyer Outreach and Building Relationships Early – 00:04:00 Assessing Culture and People Fit in Target Companies – 00:13:00 How to Approach Founder-Led vs. Institutional Sellers – 00:10:30 Retaining or Replacing the CEO Post-Close – 00:17:00 Customer Diligence and Walking Away Post-LOI – 00:19:30 Developing a Structured, Data-Driven Deal Process – 00:25:00 Integration Playbook and Post-Close Audits – 00:31:00 Empowering the Full Exec Team to Source Deals – 00:37:30 The Importance of Learning by Doing in M&A – 00:32:30 Hardest Deal: Cultural Surprises in a China Acquisition – 00:42:00 Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.

Larry Hartmann, CEO of ZRG Partners Larry Hartman, CEO of ZRG Partners dives into aligning strategic M&A with scalable growth. Larry shares how he transformed ZRG into one of the fastest-growing executive search and talent advisory firms through 17 acquisitions in just four years. They break down how to compete with strategic buyers, incentivize founders post-close, maintain deal momentum, and choose the right private equity partner to fuel long-term value. Things You Will Learn How to compete with strategics and win deals through culture and upside Structuring founder incentives: equity, earnouts, employment, and non-competes Why proprietary deal flow beats auction processes—and how to build it The role of private equity in accelerating M&A strategy and funding ________ Try FirmRoom for Free This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Chapters: [00:01:00] – Larry's entrepreneurial background and ZRG's origin story [00:03:30] – Lessons from being acquired by American Express [00:04:30] – Competing with strategics: The second bite of the apple and culture [00:07:00] – Keeping founders engaged post-close with rollover equity and vision [00:09:30] – When M&A became central to ZRG's growth strategy [00:11:30] – Building the internal M&A team: CFO, corp dev, and beyond [00:14:00] – Structuring founder incentives and employment contracts [00:18:30] – Buyer-Led M&A in action: Vision planning and relationship-building [00:24:30] – Retaining and incentivizing key non-founder talent [00:30:30] – ZRG's approach to integration: Do no harm, add value gradually [00:35:00] – Managing valuation gaps and founder expectations [00:43:30] – Finding the right PE partner and running a dual-track growth strategy

Clare Roberts OBE, Founder and CEO at Kids Planet In this episode of M&A Science, Clare Roberts shares her journey of founding Kids Planet and growing it into one of the UK's largest childcare providers with 225 nurseries. She reveals how she balanced organic growth with strategic acquisitions while staying true to her company's values. Clare discusses the importance of culture in M&A, managing seller relationships, and how to maintain operational quality during rapid expansion. If you're scaling a business and want to do it without losing sight of what matters most, this is an episode for you. Things you will learn: How to maintain company culture during rapid M&A growth The benefits of blending organic growth with acquisitions How to build trust with sellers and integrate their teams smoothly Why proactive leadership and transparency are key to successful integrations Episode Chapters [00:01:00] Clare's background and founding story of Kids Planet [00:09:30] Transitioning from private investment to private equity support [00:12:00] Lessons on choosing the right PE partner beyond capital [00:15:00] Sourcing deals and balancing culture fit in acquisitions [00:23:00] Typical deal structures: flexibility with freehold vs. leasehold [00:26:00] Buyer-led M&A: simplifying the process for sellers and prepping for integration [00:29:00] Integration strategy and the role of personalized support [00:32:00] Embedding and maintaining culture in newly acquired businesses [00:37:30] Common challenges post-acquisition and how to solve them [00:43:00] Exploring international expansion and lessons from growing in new markets [00:46:30] Clare's advice for new roll-up strategies and maintaining operational quality [00:49:30] Craziest things seen in M&A and why lifestyle businesses pose risks

Tina Kassangana, Corporate & M&A Lawyer, Associate at Moritt Hock & Hamroff LLP Tina Kassangana joins usto explore how legal counsel manages risk throughout the M&A lifecycle. With firsthand insight from a practicing M&A attorney, this conversation dives into the real-world complexities of diligence, purchase agreement structuring, reps and warranties, and navigating disputes post-close. Whether you're a first-time buyer or a seasoned dealmaker, Tina offers sharp, practical guidance that demystifies the legal side of dealmaking. Things you will learn: The three main stages where legal risks arise in M&A—and how to mitigate them Why reps and warranties clauses and disclosure schedules are critical How to align buyer-seller expectations in earnouts and seller financing Legal strategies to prevent conflicts in multi-agreement deals Bookmarks Intro and Tina's Background – [00:01:00] Early M&A Risk Identification – [00:05:00] Buy-Side LOI and Risk Management Roleplay – [00:06:30] Earnouts vs. Seller Financing and Structuring Strategy – [00:08:00] Escrow, Reps and Warranties Insurance Deep Dive – [00:11:00] Asset vs. Stock Deals and Contract Transfer Issues – [00:13:00] Post-Close Risk & Working Capital Disputes – [00:25:30] Disclosure Schedules and Rep Breaches – [00:28:30] Conflicting Terms in Multi-Agreement Deals – [00:35:00] Post-Close Litigation Triggers (Earnouts, Employment, Equity) – [00:38:00] Jurisdictional Conflicts and Governing Law – [00:39:00] How AI Is Changing Contract Analysis – [00:55:00]

Michael Belluomini, Senior Vice President, Mergers and Acquisitions, Carson Group Kison sits down with Michael Belluomini to unpack how Carson Group scaled its M&A strategy—shifting from internal partner investments to sourcing proprietary external deals at volume. Michael shares tactical insights into managing concurrent transactions, building a sourcing engine, and executing with precision.    Things You'll Learn: The differences between Buyer-Led and Seller-Led M&A—and when to use each How Carson Group built a scalable sourcing engine across multiple deal channels Strategies for managing 3–5 concurrent deals without burning out internal teams Why culture fit and trust are non-negotiables in M&A success Episode Chapters [00:01:00] Michael's background in M&A and move to Carson Group [00:05:30] Building equity partnerships with independent advisors [00:07:00] Carson's first external acquisition and shift to full ownership deals [00:08:30] Sourcing strategies: banker-led vs. proprietary sourcing [00:10:30] Key differences between internal and external M&A transactions [00:12:00] The case for buyer-led M&A: process control and long-term outcomes [00:17:30] How Carson builds proprietary pipeline using data, outreach, and coaching [00:20:00] Structuring outreach and qualifying prospective sellers [00:22:30] Building trust in the process and winning deals beyond valuation [00:31:00] Integration strategy and Carson's one-stage close model [00:35:00] Managing 14 deals in one year with a lean team and specialized roles [00:37:00] Why Carson adopted DealRoom to streamline pipeline and diligence [00:41:00] How to reduce seller fatigue and coach through diligence [00:44:00] Culture fit as a non-negotiable deal criterion [00:50:00] The craziest thing Michael's seen in a deal [00:52:00] What sellers do after exiting—and why finding your "next" matters

Bob Chapman, Chairman and CEO, Barry-Wehmiller Kyle Chapman, President, Barry-Wehmiller In this episode of M&A Science, Kison Patel sits down with Bob Chapman and his son Kyle Chapman to explore how Barry-Wehmiller built a $3.6B global business through 140+ acquisitions—by putting people first. Bob, known for pioneering the "Truly Human Leadership" philosophy, and Kyle, who co-founded BW Forsyth Partners, share how culture, transparency, and stewardship shape every deal they do. They dive deep into how Barry-Wehmiller evolved from a broken family business into a global leader in capital equipment and engineering services—and why their approach to M&A prioritizes care for people over financial engineering. From pre-close transparency to post-close adoption, this episode is a masterclass in using M&A as a force for good.   Things You'll Learn Why cultural alignment is more important than revenue synergies in M&A How "Truly Human Leadership" became a core differentiator in their acquisition strategy How to build a scalable M&A machine rooted in values, not just valuation Tactical guidance on structuring buyer-led deals with long-term success in mind _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Chapters [00:00:00] Introduction to the mission behind M&A Science [00:01:30] Barry-Wehmiller's origin story and early business model [00:07:00] Pivot to M&A as a growth strategy after financial struggles [00:10:00] Use of EVA (Economic Value Added) in valuation of private company equity [00:14:00] Building a strategic advantage through people-first culture [00:21:00] Cultural assimilation during acquisitions and why legacy matters [00:27:00] Tactical integration planning with transparency from day one [00:30:00] The evolution from distressed to underperforming acquisitions [00:36:00] Why Barry-Wehmiller doesn't rely on cultural due diligence [00:44:00] Advice for first-time acquirers—what to look for and avoid [00:51:00] Kyle's journey from private equity to leading Barry-Wehmiller [00:54:00] The future vision for Barry-Wehmiller and global impact

Sindre Talleraas Holen, Head of M&A at Visma In Part 2 of this global M&A masterclass, Sindre Holen pulls back the curtain on Visma's deal execution strategy, valuation methodology, and post-close philosophy. Visma has quietly become one of the most disciplined and prolific acquirers in Europe and LATAM. How? Through extreme clarity on what they buy, why they buy it, and how they operate post-close. Sindre and Kison dig into the nuance of buying software companies in different geographies, how Visma thinks about valuation (hint: rule of 40—and sometimes 50—matters), and why the company chooses to "onboard" rather than "integrate." This episode is a candid, behind-the-scenes look at how to structure deals, manage cultural differences, and stay true to a scalable M&A playbook. Things you will learn:   How Visma sets valuation ranges across different growth brackets and geographies Rule of 40 vs. Rule of 50 and how it impacts multiples Why Visma prefers local advisors over centralized consultants in new markets Inside Visma's onboarding vs. integration philosophy _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Learn why you Shouldn't use Excel for Dilligence  If you're bouncing between Excel trackers, email threads, shared drives, and separate VDR, you're not alone-but you are wasting time. Join us for 20 minutes of practical ways to save hours, stay on track, and move deals forward faster. Join us live and see the difference. Register Now ________ Bookmarks [00:00:00] – Recap and Starting Part 2: Risk Awareness in Global M&A [00:01:30] – Analysis Paralysis: Knowing When to Say Yes or No [00:04:30] – Visma's Scalable Diligence Function & Internal Capabilities [00:06:00] – Tapping Freelancers, Ex-Corp Dev Talent for First-Time Deals [00:07:30] – The Strategic Spectrum: PE Mindset vs. Strategic Buyer [00:09:00] – Visma's "Onboarding," Not "Integration" Philosophy [00:11:00] – Building Long-Term Founder Relationships Post-Close [00:13:00] – Standardization: Reporting, Tech, and Cybersecurity Rigor [00:14:30] – The Rule of 40... or 50? And Why It Matters [00:20:00] – Earnouts: Bridging Price Expectations Through Growth [00:28:30] – Closing Over 90% of LOIs: Visma's High Deal Certainty [00:30:00] – What to Do Before Entering a New Geography [00:33:30] – Leveraging Local Advisors, Bankers & Cultural Guides [00:39:30] – Visma's Expansion Into Latin America via Accidental Entry [00:41:00] – Why LATAM is Surprisingly Ahead in SaaS & Regulation [00:43:00] – The Role of Humility and Trust in Global Expansion [00:46:30] – Trends in SaaS M&A: Consolidators, Rollups & Capital Influx [00:49:00] – Craziest M&A Deal Toy: A Stuffed Eagle

Sindre Talleraas Holen, Head of M&A at Visma In Part 1 of this two-part episode, Kison sits down with Sindre from Visma, one of Europe's most active acquirers in the B2B SaaS space. With over 350+ acquisitions under its belt and a stronghold across Europe and Latin America, Visma has cracked the code for scaling globally while maintaining local authenticity. Sindre shares how Visma transformed its M&A function from a two-man team to a global machine spanning 20 M&A professionals—and 16,000 employees acting as an extended sourcing engine. He walks through Visma's origin story rooted in M&A, how a bold cold email launched his own career, and the foundational philosophies behind Visma's buyer-led approach to deal execution. Think You'll Learn: The surprising power of a cold email—and how it helped launch Visma's M&A team Why Visma prioritizes local presence and cultural nuance in M&A sourcing and negotiation How internal alignment and operational champions drive deal success The three golden rules for successful M&A at Visma _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Learn why you Shouldn't use Excel for Dilligence  If you're bouncing between Excel trackers, email threads, shared drives, and separate VDR, you're not alone-but you are wasting time. Join us for 20 minutes of practical ways to save hours, stay on track, and move deals forward faster. Join us live and see the difference. Register Now ________ Episode Timestamps: [00:00:00] – Introduction to the Guest & Visma's M&A History [00:03:30] – The €100M Sale That Funded Visma's Acquisition Journey [00:05:00] – Sindre's Bold Cold Email That Launched His M&A Career [00:09:00] – The Three Pillars of Visma's M&A Approach [00:10:00] – Aligning Deals with Equity Story & Internal Champions [00:12:00] – Why M&A Is Always Local: Cultural & Regional Nuances [00:16:00] – Building a Global M&A Team Embedded in Each Region [00:17:30] – Trust and Cultural Dynamics in Deal-Making [00:20:00] – Evolving from Seller-Led to Buyer-Led M&A Strategy [00:21:30] – Proactive Deal Sourcing and Filtering Inbound Leads [00:27:00] – Building Trust with Local Sellers & Country-by-Country Differences [00:29:30] – Rapid Acquisitions vs. Long-Term Relationship Deals [00:31:00] – Case Example: 13-Year Dialogue Before Acquisition [00:35:00] – Country-Specific Negotiation Dynamics & Deal Structures [00:38:00] – Advice for First-Time International Buyer

Ron "Omani" Carson, Founder and Chairman at Carson Group | Founder of Omya We sit down with Ron "Omani" Carson, founder of Carson Group, for a wide-ranging conversation about transformation—both professional and personal. From launching a financial services firm out of a college dorm room to building a national platform with over $30 billion in assets under management, Omani shares the gritty beginnings, his early lessons in love affair marketing and systemization, and why his first M&A deal nearly broke him. But the real story unfolds around age 50, when Omani underwent a profound mindset shift—from fear and scarcity to love and abundance. This new lens on leadership reshaped Carson Group's culture, unlocked purpose-driven M&A, and set the stage for launching Omya, his newest venture focused on helping entrepreneurs align joy, legacy, and impact. This episode is more than M&A—it's a masterclass in reinvention, authentic leadership, and building businesses that matter.   Things you will learn: How to scale a firm through systemization and "love affair" client marketing What went wrong in Carson Group's first M&A deal—and how they rebounded How trauma and personal evolution can drive professional reinvention What "conscious capitalism" looks like in a modern financial firm   _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Chapters:  [00:01:00] Dorm room origins and cold-calling farmers in Nebraska [00:07:00] Early success, burnout, and chasing money without fulfillment [00:10:30] Love affair marketing, process systemization, and client growth [00:18:00] Lessons from their first M&A deal: culture clash, team turnover, missed red flags [00:23:30] Partner program and minority investments: a better M&A model [00:27:00] Personal transformation at age 50 and the birth of "Omani" [00:35:00] Embracing spirituality, mental wellness, and psychedelic therapy [00:40:00] Impact investing, farming regeneration, and the trillion-dollar goal [00:46:00] How Carson's culture shifted—and made M&A better [00:51:00] 7-day water fasts, health optimization, and living life with intention [00:55:00] The craziest M&A moment: the painful first acquisition

Andrew Bab, Partner & Co-Chair of the Healthcare Group at Debevoise & Plimpton LLP In this episode of M&A Science, Andrew Bab joins Kison Patel live in New York to dive into the fast-changing legal landscape facing private equity deals in healthcare. From emerging state-level regulations and reverse CFIUS to FDA policy shifts and CVR litigation, Andrew offers a masterclass in legal diligence and deal structuring. They also explore how political scrutiny and increasing regulatory complexity are driving the need for more proactive, buyer-led approaches in healthcare M&A. Things you will learn: How state-level regulation is changing the game for healthcare deals What private equity needs to know about DEI rollbacks and False Claims Act liability Impacts of recent Delaware case law and why some firms are leaving the state When to use CVRs in pharma M&A and the litigation risks they carry How new HSR rules and antitrust dynamics are shifting auction timelines _______________ What is the Buyer-Led M&A™ Virtual Summit This isn't just another webinar—it's an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Timestamps:  [00:01:30] Andrew's background and overview of Debevoise & Plimpton's healthcare practice [00:03:00] Regulatory updates: DEI rollbacks, reverse CFIUS, foreign direct investment [00:05:30] National security laws expanding into tech, steel, and social media [00:06:00] Antitrust enforcement differences between Trump and Biden administrations [00:09:00] Delaware case law: MFW, Molus, Crispo and corporate governance implications [00:15:00] State-level regulation of healthcare deals (e.g., CA OHCA, MA law) [00:18:30] FDA's AI guidance and post-Chevron court deference [00:21:00] CVRs in pharma: structuring, litigation risk, and buyer incentives [00:29:00] Put/call deal structures for PE–strategic healthcare partnerships [00:32:30] HSR form overhaul and implications for auction vs. proprietary deals [00:34:30] Increased scrutiny of PE under False Claims Act and integration risk [00:44:00] Political scrutiny of PE in healthcare and rising public pressure [00:47:00] "Craziest M&A moment" – Mercury in the House of Orion delays closing

Hugh MacArthur, Chairman of Global Private Equity Practice, Bain & Company In this episode of M&A Science, Hugh MacArthur joins us to discuss the evolution of private equity over the last three decades—from the early days of deal-making and bespoke financing to today's hyper-competitive, tech-driven landscape. Hugh shares how Bain's private equity practice scaled from an entrepreneurial idea to one-third of the firm's global business and dives into what differentiates top-performing firms. We  explore sourcing strategies, value levers, post-acquisition success, and how PE firms are adapting to rising interest rates and new technologies like AI. Things you will learn: How Bain & Company built and scaled its private equity practice from scratch The shift from margin improvement to growth-oriented value creation strategies How private equity firms are evolving sourcing and financing models The future of deal execution using AI and specialized data tools _______________ What is the Buyer-Led M&A™ Virtual Summit This isn't just another webinar—it's an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/summit ________ This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Chapters: [00:01:30] – Hugh's background and the founding of Bain's PE practice [00:03:00] – Evolution from buyouts to a broad private assets approach [00:04:30] – Bain's entrepreneurial origins in private equity [00:07:00] – Commercial due diligence: Bain's unique differentiator [00:12:30] – Market valuation trends and EBITDA multiples over 30 years [00:14:30] – Industry sector evolution: from industrials to tech and healthcare [00:20:00] – The impact of software and growth on value creation [00:22:30] – Changes in deal sourcing: proprietary to competitive [00:24:30] – Rise of private credit and changes in deal structuring [00:29:30] – Value creation strategies: growth vs. cost-cutting [00:33:00] – Buy-and-build strategies and integration challenges [00:55:00] – Role of AI and advanced analytics in deal execution [01:00:00] – Growth of private markets and increased retail access [01:04:00] – Common mistakes PE firms make during acquisitions

Ben Beller, Partner at Sullivan & Cromwell LLP Ben Beller, Partner at Sullivan & Cromwell LLP, joins the podcast to walk through how companies can strategically navigate bankruptcy and restructuring during M&A. Drawing from experience on major cases like FTX and Silicon Valley Bank, Ben shares practical insights into Chapter 11 processes, planning strategies, liability management transactions, and how buyers can successfully acquire distressed assets. A must-listen  for corporate development professionals, acquirers, and M&A legal teams looking to build competency around distressed transactions. Things you will learn: The differences between Chapter 7, 11, and 13 bankruptcies and when to use each How liability management transactions work and their growing role in restructuring What buyers need to know about acquiring businesses in bankruptcy _______________ What is the Buyer-Led M&A™ Virtual Summit This isn't just another webinar—it's an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now ________ This episode is sponsored by FirmRoom.  The World's Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Timestamps: [00:04:00] Ben Beller's background and major bankruptcy cases (FTX, SVB, Mallinckrodt) [00:07:30] Chapter 7 vs. Chapter 11 – key differences [00:11:30] Signs companies should begin planning for bankruptcy [00:14:00] Prepackaged vs. prearranged vs. freefall bankruptcies [00:17:30] Importance of lender relationships and communication [00:22:00] Role of private credit and debt trading in distressed situations [00:28:00] Liability management transactions explained: dropdowns, up tiers, and more [00:35:00] Trends in liability management and how they defer bankruptcy [00:41:00] M&A in bankruptcy: How buyers can seize opportunities [00:46:30] Understanding stalking horse bids and auction dynamics [00:54:30] Common mistakes in buying businesses out of bankruptcy [01:01:00] Bankruptcy reform trends and cost implications

Ashish Achlerkar, Founder and Chairman at NearU Starting a business from scratch is challenging, but Ashish Achlerkar, Founder and Chairman of NearU, took a unique path—leveraging M&A as a tool for entrepreneurship. In this episode of the M&A Science Podcast, Ashish shares how he transitioned from investment banking to building a multi-state, multi-million-dollar business in the skilled trades industry. Ashish's journey is a masterclass in leveraging M&A for business expansion, focusing on strategic acquisitions, cultural alignment, and operational efficiency to build a thriving company in an industry ripe for disruption. Things you will learn: Entrepreneurship through acquisition – Why M&A is a tool, not an end goal How to evaluate industries for acquisition – Why the skilled trades industry was the perfect fit  Building a scalable business post-acquisition – The importance of training and technology Working with private equity – How to find the right partner and maintain control What is the Buyer-Led M&A™ Virtual Summit This isn't just another webinar—it's an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now Episode Timestamps: [00:01:30] Ashish's Journey from Banking to Entrepreneurship [00:02:30] Lessons Learned from the Entrepreneurial Journey [00:07:00] Defining Purpose and the 'Why' Behind Entrepreneurship [00:10:30] Making the Leap from Corporate to Startup Life [00:13:00] Selecting a Sector Through First Principles Thinking [00:18:00] Building the Investment Thesis for NearU [00:26:30] Executing the First Deal with a Bootstrap Approach [00:31:30] Sourcing Deals Through Relationships & Reputation [00:37:00] Challenges in Early and Scaling Phases [00:40:00] Working with Private Equity While Preserving Vision [00:48:00] Final Reflections: Transparency, Integrity & Doing the Right Thing

Michael Hoy, Executive Vice Chairman, Great Day Improvements In this episode of the M&A Science Podcast, Michael Hoy, Executive Vice Chairman of Great Day Improvements, joins Kison Patel to discuss how a people-first approach drives M&A success. With 4,500 employees and $1.5 billion in revenue, Great Day Improvements has grown through strategic acquisitions while maintaining a strong culture. Michael shares insights on harmonizing financials post-acquisition, leveraging growth synergies instead of cost-cutting, and building trust to ensure smooth integrations. Things you will learn: How to scale M&A by focusing on people instead of cost-cutting The importance of trust-building and transparency in integrations Why aligning financials and data early ensures a smoother transition How to foster a culture that drives sustainable growth ___________________________________________ Save your seat at the Buyer-Led M&A Masterclass to gain practical strategies to take control, reduce inefficiencies, and drive lasting value in your deals. https://hubs.ly/Q03bF7vS0 ___________________________________________ Trailer Timestamps: [02:00] Introduction to Michael Hoy and Great Day Improvements [05:04] The value of a people-first M&A strategy [07:09] Leveraging growth synergies instead of cost-cutting [16:14] Building a strong referral-based growth model [23:11] Aligning financials post-acquisition [35:05] The decision-making philosophy [42:30] Importance of trust and transparency in integrations [50:45] Cultural challenges in M&A and lessons learned

Gwen Pope, Senior Managing Partner  and Head of Platform Solutions Tiger Team M&A and Tracie Smith, Senior Partner  and Head of GTM Solutions at Tiger Team M&A Together, Gwen and Tracie dive into the complexities of serial acquisitions, discussing how large strategic acquirers can develop repeatable frameworks to streamline execution and maximize deal value. From building a North Star strategy to decision-making frameworks, they cover what it takes to successfully integrate multiple acquisitions while maintaining strategic alignment. Whether you're leading M&A for a large enterprise or looking to optimize your acquisition playbook, this episode is packed with insights on structuring M&A functions, avoiding common integration pitfalls, and ensuring leadership alignment. Things you will learn: How to structure an M&A function for repeatable success Why decision-making frameworks are crucial for integration The role of executive leadership alignment in deal execution This episode is  sponsored by DealRoom BI. Harness the power of real-time data to make data-driven decisions by building, visualizing, and sharing interactive M&A reports seamlessly. Visit DealRoom.net to learn more. Episode Chapters [00:00:00] – Introduction [00:02:00] – The backgrounds of Gwen Pope and Tracie Smith [00:05:30] – Common integration challenges for large serial acquirers [00:08:30] – The importance of a repeatable M&A model [00:14:00] – Why education is key for executive leadership teams [00:18:30] – Overcoming integration fatigue and long-tail execution [00:26:00] – Structuring an M&A function: centralized vs. decentralized models [00:36:00] – How to establish a decision-making framework [00:49:00] – Handling unexpected challenges and reducing reliance on leadership for decisions [00:56:00] – Why a decision log is essential for integration success [01:05:30] – Crazy M&A stories and key lessons learned

Mimi Wu, Partner at Sullivan & Cromwell When a company is struggling financially, M&A can be a lifeline—but navigating distressed deals is a whole different game. In this episode of the M&A Science Podcast, Mimi Wu, Partner at Sullivan & Cromwell, breaks down how Chapter 11 bankruptcy, 363 sales, and creditor negotiations come into play when businesses are in distress. Mimi has worked on some of the biggest restructuring cases, including FTX and Silicon Valley Bank, and she's here to explain how distressed M&A really works—without the legal jargon. Whether you're an investor, a corporate executive, or just curious about how companies handle financial trouble, this episode is packed with insights. Things you will learn: What is Chapter 11? – How bankruptcy protects businesses and gives them time to reorganize  The Power of a 363 Sale – Why buyers love these deals and how they can acquire assets "free and clear"  Negotiating with Creditors – What happens when companies can't pay their debts, and the options they have Finding Deals in Bankruptcy – How investors and buyers can identify distressed M&A opportunities before they hit the auction stage ______________ This episode is 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 DealRooms proven framework. Visit DealRoom.net to learn more. Trailer Timestamps: [00:03:01] – What is Distressed M&A? Key Differences from Traditional M&A [00:05:32] – Chapter 11 Bankruptcy: How It Works and When to Use It [00:06:30] – 363 Asset Sales: Selling a Business in Bankruptcy [00:09:11] – Why Companies File for Bankruptcy: Common Triggers [00:10:36] – The Automatic Stay: Protecting Companies During Bankruptcy [00:14:00] – Alternatives to Bankruptcy: Negotiating with Creditors & Raising Capital [00:18:30] – How the Bankruptcy Sale Process Works: Auctions & Market Checks [00:20:41] – Credit Bidding & How Creditors Influence the Sale [00:24:02] – The 363 Auction Process: How Bidding Works [00:26:39] – Stalking Horse Bids: What They Are & How They Work [00:29:30] – How Sale Proceeds Are Distributed Among Creditors [00:33:00] – Case Study: Carrier & Ketafenol Bankruptcy Sale [00:39:35] – Finding Distressed M&A Opportunities: Buyer Strategies [00:42:00] – The Craziest Thing Mimi in Distressed M&A

Kaj Rozga, Senior Antitrust Counsel at ABB Antitrust scrutiny in M&A is at an all-time high, and companies must be prepared to navigate evolving regulatory challenges. Kaj Rozga, Senior Antitrust Counsel at ABB, brings a unique perspective, having worked both inside the FTC and in private practice, advising on antitrust strategy, compliance, and M&A transactions. In this episode of the M&A Science Podcast, Kaj breaks down the latest antitrust trends, regulatory risks, and strategic approaches to managing antitrust concerns in M&A. He shares how dealmakers can proactively assess risk, structure deals to mitigate scrutiny, and use antitrust as a negotiation tool. Thing's you will learn: Antitrust in M&A – What business leaders need to know How regulators evaluate mergers – Key triggers for scrutiny Industry rollups & market consolidation – Why private equity is under the microscope  Navigating second requests & regulatory delays – How to prepare for costly reviews What not to do between sign and close _________________________________ This episode is  sponsored by Buyer-Led M&A™. Take control of your deals._________________________________ Episode Timestamps: 00:02:30 - Guest Introduction: Kaj Rozga's Background & ABB Overview 00:07:00 - Antitrust Trends: Government Levers & Key Enforcement Themes 00:13:00 - Substantive Antitrust Challenges: Vertical Competition, Industry Roll-ups & Expanded Deal Horizon 00:21:00 - Government Positioning & Impact on Deals 00:30:00 - Mandatory Filings & Second Requests 00:38:00 - Best Practices for Document Control & Risk Mitigation in M&A 00:48:00 - Gun-Jumping & Pre-Closing Coordination: Managing Compliance Risks 00:54:00 - Structuring Deals to Avoid Antitrust Concerns 01:02:00 - Using Antitrust Considerations in Negotiation

John Cerasuolo, CEO of Leap Partners Creating a successful roll-up strategy requires a unique combination of industry expertise, strategic planning, and leadership. John Cerasuolo, CEO of Leap Partners, has mastered the art of acquiring and integrating businesses in the home services industry, including HVAC, plumbing, and electrical services. With 19 acquisitions in less than three years, Leap Partners is rapidly expanding across the Southeast with a people-first approach. In this episode of the M&A Science Podcast, John shares how to build a roll-up machine from scratch. He discusses selecting the right industry, pitching to investors, sourcing and executing deals, and the critical role of leadership and culture in scaling a business. John also explains how to foster strong relationships with business owners and private equity partners, along with key lessons learned from executing high-volume M&A. Things You'll Learn: How to build a roll-up strategy from scratch Understand how to pitch to investors and raise capital without an initial deal in place Gain insights into sourcing and executing deals with a people-first approach Discover the importance of rapid integration and operational efficiency Hear how to build strong relationships with business owners and private equity partners _________________________________ This episode is  sponsored by DealRoom BI. Harness the power of real-time data to make data-driven decisions by building, visualizing, and sharing interactive M&A reports seamlessly. Visit DealRoom.net to learn more._________________________________ Episode Timestamps: [00:00:00] Introduction & The Importance of M&A Reporting Automation [00:02:00] Guest Introduction: John Cerasuolo's Background & Key Lessons from the Navy [00:07:00] The Role of Private Equity in Roll-ups [00:10:30] Building a Roll-up Machine: Step-by-Step Guide [00:13:45] Sourcing Deals & Choosing the Right Industry [00:21:20] Securing the Right Investment Partner & Negotiating Terms [00:30:30] First Deal & Launching Leap Partners [00:33:00] Building a Strong Pitch to Business Owners & Characteristics of Leadership [00:40:00] Integration Strategy & Operational Efficiency [00:45:00] Partnership with Business Owners & Culture Building Post-Close [00:48:30] Craziest Thing Seen in M&A & Final Thoughts

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

John Orbe, Senior Associate General Counsel – M&A at Emerson Large-scale deals come with layers of complexity—from regulatory challenges and cross-border negotiations to structuring transactions that align with long-term business strategy. Having the right legal approach can make or break a deal. In this episode of the M&A Science Podcast, John Orbe joins us to break down what it takes to execute high-stakes transactions. He shares insights on the differences between large and small deals, how legal teams can be a strategic partner in M&A, and why cross-border transactions require more than just legal know-how.   Things you will learn: Big vs. small deals – Unique challenges and hidden complexities  When to involve legal in M&A – Structuring LOIs the right way  Cross-border deal challenges – Cultural, regulatory, and legal considerations  How technology is reshaping M&A – AI, automation, and data room efficiencies  Avoiding post-closing disputes – Drafting airtight agreements Trailer Timestamps:  00:00:00 Introduction 00:03:17 Entering the M&A World 00:05:26 M&A as a Team Sport 00:07:18 Transition from Law Firm to In-House Counsel 00:10:35 Differences Between Large and Small M&A Deals 00:15:42 M&A Deal Strategy and Business Risk 00:25:10 Legal Due Diligence Process 00:30:22 Cross-Border M&A Complexities 00:35:40 Technology and AI in M&A 00:40:15 Managing External Legal Counsel 00:45:00 Negotiation Strategies in M&A 00:50:30 People and Cultural Considerations in Deals 00:55:10 M&A Deal Execution and Closing Challenges 01:00:20 The Future of M&A and Legal Innovation 01:05:45 Craziest M&A Stories and Lessons Learned

Dr. Amit Monga, Founder and CEO of SARAPOINT Every deal tells a story of risk, strategy, and the relentless pursuit of value. With M&A evolving into a core function across industries, simply following old playbooks is no longer enough. You need insight, discipline, and a strategy tailored to today's fast-moving, multi-dimensional landscape. In this episode of the M&A Science Podcast, Amit Monga, Founder and CEO of SARAPOINT, joins us to unpack the intricacies of software valuation, integration challenges, and structuring carve-outs that unlock hidden value.  Things you will learn: Trends in software valuation: EBITDA vs. revenue multiples How growth impacts valuation and attracts buyers Navigating deals with difficult CEOs Challenges in carve-outs from the buy-side Key differences between buy-side and sell-side M&A This episode is  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 Intro 02:31 Trends in software valuation: EBITDA vs. revenue multiples 05:22 Venture capital vs. private equity mindsets 07:48 Who is lending on software deals 09:13 Convincing someone to sell their company 12:41 How growth impacts valuation and attracts buyers 15:46 How to approach your first acquisition 18:54 How to pitch a deal to Founders 22:15 Navigating deals with difficult CEOs 27:46 Challenges in carve-outs from the buy-side 31:36 Networking to find carve-out deals 35:28 Structuring optimal deals for carve-outs and founder-owned businesses 41:46 When to take on investments and build a platform 45:25 Key differences between buy-side and sell-side M&A 50:21 Surprises and lessons learned in M&A 55:09 How M&A strategies have evolved 58:25 Craziest thing in M&A

Amit Monga, Founder and CEO of SARAPOINT M&A is a minefield of uncertainties, let alone the tech space. Missteps in integration, cultural clashes, and unforeseen risks can quickly derail even the most promising deals. That's why understanding what could go wrong is critical. Dr. Amit Monga, Founder and CEO of SARAPOINT, shares lessons from the trenches to help you anticipate challenges and mitigate risks. Learn how to navigate integration, manage carve-outs, and turn M&A uncertainty into opportunity with actionable insights from a seasoned expert. Things you will learn: Key lessons from the trenches for corporate M&A success Balancing proactive and opportunistic M&A strategies Handling opportunistic deals outside core strategy Evaluating deals that don't fit the M&A thesis Maintaining control during M&A execution ******************* This episode is  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 Intro 03:17 The power of an engineering background 03:48 Key lessons from the trenches for corporate M&A success 06:51 Balancing proactive and opportunistic M&A strategies 08:39 Building and managing an M&A pipeline 10:32 Handling opportunistic deals outside corporate strategy 12:35 Balancing synergies and opportunistic deals 14:54 Deciding how much to integrate a company 17:59 Evaluating deals that don't fit the M&A thesis 23:06 Planning integration based on partnerships and synergies 25:02 Becoming a buyer-led M&A organization 27:05 Working with the sell-side during M&A processes 30:46 Maintaining control during M&A execution 32:40 Balancing the M&A process management with bankers 34:48 Handling proprietary deals without an advisor 38:34 Scenario: Balancing opportunism with communication in competitive processes

Joe Mantone, U.S. Financial Institutions News Desk Manager at S&P Global Market Intelligence (NYSE: SPGI)   The M&A market isn't what it used to be. Deal volumes are rising, but they remain a shadow of the record highs of 2021. Add to this the challenges of regulatory hurdles, high interest rates, and uneven global recovery. Corporate development leaders are left asking: where do we go from here?   In this episode of the M&A Science Podcast, Joe Mantone of S&P Global Market Intelligence unpacks the latest trends, challenges, and opportunities in the M&A cycle. You'll learn the latest insights to stay ahead in a volatile market and prepare for the opportunities 2025 promises to bring.   Things you will learn: The state of M&A, recovering from the 2022 downturn How regulatory challenges are reshaping deal strategies What corporate leaders need to know about private equity and credit trends The rise of AI and sector-specific opportunities for 2025 Actionable advice for corporate development teams in a volatile market ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights. DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today. ******************* Episode Timestamps 00:00 Intro 06:03 Current state of the M&A market 07:45 Distinguishing the current M&A downturn 08:51 Factors driving global M&A 10:14 M&A blindspots to lookout for 12:38 How Fed rate cuts will affect M&A 13:38 Financing M&A deals in a changing market 15:22 Investor sentiment and the future of IPOs 16:17 Impact of market volatility on corporate M&A 17:12 Cross-border M&A: Lessons from Asia Pacific and Europe M&A Activity 20:19 How to prepare for the heightened regulatory scrutiny 21:43 Strategies for mitigating regulatory risks 22:24 M&A insights from earnings calls 23:53 Increased investment banking recruiting 24:48 Practical takeaways for corporate M&A teams 25:40 The future of M&A: Trends to watch in 2025 28:13 Emerging sectors for 2025 29:55 Craziest thing in M&A

Andrew Kelley III  -  VP of Corporate Development and Ventures at Five9 ( NYSE: FIVN) Achieving success in M&A requires more than identifying opportunities—it demands a thoughtful approach to relationship-building, thorough due diligence, and strategic alignment. Without these key elements, even well-intentioned deals risk falling short of their potential. In this episode of the M&A Science Podcast, Andrew Kelley, VP of Corporate Development and Ventures at Five9, shares his expertise on navigating the complexities of corporate development. From building strong relationships to prioritizing due diligence and leveraging emerging technology, Andrew provides actionable insights for driving successful deals. Learn how to overcome common pitfalls, foster alignment, and build a strategic M&A framework. Things You Will Learn: Strategies for building relationships and sourcing deals effectively How to prioritize and execute efficient due diligence Identifying and overcoming bid-ask spread challenges The role of culture in deal success and integration ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights. DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today. ******************* Episode Timestamps: 4:13 Overview of Experience in Corporate Development 7:17 Foundational Skills for M&A Success 17:39 Efficiency and Prioritization in Due Diligence 22:00 The Role of Culture in Integration  23:22 Green Flags in the Deal 27:12 Red Flags in the Deal 33:18 Predicting Actual Value 37:46 Key Players in Your Letter of Intent 41:01 Relationships in Corporate Development 44:46 Supporting Your Team While Holding Them Accountable 49:01 Dealing with Bid-Ask Spreads 54:35 Building External Relationships 1:08:22 Future of Corporate Development

Russ Hartz, VP of Corporate Development at Ansys, and Carey Pugh, Director of Corporate Integrations at Ansys (NASDAQ: ANSS) The fastest way to sabotage an M&A deal is to let the deal team and integration team work in silos. Too often, companies nail the transaction only to fumble on execution because the people closing the deal and those delivering the value aren't aligned.  In this episode of the M&A Science Podcast, Russ Hartz, VP of Corporate Development at Ansys, and Carey Pugh, Director of Corporate Integrations at Ansys, unpack how keeping deal and integration teams synchronized can make or break an M&A deal's outcomes. Things you will learn:   The positive business outcomes of early integration Managing integration planning milestones Kickoff meeting structure Adapting integration approaches to cultural differences Building a strong partnership between deal and integration teams ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today.   ******************* Episode Timestamps: 00:00 Intro 04:49 Integration planning starts early 07:55 The positive business outcomes of early integration 15:22 Balancing strategy with practicality in early integration planning 21:50 Proactive integration planning 23:58 Managing integration planning milestones 25:11 Kickoff meeting structure 33:07 Adapting integration approaches to cultural differences 30:29 Key factors considered during diligence 44:31 Building a strong partnership between deal and integration teams 46:50 Key traits to look for in an integration partner 49:36 Aligning the deal and integration teams 52:18 Best practices for synchronizing the deal team and integration team 58:52 The power of buyer-led M&A -  When you get to the point  1:04:23 Creating a seamless people experience in buyer-led M&A 1:06:43 Craziest thing in M&A

Jason Lippert, CEO of LCI Industries (NYSE: LCII)   M&A integration is notoriously challenging—cultural misalignment, disengaged leaders, and high turnover often derail even the best-laid plans. How do you overcome these obstacles and ensure a seamless integration that drives long-term success? In this episode, Jason Lippert, CEO of LCI Industries, shares his proven playbook for mastering M&A integration through leadership development and cultural alignment. Things you will learn: Correlating culture metrics with financial performance  Investing in leadership development for a stronger frontline Proactive culture development for new team members Exploring AI to enhance customer service Identifying strong leadership during diligence ******************* This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you're looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata This episode is also sponsored by DealRoom. Harness the power of Buyer-Led M&A™ with DealRoom's proven framework. Streamline your acquisitions, from sourcing to integration, for smarter, more strategic deal-making that drives growth and value. Visit DealRoom.net to learn more. ******************* Episode Timestamps: 00:00 Intro 07:37 Evolving from seller-led to buyer-led M&A strategies 10:43 Capital allocation and acquisition strategy in a public company 13:08 Defining and measuring company culture through core values 15:56 Culture as a driver of value in M&A integration 19:50 Assessing and transforming culture in M&A pre-LOI 21:45 Leveraging culture as a competitive advantage post-LOI 22:52 Building a playbook for culture and leadership integration 25:25 Fostering personal and professional growth plans for employees 33:23 Measuring success through culture and leadership metrics 37:30 Using culture to build trust and drive post-acquisition success 40:31 Correlating culture metrics with financial performance 42:14 Proactive culture development for new team members 43:53 Identifying strong leadership

Adam Coffey, Founding Partner of The Chairman Group   Many M&A deals fail to deliver their promised value due to gaps in deal sourcing, diligence, and integration. Without a clear strategy and the right tools, even the best opportunities can turn into liabilities.    In this episode of the M&A Science Podcast, hear all the expert insights from Adam Coffey, Founding Partner at The Chairman Group, on how to source the right targets, structure deals for sustainability, and integrate acquisitions seamlessly. Get your blueprint for building an empire through strategic M&A. Things you will learn:   • How to find and close proprietary deals for business growth • Building relationships and effective outreach strategies • Structuring deals with financial levers for sustainable growth • Mastering integration and building M&A expertise through experience • Strategic exit points and the value of partnering for growth ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today.   ******************* Episode Timestamps: 00:00 Intro 04:13 How to find and close proprietary deals for business growth 10:28 Building relationships and effective outreach strategies 23:14 Structuring deals with financial levers for sustainable growth 28:34 Mastering integration and building M&A expertise through experience 35:01 Strategic exit points and the value of partnering for growth 45:20 How to perform diligence on private equity buyers as a seller 48:23 Craziest thing in M&A

Adam Coffey, Founding Partner of The Chairman Group Scaling a business from good to great often feels like an uphill battle. Organic growth alone can be painfully slow, leaving you far from achieving your dream of building an empire. But how do you supercharge growth without losing control or falling into costly traps? Building an empire takes more than just passion—it requires a clear, strategic playbook.   In this episode of the M&A Science Podcast, Adam Coffey, Founding Partner of The Chairman Group, shares his proven framework for transforming businesses into empires, from meticulous buyer-led diligence to flawless integration strategies.    Things you will learn:   • The framework for building a resilient and profitable business empire • The strategic role of software in scaling M&A operations • The power of buy and build for exponential business growth • Building relationships and effective outreach strategies • Structuring deals with financial levers for sustainable growth   ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   This episode is also sponsored by DealRoom's BI Reporting tool.  DealRoom's BI Reporting tool revolutionizes M&A reporting with real-time, interactive data management. Utilize Looker BI to customize, automate, and export detailed M&A lifecycle reports, enhancing strategic decision-making. For more details, check out the DealRoom BI Reporting page.   ******************* Episode Timestamps 00:00 Intro 08:09 Simplifying business growth and private equity for everyone 11:48 The framework for building a resilient and profitable business empire 19:11 The strategic role of software in scaling M&A operations 24:11 Building a scalable business through smart acquisitions 30:00 The power of buy and build for exponential business growth 39:23 Strategically structuring growth and valuation for maximum exit potential

Art Papas, CEO at Bullhorn   Growth through M&A is about strategy, timing, and bold leadership. The stakes are high, but the rewards are transformative for those who get it right. In this episode, Art Papas, CEO of Bullhorn, shares his journey from tech founder to M&A leader, and how he turned acquisitions into engines of growth.    Things you will learn:   • The role evolution from tech lead to CEO • The case for buyer-led M&A • Leveraging customer insights to identify strategic opportunities • Balancing control and growth with private equity sponsorship • Building M&A strategies and handling private equity transitions   ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 06:29 The role evolution from tech lead to CEO 10:21 Lessons in Discipline and Growth 16:27 The case for buyer-led M&A - We were buyer-led 20:30 Leveraging customer insights to identify strategic opportunities 25:27 Balancing control and growth with private equity sponsorship 31:30 Building M&A strategies and handling private equity transitions 32:31 The right way to integrate acquired businesses 40:22 Ensuring smooth M&A integration through detailed planning 43:48 Integration and risk planning post-LOI 46:07 Best practices for handling overlapping products in M&A 49:53 First M&A deal with Vista 54:14 Evaluating deal timing and product-market fit early 55:32 Staying close to core competencies in M&A 58:55 Expanding internationally with organic growth and M&A 1:00:43 Building relationships in early M&A conversations 1:02:14 Craziest thing in M&A

Avinash Patel, Partner at PJT Partners (NYSE: PJT) ‍ Investment bankers aren't always seen as trusted advisors; some see them as deal-pushers, prioritizing fees over friendships. The skepticism is fair, but many miss the point of what they actually bring to the table.  ‍ In this episode of the M&A Science Podcast, Avinash Patel, Partner at PJT Partners, offers an insider's view on what investment bankers really do in M&A, from guiding strategic vision to wielding influence in complex transactions.   Things you will learn: ‍ • Why investment bankers face a reputation challenge • Building influence and shaping strategy through relationship investment • Working with public vs. private companies as an investment banker • Evaluating the right private equity partner • Finding the right advisory partnership   ******************* This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you're looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 08:37 Why investment bankers face a reputation challenge 13:29 The role of investment bankers 17:21 Building influence and shaping strategy through relationship investment 21:36 Tailor advice and introductions for big-company impact 23:31 Example of companies turning strategic advice into growth 30:08 Working with public vs. private companies 32:21 Role play: Scaling through organic growth and strategic acquisitions 44:19 Leveraging investment bankers to identify strategic carve-out opportunities 48:29 Building selective PE relationships for carve-out deals 50:54 Evaluating the right private equity partner - willing to answer 55:47 The importance of buyer-led M&A integration planning 1:06:29 Finding the right advisory partnership 1:08:18 Craziest thing in M&A

Yogesh Gupta, President and CEO at Progress Software   In M&A, closing the deal is just the beginning. The true measure of success comes from effective execution post-close. Mastering this phase demands transparent leadership and strategic agility—qualities that can significantly influence whether an acquisition thrives or flounders.   In this episode of the M&A Science Podcast, Yogesh Gupta, President and CEO of Progress Software, explores how clear leadership and adaptable strategies are pivotal for M&A success. He shares insights into building a strong foundation and ensuring seamless integration, even before the deal is inked.    Things you will learn:   • Crafting a clear and actionable M&A strategy • Establishing leadership and building a foundation before pursuing M&A • Strategic AI integration • Ensuring fit and managing integration risk at the LOI stage • Balancing objectivity and cultural fit in M&A decision-making   *Bonus Mini Interview: The Evolving Landscape of M&A Data with Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence.   Today, data is everything, and the M&A industry is no different. Professionals must learn to harness and utilize the power of technology and data to increase efficiency.   In this mini interview, Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence, discusses the evolving landscape of M&A data and how it impacts M&A professionals.   Things you will learn:   • Embracing AI for Enhanced Efficiency • Leveraging Alternative Data Sources • Utilizing Capital IQ Pro • Accessing Private Company Data • Workflow Efficiency through Technology   ******************* This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you're looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Bookmarks 00:00 Intro 07:52 The reality of being a CEO in a publicly-traded company 12:29 Crafting a clear and actionable M&A strategy 15:21 Conducting diligence and understanding the business in the first 90 days 18:22 Establishing leadership and building a foundation before pursuing M&A 24:05 How the strategy evolved 25:05 Strategic AI integration 28:27 Executing successful M&A deals 30:51 Ensuring fit and managing integration risk at the LOI stage 34:26 Balancing objectivity and cultural fit in M&A decision-making 38:42 Building trust through transparency in M&A relationships 40:25 Influencing a sale by building long-term relationships 43:10 Maintaining valuation discipline in acquisition negotiations 45:31 Managing transparent employee communication 51:12 Staying agile to overcome integration challenges in M&A 54:33 Craziest thing in M&A 55:58  Bonus Interview with Jack Blazebrook: The Evolving Landscape of M&A Data

Dr. Tianyi Jiang, CEO at AvePoint   Raising capital is only half the battle. The real challenge is fostering strong relationships with investors while ensuring your business continues to grow. It's easy to focus on securing funds, but investors look for more than just short-term returns. Without that clarity, it's harder to build lasting trust and keep things moving forward.   In this episode of the M&A Science Podcast, Dr. Tianyi Jiang, CEO at AvePoint, explains how to navigate investor relations and capital raising for sustainable growth.   Things you will learn: • Engineering discipline in M&A • Lessons in driving growth through organic and inorganic strategies  • Building a strong distribution network • Balancing primary and secondary capital • Capital advantages of going public   ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Bookmarks 00:00 Intro 04:53 Engineering discipline in M&A 07:08 Lessons in driving growth through organic and inorganic strategies 11:37 Building a strong distribution network 13:36 The importance of strategic capital raising for long-term growth 17:41 How to recapitalize and scale without losing control 20:30 Structuring a recap 22:11 Balancing primary and secondary capital 24:32 Maintaining control and avoiding founder dilution 28:42 Maximizing returns while retaining control 30:14 How going public challenges companies to maintain discipline and long-term focus 34:20 Capital advantages of going public 36:46 Structuring acquisitions and aligning acquirer and founder interests 40:20 Strategic capital allocation to drive growth 42:29 Key advice for growing, raising capital, and allocating resources 45:30 Craziest thing in M&A

Davis Thacker, Chief of Staff and Head of Corporate Development at Carta   The M&A process is notoriously tricky—everyone loves talking about getting the deal done, but few focus on the real work that comes after. Integration, valuation shifts, and cultural alignment often prove to be the biggest roadblocks to a successful acquisition. How do you avoid the common pitfalls that derail so many deals post-close?   In this episode of the M&A Science Podcast, Davis Thacker, Chief of Staff and Head of Corporate Development at Carta,  shares his expert strategies on executing successful M&A.   Things you will learn: • Sourcing unbounded deals • Driving accountability for successful integration • Building consistency and early integration • Advice on building a collaborative relationship with your CEO • How to maintain a consistent people experience   ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Bookmarks 00:00 Intro 07:38 Discovering unbounded deal opportunities 09:00 Sourcing unbounded deals  13:21 Deal execution lessons: Adapting M&A strategy based on business growth 15:22 Driving accountability for successful integration 17:34 Building consistency and early integration 20:28 Working with the CEO 22:08 Advice on building a collaborative relationship with your CEO 24:01 Cultural challenges of international deals 27:42 Creating a positive people experience in M&A 31:04 How to maintain a consistent people experience 35:22 Balancing cultural integration 37:30 Mapping international growth in venture markets 39:18 Key tips for transitioning from domestic to international M&A 41:20 Navigating valuations and stakeholder interests in deal negotiations 43:29 Aligning non-price factors in M&A - Come back to culture 44:17 Craziest Thing in M&A

Todd Henrich, SVP Head of Corporate Development at Booking Holdings (NASDAQ: BKNG)   Today's M&A market conditions are volatile, regulatory scrutiny is high, and the pressure to find value is greater than ever. The risks of entering a deal without a firm understanding of today's market dynamics have never been more pronounced. How do you ensure your strategic acquisitions stay on course? In this episode of the M&A Science Podcast, we explore the best practices for executing strategic M&A in today's market with Todd Henrich, SVP Head of Corporate Development at Booking Holdings.   Things you will learn: • The ripple effects of regulatory overreach on M&A and investment • Shaping strategy through M&A setbacks • Using M&A as a tool, not a strategy • How global regulatory collaboration is impacting M&A activity • Key targets and red flags when building an investment thesis   ******************* This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 05:02 The impact of changing regulations on M&A deals 08:01 The ripple effects of regulatory overreach on M&A and investment 11:40 Shaping strategy through M&A setbacks 12:49 Using M&A as a tool, not a strategy 15:59 How global regulatory collaboration is impacting M&A activity 18:13 Adapting to regulatory rules 19:21 Ensuring strategic alignment and long-term value in M&A 22:49 Sourcing deals 23:38 The Rocketmiles acquisition success story 26:48 Key targets and red flags when building an investment thesis 30:16 The AI hype 31:38 Managing the hidden costs of M&A 36:08 The importance of an integration team in M&A success 37:39 Balancing valuation and integration costs in M&A 39:19 Other reasons deals can go awry 43:39 Key lessons in M&A: Doing deals that matter 46:59 Handling surprises in M&A deals 53:21 The importance of buyer-led M&A processes for long-term success 55:09 Craziest Thing in M&A

Charles Webb, Lead Antitrust Counsel at FedEx (NYSE: FDX)   When it comes to mergers and acquisitions, everyone loves to talk about synergies, growth, and market share. However, these enticing prospects can quickly dim if regulatory compliance risks are overlooked. While not the most glamorous aspect of M&A, compliance forms the bedrock that ensures deals are legally sound and smoothly executed.   In this episode of the M&A Science Podcast, Charles Webb, Lead Antitrust Counsel at FedEx, discusses how to manage regulatory compliance risks in M&A.   Things you will learn: • Different types of regulatory compliance risks in M&A • Applicability of antitrust framework to companies • The evolution of antitrust laws • The importance of avoiding Gun Jumping • Increased aggressiveness of antitrust regulators   ******************* This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 06:40 Different types of regulatory compliance risks in M&A 14:41 Applicability of antitrust framework to companies 20:47 Impact of HSR filing on the deal timeline 22:43 What does the HSR form look like? 24:56 How to land the narrative in a merger 28:25 The Origins of the Sherman Act 29:47 The Magna Carta of Free Enterprise 30:03 Fast forward 1914 30:36 Amendments and the Hart-Scott-Rodino Act 31:33 The evolution of antitrust laws 33:47 Risks during the waiting period 39:33 The importance of avoiding Gun Jumping 42:22 Best practices for internal communication during a deal 44:01 Understanding deal review risk in advance 46:11 What happens if a deal is rejected? 50:11 Increased aggressiveness of antitrust regulators 51:41 Real consequences for gun jumping 53:05 Balancing integration planning with gun jumping risks 57:43 The key to preparing for regulatory compliance 58:52 Craziest Thing in M&A

Henry Ward, CEO and Co-founder at Carta  M&A has become a critical tool for companies to stay competitive in today's fast-changing market. But success in acquisitions now requires more than just speed—it demands a strategic approach that aligns with long-term goals and adapts to industry shifts.   In this episode of the M&A Science Podcast, Henry Ward, CEO and Co-founder of Carta, shares his insights on how businesses can refine their M&A strategies to thrive in an evolving corporate landscape.   Things you will learn: • Building the case for actionability • How to convince founders to sell • Valuing high-growth companies • Bounded vs. unbounded acquisitions • Balancing disciplined acquisitions with opportunistic ventures   ******************* This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 06:30 First failed acquisition story 09:13 Lessons learned during early deals 14:06 Building the case for actionability 16:31 Convincing founders to sell 26:06 Valuing high-growth companies 28:26 Bridging valuation gaps 31:48 Acquihires and product tuck-ins 35:39 Bounded vs. unbounded acquisitions 40:40 Lessons from unbounded M&A deals 44:22 Strategic capital allocation 46:33 Evaluating pipelines and allocating resources 48:10 How to make successful Corp Dev team and CEO relationships 50:25 Integration expectations from stakeholders 53:31 Thoughts on international expansion 56:02 Craziest thing in M&A

Camilo Franco, Director of M&A Integration and Operations and Matt Arsenault, VP of Corporate Development & Strategic Alliances at Jamf (NASDAQ: JAMF)   Too often in M&A, diligence and integration operate in separate lanes. Diligence focuses on uncovering risks, while integration is left scrambling to make everything fit once the ink is dry. It's a classic case of working in silos, and it's leaving value on the table. But there's a way to break down those barriers from the start.   In this episode of the M&A Science Podcast, Matt Arsenault, VP of Corporate Development & Strategic Alliances at Jamf, and Camilo Franco, Director of M&A Integration and Operations, show us how to transform these silos into synergy by aligning diligence and integration from day one.   In this episode, you'll learn:  • Implementing a proactive buyer-led M&A strategy • Synchronizing diligence and integration planning • The importance of integration-led diligence • Building and refining the integration thesis • Collaborating with sellers to shape a seamless integration plan   ******************* This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 04:46 Implementing a proactive buyer-led M&A strategy 06:21 Synchronizing diligence and integration planning 09:12 The importance of integration-led diligence 10:25 Early integration planning pre-LOI 13:05 Building and refining the integration thesis 15:58 Balancing due diligence and integration 19:10 Building confidence in early integration planning 21:53 Collaborating with sellers to shape a seamless integration plan 24:48 Measuring success from diligence to integration 27:44 Balancing aggressive integration goals with realistic expectations 29:59 Balancing AI hype with core business strategy in M&A pipelines 32:04 Best practices for evaluating intangible factors in an acquisition 33:52 Craziest thing in M&A

Jann Lau, Senior Director, Corporate Development at PayPal (NASDAQ: PYPL)   A well-crafted deal thesis is the cornerstone of any successful M&A transaction. It outlines the strategic rationale and anticipated value creation from the acquisition. However, a strong thesis alone isn't enough. To ensure the deal delivers on its promise, it's crucial to rigorously validate its assumptions and projections.   In this episode of the M&A Science Podcast, Jann Lau, Senior Director of Corporate Development at PayPal, shares key strategies for validating the deal thesis and mitigating risks associated with M&A.   Things you will learn:   • The importance of validating the deal thesis • The risks of rushing M&A deals without proper alignment • How to effectively validate a deal thesis • Who takes the blame in corporate development for a bad deal? • Other ways to streamline the M&A process   ******************* This episode is sponsored by Spearhead Corp Dev, a leading buy-side advisory firm. Spearhead combines traditional deal origination and advisory with advanced AI to help corporations and mid-market PE firms find and close more off-market deals with certainty. Their approach supercharges proprietary deal flow, providing a greater choice of opportunities. Elevate your deal sourcing by visiting spearheadcorpdev.com.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 04:36 The Yahoo! acquisition 09:27 The importance of validating the deal thesis 13:42 The risks of rushing M&A deals without proper alignment 16:25 How to effectively validate a deal thesis 20:55 Example on how to effectively validate a deal thesis 26:29 Risks of not validating the deal thesis 29:42 Crafting a deal thesis  33:31 Pitching the deal thesis 36:38 Integration as a deal driver 39:47 Who takes the blame in corporate development for a bad deal? 40:53 Key questions to nail down your deal thesis 42:09 Balancing gut instinct and stakeholder buy-in in M&A decisions 44:20 Lessons from deal surprises 46:13 When to walk away from a deal 48:16 Other ways to streamline the M&A process 50:34 Craziest thing in M&A

Gregg Albert, Managing Partner - Corporate Strategy and Mergers & Acquisitions at Accenture (NYSE: ACN)    Companies are facing immense pressure to stay agile, seize new opportunities, and maintain a competitive advantage in today's rapidly evolving business environment. One key strategy to achieve this is portfolio rebalancing, a critical initiative that helps businesses optimize their asset mix and drive sustainable growth.    In this episode of the M&A Science Podcast, Gregg Albert, Managing Director of Corporate Strategy M&A at Accenture, discusses in-depth, what is portolio rebalancing and how it could help your company.   Things you will learn:   • The difference between an opinionated shareholder and an activist investor • Companies that attract activist investors • How to approach portfolio rebalancing • Addressing integration bottlenecks • The challenges of divestitures in portfolio rebalancing   ******************* This episode is sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 08:57 The importance of portfolio rebalancing 11:56 The broader scope of portfolio rebalancing 14:56 Evolving perspectives on portfolio rebalancing: activist investors 16:56 The difference between an opinionated shareholder and an activist 19:11 Companies that attract activist investors 21:38 How to approach portfolio rebalancing 26:24 Key stages in M&A transactions 29:38 Addressing integration bottlenecks 32:34 The challenges of divestitures in portfolio rebalancing 35:21 Portfolio rebalancing example 39:57 How influence works in the boardroom 42:21 How to be an activist investor 44:32 Defending against shareholder activism 47:02 Audience Q&A 47:43 Characteristics of companies with a strong M&A muscle 49:31 Challenges faced by companies with a weaker M&A muscle 51:09 The importance of prioritizing capital allocation in M&A 54:40 Portfolio rebalancing in private equity-owned businesses 58:14 Carve-outs in private equity portfolios 1:00:15 Understanding wargaming in strategic planning 1:04:15 Choosing the right advisor for your business needs 1:07:35 Future trends in M&A and portfolio rebalancing 1:09:31 Advice for companies on portfolio management 1:11:46 Craziest thing in M&A

Anson Lau, Deputy General Counsel at LONGi Solar (SHA:601012)   In M&A, it's not just about the deal—it's about who's at the table. In-house and external counsel both play key roles in a deal, bringing unique expertise and advantages. Knowing how to strategically utilize both can help you manage risks, secure favorable terms, and ensure smooth post-deal integration.   In this episode of the M&A Science Podcast, Anson Lau, Deputy General Counsel at LONGi Solar, shares how to play to the strengths of both sides to optimize your M&A approach.   Things you will learn from this episode:   • Balancing in-house and external legal roles • Mindset differences in in-house vs. external counsel • Tactical vs. strategic roles in legal counsel • Risk mitigation: external vs. internal counsel  • Choosing the right external counsel for M&A deals   ******************* This episode is sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Timestamps 00:00 Intro 06:15 Balancing in-house and external legal roles 08:59 The intensity of external legal work 10:06 Mindset differences in in-house vs. external counsel 12:56 Tactical vs. strategic roles in legal counsel 15:54 Understanding negotiation perspectives 20:56 Risk mitigation: external vs. internal counsel 23:47 Cross-functional collaboration in risk mitigation 28:19 Assessing law firm culture 29:34 Best and worst-case scenario of M&A deals 36:15 Choosing the right external counsel for M&A deals 39:36 Building relationships with legal counsel for future M&A deals 42:57 Managing diligence: pre-term sheet vs. post-term sheet 45:45 Identifying red flags before signing the LOI 48:27 Collaborating with internal stakeholders pre-LOI vs post-LOI 54:46 The Impact of AI on the legal profession 58:29 Craziest thing in M&A

Kevin Lynch, CEO and Board Member at Optiv   Beyond the boardroom battles and billion-dollar deals, mergers and acquisitions present a unique set of challenges and opportunities for CEOs. From strategic planning to post-merger integration, it takes essential skills and qualities for CEOs to excel in this high-stakes arena.   In this episode of the M&A Science podcast, Kevin Lynch, CEO and Board Member at Optiv, shares his invaluable insights on the role of a CEO and what it takes to lead a company through successful M&A endeavors.   Things you will learn from this episode:   • Balancing market share and capability in M&A decisions • Crafting a strategic integration thesis • When to communicate your vision for the acquisition • The isolation of the CEO role • Driving speed and growth with battle rhythm and clear expectations   ******************* Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.   This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net   ******************* Episode Timestamps 00:00 Intro 06:26 Defining the CEO's role in M&A 09:49 Shaping the M&A strategy 14:26 Balancing market share and capability in M&A decisions 16:13 Navigating imperfect M&A fits 19:42 Crafting a strategic integration thesis 22:18 When to communicate your vision for the acquisition 28:01 The fundamentals of capital allocation 33:59 Managing complexities in leadership 36:47 Communicating the capital allocation approach 40:41 The isolation of the CEO role 43:10 Fostering cultural fit and addressing cultural concerns 48:04 Evaluating culture during executive conversations 51:39 Convincing companies to sell 1:00:08 Driving speed and growth with battle rhythm and clear expectations 1:03:43 Challenges and best practices in M&A 1:11:28 Craziest Thing in M&A

Sanjay Poonen, CEO & President of Cohesity   M&A isn't just about signing a deal and popping the champagne. Every CEO knows the entire process is a minefield of cultural clashes, integration headaches, and occasional unexpected challenges that could blow up your strategy. But while M&A can be a high-stakes game, it's also one that can be mastered with the right playbook.    In this episode of the M&A Science Podcast, we're diving into key strategies CEOs should consider to ensure M&A success, featuring Sanjay Poonen, CEO & President of Cohesity.   Things you will learn in this episode:   • The CEO's approach to M&A integration • Key considerations in sourcing deals • Best practices for managing large-scale acquisitions • The impact of market timing on acquisition strategy   ******************* Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.   This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net   ******************* Episode Timestamps 00:00 Intro 04:06 Exploring high-impact M&A deals 05:33 Shaping the M&A strategy 07:16 Expanding and innovating through acquisitions 11:18 The CEO's approach to M&A integration 20:08 Key considerations in sourcing deals 25:25 Cultivating cultural alignment 29:42 Convincing companies to do an M&A deal 36:51 Maintaining key relationships 38:36 Best practices for managing large-scale acquisitions 40:38 Strategic considerations for a global expansion 41:37 The right timing for announcing deals 43:35 The impact of market timing on acquisition strategy 44:53 Advice for CEOs on preparing for a successful IPO post-acquisition 46:47 Craziest thing in M&A

Jerome Combes-Knoke, Senior Vice President of Strategy and Corporate Development at Dotmatics (Insight Partners)   Strategic focus is a prerequisite to strong corporate performance.  Yet, without proactive efforts to maintain focus, companies can "drift" and become weighed down by misaligned business units.    In this episode of the M&A Science Podcast, Jerome Combes-Knoke,  Senior Vice President of Strategy and Corporate Development at Dotmatics (a portfolio company of Insight Partners), shares his broad M&A experience and presents his approach to portfolio strategy and rebalancing through divestitures.   Things you will learn in this episode:   • Strategic focus on acquisitions, using Dotmatics' approach. • Portfolio rebalancing and its challenges • Evaluating divestiture candidates • Building internal alignment for divestitures • Best practices for managing key risks   ******************* Experience the M&A event of the year and gain actionable insights to scale your M&A practice. Register now for the Fall M&A Science Fair here.   This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net   ******************* Episode Timestamps 00:00 Intro 05:17 Approaching deals in a software-oriented environment 10:11 Preserving brand integrity in M&A go-to-market strategies 12:43 Approaching valuation 15:16 Strategic pitch for acquisitions 20:41 Portfolio rebalancing and its challenges 25:25 When and how to rebalance a company's portfolio 27:29 Getting buy-in and alignment from the board and key stakeholders 33:24 Key factors in considering divestitures 36:26 Executing a divestiture for portfolio rebalancing 39:09 Best practices in executing divestitures 43:12 Divestiture success metrics 46:29 Example of portfolio rebalancing and its challenges 53:20 Craziest thing in M&A

Court Carruthers, President and CEO at TricorBraun   Cultural integration is the often overlooked key to long-term M&A success. It's about creating a shared identity, values, and purpose that unites employees from different backgrounds. When done right, it can transform a merger from a transactional event into a strategic partnership.   In this episode of the M&A Science Podcast, Court Carruthers, President and CEO at TricorBraun, shares his insights on how to successfully integrate two cultures and build a stronger, unified organization.   Things you will learn in the episode:   • The importance of cultural integration in M&A • The role of culture in M&A and business strategy • Approaching cultural diligence • Identifying culture fit in an auction • Best practices for M&A integration   *******************   This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net   ******************* Episode Timestamps 00:00 Intro 03:53 The importance of cultural integration in M&A 05:18 Academic research on cultural integration in M&A 07:32 The role of culture in M&A and business strategy 09:04 A unique M&A strategy focused on family businesses 10:23 Integration strategies for acquired businesses 14:04 Building relationships and structuring deals for long-term success 16:36 Approaching cultural diligence 18:16 Identifying culture fit in an auction 21:46 Assessing cultural fit in M&A 24:20 Walking away from a deal due to cultural differences 26:34 Red flags in cultural fit between LOI and closing 33:05 Building an organization for successful acquisitions 35:19 The importance of seamless handoffs 38:13 Keeping stakeholders comfortable during transitions 40:57 The biggest challenge in dealing with culture 43:02 Best practices for M&A integration 46:25 Working with private equity partners for long-term growth 48:54 Good vs. bad partnerships with PE Firms 50:34 Advice for corporate development practitioners 54:48 Why culture in M&A is important 55:32 Craziest thing in M&A

Thomas Le, Vice President, Corporate Development at Ziff Davis, Inc. (NASDAQ: ZD)   The M&A landscape is constantly evolving, making it difficult to predict future trends and identify new opportunities. How can companies maintain a competitive advantage? In this episode of the M&A Science Podcast, Thomas Le, Vice President of Corporate Development at Ziff Davis, Inc., shares his VC-backed strategies for unlocking new M&A strategies.   Things you will learn in this episode:   • Strategic networking for building a pipeline • The Reverse Coverage method for building a pipeline • How to craft effective cold outreach emails • Integrating the Mosaic theory into M&A strategy   *******************   This episode of the M&A Science Podcast is brought to you by Insight. In today's rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That's where Insight comes in. Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate. With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities. Learn more at insight.com/leave-legacy.    *******************   This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net   ******************* Episode Timestamps 00:00 Intro 05:40 Venture capital experience in M&A 13:18 Strategic networking for building a pipeline 18:31 Making an effective initial outreach 19:21 How to craft effective cold outreach emails 23:24 Assessing product market fit 29:01 Strategic thinking and culture fit 32:41 Unlocking new M&A strategies 36:02 Leveraging bankers in M&A deals 38:07 Applying the Mosaic theory to M&A due diligence 47:31 Embedding M&A into corporate culture 48:50 Transitioning from public equities and venture capital to M&A 1:07:04 Craziest thing in M&A

Karen Williams, Vice President of Corporate Development at Progress Achieving exponential growth through M&A requires more than signing agreements. It's about balancing cultures, systems, and people. In this episode of the M&A Science Podcast, Karen Williams, Vice President of Corporate Development at Progress, provides a roadmap for a balanced M&A integration.   Things you will also learn from this episode: • Side effects of a forceful integration • Information crucial to Integration planning • Measuring integration success • Biggest challenges when executing an integration • What is vendor rationalization?   ****************** This episode of the M&A Science Podcast is brought to you by Insight. In today's rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That's where Insight comes in. Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate. With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities. Learn more at insight.com/leave-legacy.  *******************  This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 08:07 Importance of balanced integration 09:41 Side effects of a forceful integration 13:16 When to involve the integration lead 17:12 Information crucial to Integration planning 20:06 Integration lead's role during diligence 21:35 Balancing integration execution 26:27 Working with the seller 29:22 Realization versus timeline 32:42 What makes integration successful 35:42 Tips for effective communication 41:49 Creating and refining M&A Playbooks 43:18 Ensuring a positive employee experience 52:32 Measuring integration success 55:26 Biggest challenges when executing an integration 58:09 What is vendor rationalization 1:01:21 Craziest thing in M&A

Successful M&A is more than just closing deals. To drive growth and achieve strategic goals, companies must have a deep understanding of the process and a clear strategy. Strategic acquisitions are key to unlocking growth, innovation, and market expansion.    In this episode of the M&A Science Podcast, Fred Heller, VP of Nuance, Corporate Development and Integration at Microsoft, shares his experience on how to transform a company through strategic acquisitions.    Things you will also learn from this episode: • Doing transformative deals as a public company • Saving money on deals • The hardest thing to negotiate in a strategic deal • Transformative AI acquisitions    ****************** This episode of the M&A Science Podcast is brought to you by Insight. In today's rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That's where Insight comes in. Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate. With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities. Learn more at insight.com/leave-legacy.  *******************  This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 06:55 Business transformation through acquisition 11:51 Strategy behind the transformation 14:49 Doing transformative deals as a public company 17:53 Changes in market position 23:04 Divestitures 25:46 M&A experience 29:49 Knowledge vs Intuition 31:29 Importance of relationships in M&A 34:25 Saving money on deals 37:20 The hardest thing to negotiate in a strategic deal 44:02 Bad M&A story 48:04 Microsoft deal 52:59 Transformative AI acquisitions 57:04 Challenges during transformation period 58:13 Craziest Thing in M&A

Tom Hearn, VP, Architecture at Insight   In the world of M&A, understanding and managing technical debt is crucial for seamless technology integration.    In this episode of the M&A Science Podcast, we'll explore the concept of technical debt, its impact on IT infrastructure, and strategies for better integration with Tom Hearn, VP, Architecture at Insight.   Things you will learn in this episode: • Technology Integration • AI and machine learning • ERP migration • Synergy assumptions • Working with Insight ****************** This episode of the M&A Science Podcast is brought to you by Insight. In today's rapidly evolving business world, staying ahead means embracing change and leveraging technology to not just meet but exceed your strategic goals. That's where Insight comes in. Insight is a comprehensive solutions integrator that helps organizations transform technology, operations, and service delivery to future-proof the business and innovate. With a client-focused approach to delivery, they combine the power of people and technology to turn the biggest challenges into opportunities. Learn more at insight.com/leave-legacy.  *******************  This episode is also sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 04:06 Approaching technical and security integration 10:54 Technology Integration 17:17 AI and machine learning 21:00 ERP migration 25:19 Synergy assumptions 35:25 Working with Insight 37:00 Due diligence 40:05 Managing costs 46:29 Return on investment 49:18 Craziest Thing in M&A

Pablo von Siebenthal, Global Head of M&A at Swissport   The global landscape offers exciting growth opportunities that make business expansion a strategic move. M&A can be a powerful tool for this, but global deals often come with cultural complexities and regulatory intricacies that require a strategic approach.   In this episode of the M&A Science Podcast, Pablo von Siebenthal, Global Head of M&A at Swissport, talks about how to handle global M&A.   Things you will also learn from this episode: • Challenges of executing global deals • Managing cultural differences in global M&A • Overcoming cultural misunderstandings • Playbook - Building cross-cultural relationships • How to manage coordination between work streams Join the M&A Science 2 Million Downloads Virtual Meet & Greet here: https://hubs.ly/Q02Gnk1d0 Connect with Kison through email at kison@mascience.com  ****************** This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 05:32 From M&A Advisory to Corporate Development 07:04 Executing M&A in the public environment vs private 08:47 Challenges of executing global M&A deals 13:39 Managing cultural differences in global M&A deals 17:58 Negotiation challenges in the Middle East 20:17 Cultural nuances in Asian M&A deals 26:53 Cultural differences in European M&A 29:58 Handling internal cultural differences 32:13 Negotiating cross-border M&A deals 33:17 Overcoming cultural misunderstandings 37:11 Building global relationships for pipeline 45:59 Other tips for building cross-cultural relationships 48:38 How to manage coordination between global work streams 52:52 Keeping M&A teams aligned on priorities 57:37 Crafting irresistible offers in M&A deals 59:16 Craziest thing in M&A

Wolfgang Schenk, VP of M&A at Belden   Opportunistic M&A can lead to bad acquisitions that don't align with the company's overall strategic goals. This creates a disjointed portfolio and integration challenges that could cause massive value leaks.    In this episode of the M&A Science Podcast, Wolfgang Schenk, VP of M&A at Belden, discusses the art of executing programmatic M&A to increase chances of M&A success.   Things you will learn in this episode: • Benefits of programmatic M&A • Required team for programmatic M&A • Collaborating with the M&A team • Transitioning to programmatic M&A • Achieving team alignment   This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 05:57 Programmatic M&A 10:32 Benefits of programmatic M&A 12:39 Formulating the strategy 15:32 Challenging the strategy 16:24 Required team for programmatic M&A 18:37 Collaborating with the M&A team 24:02 Transitioning to programmatic M&A 26:08 Achieving team alignment 28:23 Success metrics in programmatic M&A 31:32 Pitching deals to executive 32:23 The hardest part of doing programmatic M&A 33:18 AI in M&A 40:45 Craziest thing in M&A

Tobias Gwisdalla, Head of Group M&A at GEA Group (G1A:FRA) Transformative M&A is becoming increasingly critical in today's business landscape, especially for industries facing significant regulatory and market pressures.  In this episode of the M&A Science Podcast, we will discuss how to execute transformative M&A to change business models, featuring Tobias Gwisdalla, Head of Group M&A at GEA Group.   Things you will learn in this episode: • Transformative M&A • Employee unions • Biggest challenges in transformative M&A • Success metrics • Transforming business models   This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net    ****************** Episode Timestamps 00:00 Intro 04:20 Transformative M&A 05:00 Governance 05:52 A story of a transformative deal 11:38 Employee unions - germany per history 17:36 Supervisory board 20:35 Biggest challenges in transformative M&A 25:59 Success metrics 28:50 Internal rate of return 35:05 Complexities of deals in Germany 40:48 Transforming business models 43:06 Promoting change as a shareholder 45:01 Craziest thing in M&A

M&A processes can vary from country to country, making cross-border deals extremely challenging. Understanding the cultural differences is crucial for a smooth transaction.  In this episode of the M&A Science Podcast, we focus on how to do M&A deals in Germany, featuring Frank Tepper-Sawicki, Partner, Corporate M&A, Private Equity, and Venture Capital at Dentons.  Things you will learn: • How dealmaking is different in Germany • Structuring Deals in Germany • Letter of Intent in Germany • Prioritizations during deals in Germany • Regulatory issues in Germany   This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Timestamps 00:00 Intro 03:49 How dealmaking is different in Germany 05:48 Private Equity Emerging in Germany 07:47 Structuring Deals in Germany 16:33 Letter of Intent in Germany 22:11 Prioritizations during deals in Germany 24:59 Transparency in Germany 26:17 Regulatory issues in Germany 28:17 Laying off people in Germany 30:15 Biggest risk when doing deals in Germany 32:43 M&A culture in Germany 35:00 Dealing with people from Germany 37:28 M&A process in Germany 39:18 Craziest thing in M&A

Artificial Intelligence has taken the world by storm, and there seems to be no way of stopping it. Every industry in the world has adopted AI, and M&A is no different. The integration of AI is revolutionizing how deals are sourced, evaluated, and executed. In short, AI is becoming an indispensable tool for M&A professionals.  In this episode of the M&A Science Podcast, we discuss how to make AI practical in M&A featuring two AI specialists: Michael Bachman, Head of Research, Architecture, and AI Strategy at Boomi, Chris Cappetta, Principal Solutions Architect at Boomi.   Things you will learn: • Retrieval augmented generation • Large language models • Discriminative vs Generative AI • Fine-tuning • Agents This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com  ****************** Episode Timestamps 00:00 Intro 03:07 Making AI practical 04:36 Retrieval augmented generation 10:07 Large language models 13:15 Discriminative vs. Generative AI  16:37 Fine tuning 22:14 Agents 28:46 Real-life use cases of AI

Steve Lucas, CEO of Boomi The technology industry is currently experiencing significant growth, particularly with the emergence of artificial intelligence. This trend has not only attracted significant investments but has also intensified the competition among tech companies striving to lead the market. This has made the tech space a prime area for M&A. Boomi is one of those companies who have recently made a significant move via acquisitions. In this episode of the M&A Science Podcast, we will discuss how to source deals in the tech space with Steve Lucas, CEO of Boomi.   Things you will learn: • Approach on strategy • Acquiring capabilities • Deal sourcing in M&A • Building relationships • Negotiations during M&A This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net  ****************** Episode Timestamps 00:00 Intro 10:16 Boomi's approach on strategy 16:32 Acquiring capabilities 18:55 Deal sourcing in M&A 22:12 Building relationships 25:45 Convincing someone to sell their business 30:51 Example of pitch 32:31 Negotiations during M&A 36:08 Tips on negotiating 38:45 M&A at Boomi 41:43 Making integration successful 47:26 AI in M&A 52:44 Boomi's future 45:26 Craziest thing in M&A

Michael Frankel, Founder and Managing Partner of Trajectory Capital.  Here at M&A Science, our goal is to bring you the best and most effective techniques to improve your M&A practice. In light of our 300th podcast episode, we have compiled the top 10 things that make M&A successful, together with Michael Frankel, Founder and Managing Partner of Trajectory Capital.  Things you will learn: Alignment in the shared vision of the end-state Cultural alignment Reverse Diligence Continuous learning and improvement Empathetic leadership This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com  ****************** Episode Bookmarks 00:00 Intro 05:58 Alignment in the shared vision of the end-state 10:51 Cultural alignment 15:03 Joint Go-to-market planning pre-LOI 20:24 Parallel diligence and integration planning 24:33 Reverse Diligence 27:13 Communication strategy with stakeholders 32:37 Continuous learning and improvement 35:16 Anticipate functional challenges 39:52 Empathetic leadership 44:47 Proper preparation 47:56 Craziest thing in M&A

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS) When it comes to M&A, time is of the essence. As a buyer, it's best to identify whether to pursue the deal or not as soon as possible, to avoid wasting money and time. Also, if the seller is a good target company, procrastinating could lead to more competition.  In this episode of the M&A Science Podcast, Jeremy Segal, Executive Vice President Corporate Development at Progress, shares their strategy on how to close deals in 30 days. Things you will learn: • Initial conversations with the target company • Price negotiations • Preliminary due diligence list • Deal specific adjustments • Confirmatory due diligence  This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 04:16 Initial conversations with the target company 08:56 Price negotiations 12:33 Preliminary due diligence list 17:05 When to ask questions 18:34 People Involved 19:10 Sales and Go-to-Market 21:02 Revenue Synergies 23:43 Customer Journey 24:26 Surprises 27:40 Customer Success 28:46 Financials 32:11 Red flags in people 32:47 Information Technology 34:28 Legal 36:48 Marketing 39:19 Breakdown of COGS 41:30 Benefits Template 42:56 Operating Expenses 43:58 General 44:58 Deal specific adjustments 45:56 Processing the preliminary diligence information 47:11 Confirmatory due diligence 50:40 Craziest thing in M&A

Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc.  In a highly fragmented industry, roll-ups are a great growth strategy. But integrating multiple entities can be difficult, especially if you don't have a proven framework. Ntiva has been successful in its M&A strategy and has completed 15 acquisitions as of today.  In this episode of the M&A Science Podcast, Steven Freidkin, CEO and Founder of Ntiva, Inc. and Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, Inc., share their strategy on how to execute the roll-up strategy in the tech industry.  Things you will learn: • Creating value using a roll-up strategy • Evaluating a target company • Importance of recurring revenue • Red flags pre-LOI • Biggest advice for first-timers This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 08:04 Creating value using roll-up strategy 12:38 Pitching to private equity 18:32 Evaluating a target company 22:30 Importance of recurring revenue 23:35 Customer Concentration 26:42 Challenges of doing roll-ups 30:36 Mismanaging M&A 37:52 Deal Sourcing 43:46 Red flags pre-LOI 46:53 Deal structure on roll-ups 51:52 Biggest advice for first-timers 52:46 Craziest thing in M&A

Kyle Price, Chief of Staff & Corporate Development at Roblox Creating a dedicated M&A function can be daunting for non-acquisitive companies. It's a big commitment that could take away valuable time and resources from top level management. However, when done right, corporate development muscle can be built slowly, and organically.  In this episode of the M&A Science Podcast, Kyle Price, Chief of Staff & Corporate Development at Roblox, shares his experience on how to start an M&A function slowly and successfully from scratch.  Things you will learn in this episode: • When to build an M&A function • Importance of the people side in M&A • Working with business leaders • Evolution of corporate development • Handling biases in the M&A process This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com ****************** Episode Bookmarks 00:00 Intro 04:10 When to build an M&A function 07:40 Challenges of a high-growth company doing M&A 08:45 Lessons learned along the way 10:39 Importance of the people side in M&A 12:57 Integration planning 14:39 Working with business leaders 16:42 Deal sourcing 17:24 Overcoming anti-M&A culture 22:04 Team alignment from functional leads 24:02 M&A surprises 25:59 Setting up new leaders for success 28:07 Evolution of corporate development 33:15 Measuring corporate development activity 34:20 Incentivizing the team 35:03 Handling biases in the M&A process 43:33 Craziest thing in M&A

Ivan Golubic, CFO | Corporate Development M&A at FastLap Group Roll ups are a great strategy for highly fragmented industries. It allows the platform company to increase its size, capabilities, and market presence through the acquisition and integration of other businesses. However, it can be challenging without a proper framework.  In this episode of the M&A Science Podcast, Ivan Golubic, CFO, Corporate Development M&A at FastLap Group, shares his experience on how to start executing roll up strategy in M&A from scratch.  Things you will learn: • Setting up the roll up strategy • Valuation on roll up strategy • Building the operating strategy • Dealing with capital providers • Biggest lessons learned doing roll up strategy This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 03:01 Transitioning from Corporate Development to CFO  07:39 Setting up the roll up strategy 12:26 Importance of industry expertise 14:10 Proactive approach to expanding industry expertise 16:11 Valuation on roll up strategy 22:10 Building the operating strategy 24:54 Dealing with capital providers 28:37 Building your pipeline 30:45 Pitching to the PE firm 35:48 Explaining your M&A process to investors 38:46 Building your M&A team 40:42 Monitoring Cost 42:05Success metrics 49:25 Utilizing Technology 50:45 Importance of a unified platform 52:58 Biggest lessons learned doing roll up strategy 56:39 Future trends in the roll up space 57:33 Craziest thing in M&A

Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware Integration planning is one of the most important aspects of M&A pre-close. Planning after the fact will cause massive delays and value leaks for the entire deal. It is why the integration team must be involved during the due diligence phase.  In this episode of the M&A Science Podcast, we will talk about how to create an executable integration plan during the diligence, featuring Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware. Things you will learn in this episode: • How to work as an integration leader • Building an integration plan • Pre-LOI integration planning • Connecting diligence with integration planning • Defining 'done' in M&A integration This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com ****************** Episode Bookmarks 00:00 Intro 04:41 Navigating corporate transitions 08:31 Aligning the integration leader with the north star 10:02 How to work as an integration leader 11:25 The role of an integration lead 13:31 Building an integration plan 16:25 Focus on revenue and integration 18:51 Pre-LOI integration planning 25:08 M&A due diligence 27:37 Employee integration and customer satisfaction 29:56 Connecting diligence with integration planning 36:20 Approach to team collaboration 39:06 The details of integration plan 41:11 Complexities of M&A integration planning 44:57 Aligning with the target company 46:46 Defining 'done' in M&A integration 49:12 Integration teams leading due diligence 51:38 Leveraging diligence data for effective planning 53:13 Advice for M&A practitioners 55:45 Craziest thing in M&A

Keith Levy, Operating Partner at Sonoma Brands Every company must have a strong capital allocation strategy to maximize its potential. Without it, the company may end up missing opportunities and spending money on things that won't help it grow or become more profitable.  In this episode of the M&A Science Podcast, Keith Levy, Operating Partner at Sonoma Brands, shares his experience on successful and unsuccessful capital allocation strategies.  Things you will learn in this episode: • Strategy vs IRR • Venture capital vs recapitalization strategy • Minority vs majority recapitalization • Evaluating exit strategy This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net ****************** Episode Bookmarks 00:00 Intro 11:27 Focusing on organic growth 16:37 Post-merger integration execution 25:01 Strategy vs IRR 26:59 Handling projections 28:07 Integration with Mars 36:20 Role of an operating partner 42:07 Big company vs Small company in M&A 43:39 Venture capital vs recapitalization strategy 48:44 Cashing out from an owner's perspective 50:42 Minority vs majority recapitalization 54:03 Impact of valuations and interest rates on investment decisions 59:07 Timing on investments 1:01:25 Evaluating exit strategy 1:03:46 Advice for practitioners 1:05:41 Craziest thing in M&A

Gerry Williams, Partner at DLA Piper US LLP and a member of their management committee. Private equity firms are established for the sole purpose of generating substantial financial returns for its investors. And one of the most effective ways of maximizing investment returns is the roll up strategy. This involves buying small-sized businesses in a highly fragmented industry and combining them into a larger platform. The goal is to improve efficiency and be sold later for a higher price.   In this episode of the M&A Science podcast, we will discuss roll up strategy in private equity with Gerry Williams, Partner at DLA Piper US LLP. Things you will learn this episode: • Industries susceptible to roll up strategy • Challenges of executing roll up strategy • Negotiating the LOI in roll up strategy • Typical deal structure in roll up strategy • Employing Earnouts in roll up strategy This episode is sponsored by FirmRoom FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com ****************** Episode Bookmarks 00:00 Intro 04:06 Industries susceptible to roll up strategy 06:22 The trend of roll up strategy in private equity 10:42 Complexities of Roll up strategy 15:52 Challenges of executing roll up strategy 20:32 How to mitigate risks 24:19 Managing multiple roll up businesses 26:49 Negotiating the LOI in roll up strategy 33:00 Breakup fees on private deals 35:57 Typical deal structure in roll up strategy 43:24 Employing Earnouts in roll up strategy 48:07 Unique negotiations during LOI 49:31 Do's and Don'ts of executing roll up strategy 52:57 Craziest thing in M&A

Tyler Rodewald, VP, M&A at EIS Holdings In a world where change is the only constant, businesses are continually seeking innovative ways to stay ahead of the curve. One such method that has gained prominence is the corporate diversification strategy, a multifaceted approach that can lead to new growth avenues and enhanced resilience.  In this episode of the M&A Science Podcast, Tyler Rodewald, VP, M&A at EIS Holdings, discusses corporate diversification through M&A. Things you will learn: • Corporate diversification strategy • Drivers of corporate diversification • People involved in corporate diversification • Projecting revenue synergies • Closing deals with competition This episode is brought to you by the M&A Science Spring Summit 2024 happening on April 10th at 10AM ET. It's your chance to join leading M&A experts as they share innovative and the latest trends from their own deals. Save your spot here. ****************** Episode Bookmarks 00:00 Intro 02:55 Corporate diversification strategy 03:32 Drivers of corporate diversification 05:22 People involved in corporate diversification 08:00 Communicating the diversification strategy - The number one step 08:51 Customer overlaps on deals 11:17 Capital Allocation 13:41 Proprietary deal vs Bank Deal 15:22 Deal Sourcing 17:57 Closing deals with competition 19:22 Cultural integration 22:03 Handling resistance 23:21 Measuring Success 24:31 Projecting revenue synergies 26:09 Earnouts 30:31 Letter on intent exclusivity 32:10 Combining diligence with integration using DealRoom 36:42 Using DealRoom with Sellers 40:02 Advice for practitioners doing corporate diversification 40:30 AI in M&A 46:34 Craziest thing in M&A

Andrey Galiuk, Vice President of Corporate Development and Investor Relations Before doing M&A, it is crucial for acquirers to target the right business, in the right market. Otherwise, it could potentially be a costly mistake that would waste the company's time and money.  In this episode of the M&A Science Podcast, Andrey Galiuk, Vice President of Corporate Development and Investor Relations, shares his expertise on how to perform strategic due diligence in M&A.  Things you will learn: • What is strategic due diligence • How to perform strategic due diligence in M&A • Entering the right market • Finding the right target company • Biggest challenge when performing strategic diligence This episode is brought to you by the M&A Science Spring Summit 2024 happening on April 10th at 10AM ET. It's your chance to join leading M&A experts as they share innovative and the latest trends from their own deals. Save your spot here. ****************** Episode Bookmarks 00:00 Intro 11:17 What is strategic due diligence 16:25 How to perform strategic due diligence in M&A 25:00 Entering the right market 38:05 Finding the right target company 41:25 When to perform strategic due diligence 42:38 Proactive vs. Reactive deal sourcing 44:33 Importance of culture 47:05 When to start integration planning 49:11 Red flags during strategic diligence 50:33 Assessing incoming people 51:20 Biggest challenge when performing strategic diligence

George Kellerman, VP, Head of Investments & Acquisitions at Woven by Toyota and Alexander Baum, Corporate Development Lead at Woven by Toyota In the ever-evolving world of business, staying ahead isn't just about what a company does today, but how it prepares for tomorrow. This is where a venture capital arm comes into play. It is a specialized division within a larger company that focuses on investing in emerging startups and innovative projects.  In this episode of the M&A Science Podcast, George Kellerman, VP, Head of Investments & Acquisitions at Woven by Toyota, and Alexander Baum, Corporate Development Lead at Woven by Toyota, share their experience on how to stand up a venture capital arm.  Things you will learn: • How did Woven by Toyota got started • Successfully start a venture capital arm • Leadership in managing people • Biggest Lessons Learned • Dealing with cultural difference This episode is brought to you by the M&A Science Spring Summit 2024 happening on April 10th at 10AM ET. It's your chance to join leading M&A experts as they share innovative and the latest trends from their own deals. Save your spot here. ****************** Episode Bookmarks *George Kellerman 00:00 Intro 06:15 From firefighter to M&A 09:49 How did Woven by Toyota got started 11:19 Project Kate 12:58 Pitching the shift in strategy 14:31 Woven Capital's strategy 16:48 How to successfully start a venture capital arm 19:45 Leadership in managing people 22:03 Biggest lessons learned 26:00 A change in strategy 27:04 The Woven City Project 31:11 Dealing with cultural difference 35:40 Craziest thing in M&A *Alex Baum 39:34 Noticing cultural differences in Japan 42:11 Relocating to Tokyo 44:07 New York vs Japan culture 45:28 Work culture in Japan 48:32 Rubber stamp approval in Japan 49:51 Balancing American and Japanese culture 51:27 Maintaining alignment 52:09 Craziest thing in M&A

Camilo Franco, Director, M&A Integration and Operations at Jamf There is an intimate tie between M&A strategy and corporate strategy. To be truly effective, acquisitions must directly support the overarching goal of the company. But beyond that, there needs to be a strategic alignment with everyone involved.  In this episode of the M&A Science Podcast, Camilo Franco, Director, M&A Integration and Operations at Jamf, shares their secrets on how to achieve strategic alignment from top to bottom.  Things you will learn: • How to achieve strategic alignment • Strategies for effectively communicating M&A plans • Tools used to maintain alignment • Connecting diligence and Integration • Advice for integration practitioners ****************** This episode is brought to you by the M&A Science Spring Summit 2024 happening on April 10th at 10AM ET. It's your chance to join leading M&A experts as they share innovative and the latest trends from their own deals. Save your spot here. ****************** Episode Bookmarks 00:00 Intro 08:45 Definition of strategic alignment 10:31 How to achieve strategic alignment 12:51 Relaying M&A strategy against corporate strategy 13:54 Getting buy-in from team members 15:37 Overcoming anti-M&A culture 18:44 Strategies for effectively communicating M&A plans 21:21 Alignment with the integration team 23:51 Formulating the integration thesis 26:37 Role of steering committee 28:04 Communicating decisions with the broader organization 29:30 Managing integration without IMO 32:09 Ensuring company readiness for integration 34:11 Gauging M&A readiness 36:06 Side effects of burnout people 37:25 Defining the end of integration 39:30 Tools used to maintain alignment 43:32 Agile M&A 44:46 Connecting diligence and integration 48:13 Using integration templates 50:36 Advice for integration p

Ken Bond, Head of Corporate Development at Cetera Financial Group. Most of the biggest M&A failures of all time are caused by culture clashes. Both companies cannot simply co-exist with each other, and instead of creating more value, they destroyed both of their businesses. This is why cultural due diligence is crucial in M&A.  In this episode of the M&A Science Podcast, Ken Bond, Head of Corporate Development at Cetera Financial Group, shares his expertise on how to perform cultural due diligence to better understand the target company. Things you will learn: • The person responsible for cultural due diligence • Executing cultural due diligence • Using Playbooks • Successful partnership between Corporate Development and Integration • Advice for practitioners ****************** This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. ****************** Episode Bookmarks 00:00 Intro 05:11 Person responsible for cultural due diligence 05:54 Importance of cultural due diligence 08:08 Executing cultural due diligence 10:29 Killing the deal due to cultural conflict 14:54 Using Playbooks 17:31 Cultural due diligence during early conversations 20:12 Understanding how the target company makes decisions 22:40 Things to look for during due diligence 25:09 Using questionnaires for cultural due diligence 27:08 Bilateral deal vs. Auction process 30:10 Hardest part of cultural due diligence 32:27 Successful partnership between Corporate Development and Integration 35:33 Subculture due diligence 37:07 Advice for practitioners 38:31 Craziest thing in M&A

Baljit Singh, Former SVP, Global Head of Corporate Development at Nielsen Ventures Engaging in M&A activities just for the sake of doing them is one of the biggest reasons for failed deals. Without a well-defined purpose, these transactions can distract the business and waste massive amounts of resources.  In this episode of the M&A Science Podcast, Baljit Singh, Former SVP, Global Head of Corporate Development at Nielsen Ventures, discusses the importance of strategic alignment between M&A and corporate strategy. Things you will learn: • Corporate strategy vs M&A strategy • Getting the strategy right • Capital allocation • Measuring business unit's success • Deal structure to preserve cash ****************** This episode is sponsored by FirmRoom.  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com ****************** Episode Bookmarks 00:00 Intro 05:10 Corporate strategy vs M&A strategy 09:25 Getting the strategy right 11:17 Best ways to pitch deals 13:09 Pillars of corporate strategy 15:50 Capital allocation 21:06 Measuring business unit's success 24:52 Holding business units accountable 27:20 Why take a public company private 33:51 Steps to take a public company to private 38:11 Real life examples 48:29 Deal structure to preserve cash 54:45 Dealing with reluctant seller 59:30 Craziest thing in M&A

Douglas Barnard, former Executive Vice President, Corporate Development and Legal Advisor at CF Industries (NYSE: CF) Problems don't usually surface at the early stages because it's the honeymoon phase. Both the buyer and the seller would like to see the deal happen, so they work together to build momentum. And often that means postponing dealing with some of the more difficult and contentious issues. However, these M&A challenges are inevitable and will arise as the deal progresses.  In this episode of the M&A Science Podcast, Douglas Barnard, former Executive Vice President, Corporate Development and Legal Advisor at CF Industries, discusses effective strategies to overcome M&A challenges. Things you will learn: • Mindset to prepare for M&A • Overcoming M&A Challenges Between Signing and Closing • Mitigating Post-Merger Integration Risks • Biggest Challenges in M&A • Advice for First-time Acquirers ***************** This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to  www.firmroom.com. ****************** Episode Timestamps 00:00 Intro 05:26 Mindset to prepare for M&A 10:26 Strategic Negotiation Tactics 13:03 Having a Foundation of Trust and Honesty 17:31 Assessing Buyer Transparency in Deal Negotiations 20:17 Mastering Valuation and Identifying Synergies 22:43 Identifying and Overcoming Obstacles in the M&A Process 24:40 Uncovering Surprises in Due Diligence 28:53 Utilizing a Private Investigator (PI) in a Deal 29:57 Navigating Complex Negotiation Stages 33:54 Zero-Sum Scenarios in M&A Auctions 35:51 Valuation and Auction Bidding Strategies 37:57 Overcoming M&A Challenges Between Signing and Closing 41:29 Mitigating Post-Merger Integration Risks 46:16 Biggest Challenges in M&A 50:24 Advice for First-time Acquirers 52:51 Craziest thing in M&A

Allan Marks, Global Project, Energy & Infrastructure Partner at Milbank M&A valuation isn't just about looking at the numbers. There are a lot of different factors that affect and contribute to the volatility of the M&A market.  In this episode of the M&A Science Podcast, Allan Marks, Global Project, Energy & Infrastructure Partner at Milbank, discusses how business cycles affect M&A valuation. Things you will learn: • What is a business cycle • What is a credit cycle • How business cycle impact M&A valuation • Common Mistake during M&A valuation • Importance of culture in M&A This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net. Episode Timestamps 00:00 Intro 11:00 What is a business cycle 12:41 What is a credit cycle 16:59 Cycle's impact on energy sector 19:09 How business cycle impact M&A valuation 22:36 Industries most affected by the cycles 26:43 M&A valuation for first-timers 31:47 Importance of culture in M&A 34:23 When to pull of a deal 37:37 Example of failed deals 41:59 Example of good deals 45:43 Common Mistake during M&A valuation 46:43 M&A function maturity 48:02 Other early M&A considerations 49:15 Craziest thing in M&A

Adam Harris, CEO of Cloudbeds When executing M&A, having a structured approach to validating the acquisition plan is crucial. The worst thing any acquirer can do is to buy a business that doesn't bring value to the parent company. In this episode of the M&A Science Podcast, Adam Harris, CEO of Cloudbeds, shares the meticulous 6-step process his company uses to validate their acquisition plan.  Things you will learn: • Surveying Customers • Industry Trend Analysis • Partner vs Build Analysis • Formulating the strategic rationale • In-depth Company Analysis and Product Demos • Drafting a detailed memo This episode is sponsored by the DealRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net Episode Bookmarks 00:00 Intro 08:45 Approaching M&A 18:20 Surveying Customers 23:47 Industry Trend Analysis 28:13 Partner vs Build Analysis 34:12 Formulating the strategic rationale 36:50 In-depth Company Analysis and Product Demos 41:18 Drafting a detailed memo 44:15 Pitching M&A to the board 44:54 Craziest thing in M&A

Seema Nimmagadda, Head of M&A Integration for North America at Woven by Toyota.  A lot of times, M&A integration is considered only after closing the deal. It is often treated as an afterthought, and this approach is where many deal failures stem from. If we want to improve our M&A process and get better results from deals, we have to start updating our practices to the most efficient way of doing things.  In this episode of the M&A Science podcast, Seema Nimmagadda, Head of M&A Integration for North America at Woven by Toyota, discusses how to master M&A integration. Things you will learn in this episode: • The Ideal Integration Process • M&A Integration planning pre-LOI • Setting up an early version of the IMO • Detailing the M&A Integration Strategy • Aligning deal goals with integration strategy This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com Episode Bookmarks 00:00 Intro 04:00 Toyota's Woven Business Unit 05:00 The Ideal Integration Process 06:53 The Importance of Integration Capabilities 08:52 Integration planning pre-LOI 11:50 Ensuring Adequate Resources and Capabilities during M&A Integrations 13:27 Avoiding early pitfalls for integration 14:40 Key integration milestones from LOI to Close 18:53 Aligning the IMO and Corporate Development 21:49 Adapting mature M&A teams to change 23:28 Setting up an early version of the IMO 25:04 Key people in forming an early IMO 26:16 Detailing the Integration Strategy 29:09 Balancing team autonomy in integration planning 31:56 Maintaining collaboration and progress in integration 34:24 Managing cross-functional dependencies 35:16 Tech stack diversity 36:41 M&A execution checkpoints 38:04 Information gathering challenges pre-close 39:08 Managing vendor dependencies and ensuring transparency 40:12 Balancing functional plans with the master integration strategy 42:04 Securing stakeholder buy-in 43:04 Risks of overlooking integration 44:03 Aligning deal goals with integration strategy 44:36 Identifying when an M&A integration is complete 46:25 Best practices for smooth post-close integrations 46:59 Craziest thing in M&A

Brent Baxter, Chief Executive Officer at Association for Corporate Growth, and Jeff Giles, VP, Corporate Development at Core & Main (NYSE: CNM) In a highly competitive market, speed is crucial for companies wanting to do M&A. Especially with all the economic and market changes that's happening, professionals must use M&A best practices to get better deals.  In this episode of the M&A Science Podcast, Brent Baxter, Chief Executive Officer at Association for Corporate Growth, and Jeff Giles, VP, Corporate Development at Core & Main, share their strategies and experiences when executing successful M&A.  Things you will learn: • Target outreach • Best practices when building relationships  • Challenges of working with private sellers • Executing agile and efficient Diligence • Role of technology in the M&A process This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net Episode Bookmarks 00:00 Intro 07:12 Getting deals faster 10:35 Target outreach 15:54 Best practices when building relationships 19:47 How to best optimize ACG 22:46 M&A challenges 25:20 Challenges of working with private sellers 29:39 Executing agile and efficient Diligence 34:53 Executing deals during COVID 39:59 Role of technology in the M&A process 42:06 Role of technology in the future 46:47 Craziest thing in M&A

Amy M. Weck, VP, M&A and integrations at The Liberty Company Insurance Brokers, LLC It's common to see due diligence and integration as separate stages, but combining them can make the M&A process much smoother and more effective. But how exactly can we weave these two critical phases together effectively?  In this episode of the M&A Science Podcast, Amy M. Weck, VP, M&A and integrations at The Liberty Company Insurance Brokers, offers practical strategies to align integration and diligence for optimal outcomes. Things you will learn in the episode: • Merging separate integration departments • How to connect diligence and integration • Fostering a 'One Team' Mindset • Maintaining Team Rhythm in High-Volume Acquisitions This episode is sponsored by FirmRoom. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com. Episode Bookmarks 00:00 Intro 04:26 Getting into M&A 06:12 Evolving into integration 07:55 Transitioning from deal team to integration team 09:26 Pre-LOI considerations in M&A 10:40 Merging Corp Dev and Integration Team 13:26 The impact of mindset during transition 15:26 Connecting the two functions 18:42 Keeping teams and workflows aligned 22:14 Biggest challenge in the transition 24:05 The challenge of change management 26:11 Managing new hires in key roles 27:29 Key advice for managing the end-to-end M&A process 34:37 Optimizing the M&A function for a roll-up 36:21 Practical Tips for Learning from Past Due Diligence 38:16 Maintaining Team Rhythm in High-Volume Acquisitions 40:05 Key Strategies to Avoid Failing in Your Integrations 42:02 Key Questions to Ask Before the LOI 43:17 Evaluating Cultural Fit and Red Flags 48:15 Ideal candidate for an M&A role 59:44 Advice to first-time M&A practitioners 1:01:02 Craziest thing in M&A

John Blair, Partner M&A Attorney at K&L Gates In M&A, it's very common for buyers and sellers to disagree on the value of the business. If both parties cannot agree on the price, the deal could fall apart. However there are certain strategies and tools that both parties can use to compromise and be happy during closing.  In this episode of the M&A Science Podcast, John Blair, Partner M&A Attorney at K&L Gates, shares best practices on how to bridge valuation gaps in M&A.  Things you will learn in this episode: •Bridging gaps in M&A Valuation •Earnouts  •Seller Financing •Equity structure  •Market's impact on Bridging M&A Valuation Gaps Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net Episode Bookmarks 00:00 Intro 04:13 When to get involved in the M&A Process 07:50 Negotiations during LOI 09:42 Bridging gaps in M&A Valuation 11:09 Using Holdbacks to Bridge M&A Valuation Gaps 13:20 Seller Financing 15:00 Earnouts 16:43 Earnouts on Intellectual Property 18:45 Key Variables in an Earnout 23:14 Earnout payment structure 25:53 Making Earnouts Successful 29:08 Structures of Seller Financing 36:24 Traditional terms of seller financing 38:20 Equity structure 41:04 Stock options 43:52 Minimizing the cash upfront during a sale 46:34 Contents of Letter of Intent 49:14 Advice for first timers 50:01 Craziest Thing in M&A

In the dynamic world of mergers and acquisitions (M&A), creating an effective team is crucial for success. This process can be complex and demanding, but also immensely rewarding. After all, having an internal team means having the capability of acquiring companies in the future, rather than treating M&A as a one-time event.  In this episode, Birgitta Elfversson, Non-Executive Director at Netlight, shares her experience in transforming existing staff into M&A experts.  Things you will learn from this episode: • Shaping the M&A strategy • Building an M&A team • Scaling the M&A Team • Recruiting competent people • Managing burnout Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net Episode Bookmarks 00:00 Intro 10:54 Shaping the M&A strategy 12:46 Key elements of the strategy 14:58 Strategy approval 16:10 Challenges on the first acquisition 18:30 Building an M&A team  22:05 Scaling the M&A Team 25:10 Recruiting competent people 26:44 M&A Aptitude test 32:48 Working with consulting firms during M&A 37:17 Setting the external team up for success 39:08 M&A Team structure 39:48 Managing burnout 43:18 Programmatic M&A 49:09 Start up doing M&A 51:47 Integration execution 53:19 Smart collaboration in the future 55:51 Setting integration up for success 58:20 Craziest thing in M&A

Jake Lin, Head of Corporate Development at Xendit Navigating cross border M&A is one of the most challenging tasks for deal makers. There are a lot of intricacies involved that are unique to each country, and must be handled delicately.  In this episode of the M&A Science Podcast, Jake Lin, Head of Corporate Development at Xendit, shares his best practices when executing cross border M&A, particularly in South East Asia.  Things you will learn: Biggest challenge in Cross Border M&A Language barrier during Cross border M&A Managing Cultural Differences during negotiations Cross border M&A best practices Integration approach to cross border M&A This episode is sponsored by the DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://dealroom.net. Episode Bookmarks 00:00 Intro 05:44 Biggest challenge in Cross Border M&A 08:18 Cross Border M&A without Bankers  09:04 Working with Local Bankers 09:55 Language barrier during Cross border M&A 12:05 Managing Cultural Differences during negotiations 16:01 Managing the Speed of Cross border M&A 17:20 Cultural Differences almost killing the deal 18:48 Countries easiest to work with 21:06 Cross border M&A best practices 22:32 Strategic tips when dealing with Cross border M&A 23:49 Integration approach to cross border M&A 25:37 Negotiating Payment terms 28:59 Computation for stock payments 30:06 Advice for first-timers 30:29 Craziest thing in M&A

Yoav Zeif, CEO at Stratasys In today's competitive global market, organizations need to leverage every tool in their arsenal to stay ahead of the curve. One of the best ways to do this is strategic M&A. With the right approach, M&A can drive significant growth, unlock fresh opportunities, and expedite the achievement of strategic business goals. In this article, Yoav Zeif, CEO at Stratasys, shares his experience on achieving business growth through strategic M&A. Things you will learn in this episode: •The Start of their M&A Journey •Strategic M&A framework •Evolution of Strategy •Working with the corporate development team •How to ensure positive business outcomes during integration This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/ Episode Bookmarks 00:00 Intro 07:04 Start of M&A Journey 11:56 M&A strategy framework 18:58 Real-life acquisition scenario 20:20 Evolution of Strategy 23:59 Working with the corporate development team 26:29 Corporate development teams pitching deals 30:22 How to ensure positive business outcomes during integration 31:57 Big lessons learned 39:18 Retaining key people 40:26 Other lessons 42:42 Craziest Thing in M&A   This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Russ Heddleston, Co-founder & former CEO, DocSend Every owner loves their business. This makes selling their company even harder than it already is. But aside from the emotional turmoil that founders go through every exit, there are also a lot of intricacies included in the process.  In this episode of the M&A Science Podcast, Russ Heddleston, Co-founder & former CEO of DocSend, discusses the challenges of sell-side M&A. Things you will also learn in this episode: Considerations in Potentially Selling a Startup Challenges of sell-side M&A Key Factors for a Successful Exit  How to manage diligence in sell-side M&A Episode Bookmarks 00:00 Intro 04:10 Starting DocSend  06:08 Identifying the Inflection Point to sell 09:01 Selling a Startup 10:46 Considerations in Potentially Selling a Startup 14:28 Best Time for an Exit 16:00 Balancing Stakeholder Interests in an Acquisition 17:50 Relationship Management in an Acquisition 19:46 How Relationships Influence Negotiations 20:41 Relationships with Bankers 23:14 Reaching out to DropBox 26:16 Key Factors for a Successful Exit 28:04 Impact of Market Conditions on M&A 28:45 The Unknowns of Selling a Business 30:53 Post-Acquisition Challenges and Unknowns 32:34 Enhancing Preparation for Post-Close Integration 34:05 Tips for Buyers for Smoother Integration 35:18 Challenges of Sell-side M&A 37:15 Efficiently Managing Diligence 38:46 People involved from pre-LOI to Close 41:36 Post-Acquisition Team Dynamics 43:01 Evaluating Alternatives to Selling 48:28 Fundraising Strategies to Minimize Dilution 49:44 Advice for Acquirers Seeking Successful Acquisitions 51:29 Effective Strategies for Corporate Leaders to Engage with Founders 53:14 Craziest thing in M&A   This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Jason Mironov, Managing Director at TA Associates Partnering with PE firms is a great way to exponentially grow a business and reach new heights. However, there are considerations that must be taken into account, before taking PE capital. Fully understanding them will increase chances of success, in the attempt to unlock the full potential of the business. In this episode of the M&A Science podcast, Jason Mironov, Managing Director at TA Associates, discusses the pros and cons of taking PE capital. Episode Bookmarks 00:00 Intro 05:29 The Lack of Operating Experience 07:03 Pros of taking money from a private equity firm 11:01 Other factors to take money from PE firms 12:49 Cons of taking money from private equity 17:16 Focusing on IRR 22:10 Culture of focusing on numbers 26:54 Working with Unhappy CEO 30:06 Board control 35:33 Expectation for the Board Structure 38:30 Dilution for founders 42:53 How to build and preserve wealth 47:20 Approach on partnership 51:03 Handling Inbound Contacts 56:51 Creating value before partnership starts 01:03:15 Working with the founder 01:05:38 Pushing M&A to portcos 01:08:51 Founder Exit 01:16:01 Timeline of investment 01:20:26 Craziest thing in M&A This episode is sponsored by DealRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.

Michael Frankel, Founder and Managing Partner of Trajectory Capital When times are good, big companies tend to ignore their smaller business units, as they operate smoothly on their own. It is only when the economy gets tough that these little businesses get more attention, and often seen as off-strategy or a distraction. That's when the company's leaders decide it's time to sell them, which is not ideal, as the business is no longer in their prime, making it harder to sell.  In this episode of M&A Science podcast, Michael Frankel, Founder and Managing Partner of Trajectory Capital, joins us to share his best practices of selling a small business unit. Episode Bookmarks 00:00 Intro 03:35 The decision to sell a business 05:01 Reasons to sell the business 06:43 Steps in selling a small business unit 09:59 Finding buyers 11:53 Avoid using bankers 13:30 Pitching the deal 14:50 Avoiding non-serious buyers 16:42 Important factors other than price 23:01 Real life example 27:54 Valuation gap 30:29 Evaluating the business 34:45 Hardest part of selling a small business unit 37:03 Advice for first time buyers 41:48 Proactively approaching a seller 47:25 Earnouts on small deals 48:44 Craziest Thing in M&A This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Swapnil Shinde, CEO at Zeni  Selling your business is never easy. Aside from the emotional stress that it provides, it can also be detrimental to the business if it's sold to the wrong company. Oftentimes, during the process, it can also serve as a massive distraction to the operations, harming the business in the process.  In this episode of the M&A Science Podcast, we will discuss how to create a positive exit experience in M&A with Swapnil Shinde, CEO at Zeni.  Things you will learn: • Reasons for the first exit • Reacting vs Proactive Exits • Hardest part of selling a business • Role of sellers in Integration Planning • Do's and Don'ts of Buying a company Episode Timestamps 00:00 Intro 06:31 Reasons for the first exit 09:19 Venture Exit 12:19 Build to sell 14:03 Reacting vs Proactive Exits 16:28 Using Bankers during Exits 19:09 Hardest part of selling a business 21:30 Managing Diligence 24:28 Lessons Learned on Diligence 28:03 Keeping and building relationships 29:29 Role of sellers in Integration Planning 32:29 Reasons why Integration fails 34:49 Worst exit experience 36:31 Making integration successful 38:25 Do's and Don'ts of Buying a company 39:41 Identifying Cultural Fit   This episode is sponsored by our products DealRoom and FirmRoom. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

Chris Von Bogdandy, Global Lead M&A Solutions at Slalom Revenue synergies are why you're doing the deal in the first place. But unlike cost synergies that happen instantly, revenue synergies are more difficult to achieve and often go unrealized. One of the biggest problems in M&A is that when a company pursues a deal, different departments have varying perspectives on what's essential. So how do you maintain the deal thesis as a central focus? In this episode of the M&A Science Podcast, Chris Von Bogdandy, Global Lead M&A Solutions at Slalom, discusses his framework for realizing revenue synergies in M&A. Things you will learn: •Importance of Revenue Synergies •Correlation between M&A strategy and Revenue Synergies •Understanding Customer Journey  •Planning for Revenue Synergies Pre-LOI •Agile M&A Episode Timestamps 00:00 Intro 06:17 Importance of Revenue Synergies 09:58 Correlation between M&A strategy and Revenue Synergies 16:42 Timeline of Revenue Synergies 18:49 Realistic Revenue Synergies 21:14 Understanding Customer Journey 24:44 Planning for Revenue Synergies Pre-LOI 27:38 Capturing Revenue Synergies Post-LOI 31:04 Executing the Plan 34:21 Cross-Functional Work Streams 36:29 New product introduction process 40:15 Agile M&A 43:31 Disbanding team and workstreams 46:57 Top three principles to success 48:48 Advice for next generation of young leaders in M&A   This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy.   Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net . FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com

Casey Nault, Senior Vice President, General Counsel and Chief ESG Officer at Coeur Mining, Inc. (NYSE: CDE) ESG in M&A is very real. And while it is a fairly new term, it represents a range of critical issues and priorities that companies have long considered. In many ways, ESG has always been important and is essential for risk management and maintaining company value, even for for-profit organizations.  In this episode of the M&A Science Podcast, we will discuss how to focus on ESG in M&A, featuring Casey Nault, SVP, General Counsel, and Chief ESG Officer at Coeur Mining, Inc. Things you will learn: •Importance of ESG in M&A •Balancing ESG and profit •ESG diligence  •Red flags during ESG diligence  •ESG on cross-border deals ____________________________________________________________________________ This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to  www.firmroom.com Episode Bookmarks 00:00 Intro 07:31 M&A in the Mining Industry 09:26 Valuation and Deal Structures in the Mining Industry 13:51 Foreign Corrupt Practices Act 15:57 Importance of ESG 20:13 Disaggregating ESG 21:49 Sustainability in today's market 24:04 Balancing ESG and profit 26:52 ESG considerations during M&A 30:58 Evolution of ESG approach 32:41 ESG diligence 33:35 Red flags during ESG diligence 35:31 Deal Stoppers 36:36 Designated person sustainability 37:17 Diligence Execution during M&A 39:19 ESG on cross-border deals 40:55 Negotiations on cross border deals 42:47 Advice for practitioners 43:18 Craziest thing in M&A

Brock Blake, Co-Founder and CEO at Lendio M&A is a never-ending web of complexities and challenges. While the potential for growth and transformation is promising, the chances of failure are extremely high. To increase chances of success, acquirers must learn how to be adaptable and work with the target company for alignment.  In this episode of the M&A Science Podcast, Brock Blake, Co-Founder and CEO of Lendio, shares their approach on how not to bomb your first M&A deal.  You will learn: • How to drive your first deal • Understanding the cultural aspect of M&A  • Strategizing acquisitions • Validating assumptions before acquisition commitment • Budget allocation for an earnout ____________________________________________________________________________ This episode is sponsored by our products DealRoom and FirmRoom Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net. FirmRoom is the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to firmroom.com Episode Bookmarks 00:00 Intro 06:02 Getting into M&A 07:14 First deals and their drivers 10:43 Second Acquisition 14:49 Third Acquisition 18:43 Understanding the cultural aspect 25:17 The new deal approach 29:10 Strategizing acquisitions 32:07 Validating assumptions before acquisition commitment 38:14 Budget allocation for an earnout 41:37 Craziest thing in M&A

Aaron Whiting, Chief of Staff at Crownpeak Value creation in any acquisition relies heavily on how well the M&A integration goes. By focusing on integration, buyers can increase their chances of success in obtaining and realizing their intended synergies. But how well can it go if the company's integration lead is a first-timer?  In this episode of the M&A Science Podcast, Learn the basics of M&A integration execution, with Aaron Whiting, Chief of Staff at Crownpeak. You will learn: How to coach a first-time integration leader Getting ready for day one Kickoff meeting strategies Challenges during integration Setting alignment for kickoff meetings ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit  www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to www.firmroom.com Episode Bookmark 00:00 Intro 05:09 Coaching an integration lead 06:33 Involving the Integration Lead 12:42 Integration on Day one 17:49 Getting ready for Day one 22:31 M&A teams to pull in for integration 25:41 Kickoff meeting strategies 31:12 Maintaining regular cadence for good progress 35:53 Umbrella track 37:47 How to track integration activities 42:38 Challenges during integration 47:55 Mechanical things that could go wrong during integration 52:59 Setting alignment for kickoff meetings 56:26 What success looks like through stories 01:01:50 How to know when the integration is complete 01:03:42 Advice for first timers 01:07:48 Craziest thing in M&A

ChatGPT Voice, powered by OpenAI.  This past year, AI has revolutionized the way we do things, and ChatGPT has been a big part of that. Created by OpenAI, ChatGPT can understand and use language like a human, making it extremely useful in a lot of different areas. And now, we can actually talk to it.  In this episode of the M&A Science Podcast, we are introducing our first-ever ChatGPT interview. We are going to learn its insights on AI's impact on the world of M&A.  You will learn more about: AI's role in deal sourcing Streamlining due diligence using AI Future of M&A Limitations of AI ChatGPT's advice on integrating AI into M&A ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit  www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to www.firmroom.com Episode Timestamps 00:00 Intro 03:06 Revolutionizing M&A with AI 03:53 AI's role in Deal sourcing 08:08 AI's role in deal valuation process 12:41 Limitations of ChatGPT 14:05 Streamlining due diligence 18:00 AI's impact on M&A integration 22:10 Case Study: Daimler Chrysler merger 25:15 Case Study: Amazon acquiring Whole Foods 28:14 Future of M&A 30:23 DealRoom 32:40 How to incorporate AI into DealRoom 35:57 Positive business outcomes using DealRoom 37:41 Ethical Considerations Using AI 39:28 Limitations of AI 41:04 Advice on integrating AI into M&A 43:10 Craziest thing in M&A

Dr. Karl-Michael Popp, Senior Director, Corporate Development at SAP (FRA: SAP) In today's digital era, the pervasive influence of technology is felt in every facet of business, and Mergers and Acquisitions (M&A) are no different. The arrival of innovation and automation will soon make their way to the industry, streamlining processes that could bolster productivity and facilitate smoother post-merger integration.  In this episode of the M&A Science Podcast, Dr. Karl Michael Popp, Senior Director, Corporate Development at SAP, discusses in detail automation in M&A. Things you will learn: Measuring Strategy during automation Strategic Fit Analysis Identifying Targets Quantifying culture in M&A Impact of new emerging technologies in M&A ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit  www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net.  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com  Episode Bookmarks 00:00 Intro 07:10 Measuring Strategy 10:00 Structuring Strategies 13:53 Quantifying Metadata 16:24 Breaking it down into details to complete the strategy 18:49 Strategic Fit Analysis 20:06 Identifying Targets 22:40 Cascading of Strategy 25:33 Changing the strategy 27:11 Learning from the target company 31:18 Quantifying culture in M&A 32:47 Impact of new emerging technologies in M&A 34:50 Automation in M&A 39:27 The late evolution of M&A 40:51 Craziest thing in M&A

Anthony Krueger, Associate at Morrison & Foerster LLP M&A comes in varying sizes. However, there's a common misconception that smaller deals are easier to execute than larger ones. The truth is, that smaller deals come with their own unique set of challenges that could possibly make them even harder to do.  In this episode of the M&A Science Podcast, Anthony Krueger, Associate at Morrison & Foerster LLP, debunks this myth and discusses how to execute smaller deals and negotiate key legal provisions. You will learn: •The complexities of smaller deals •Executing earnouts •Reps and warranties insurance for smaller deals •Working capital adjustments and its effect on smaller deals ____________________________________________________________________________ This episode is sponsored by the  M&A Science Academy. If you're looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best-in-class courses, templates, and networking opportunities in the industry. It's also a great way to show your support for M&A Science.  If you're interested in learning more about individual or team plans, visit this page. Episode Bookmarks 00:00 Intro 04:36 Smaller deals vs bigger deals 06:35 Complexities of smaller deals 06:52 Other layers of complexities 10:10 Earnouts 18:03 Reps and warranties 24:08 Fundamental vs General Reps and Warranties 25:35 Indemnities 28:40 Disclosure schedules 32:34 Caps and Baskets 35:52 Carve-out 36:44 Working capital adjustments 40:47 Deferred revenue 42:01 Accrued bonuses and vacations 44:12 Advice to those doing small deals 45:12 Craziest thing in M&A

Rajive Dhar, VP, Head of Corporate Development at NetApp (NASDAQ: NTAP) For first-time acquirers, M&A can be challenging, as it comes with strenuous processes with many complexities that can turn the dream into a nightmare. However, with proper guidance, acquirers can have a smooth transaction and an amicable negotiation.  In this episode of the M&A Science Podcast. We discuss the intricacies of M&A from start to finish with Rajive Dhar, VP, Head of Corporate Development at NetApp, to help us navigate our first deal. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com Episode Bookmarks 00:00 Intro 05:58 Different types of M&A 09:49 Corporate Strategy for M&A 12:37 Dealing with new customers 14:49 Acquiring competitors  17:13 Target screening 22:19 Opening up conversations with the target company 23:55 Initial Due Diligence 25:59 Diligence list 30:17 Sunsetting competitors product 33:02 Assessing culture 34:52 Putting an LOI together 39:58 Negotiating deal structure 46:41 Earnouts 55:44 Keeping relationships 1:00:13 Best advice for practitioners

Jim Ackerman, recent Vice President of Corporate Development at Flex; Steve Coghlan, Semi-recent Vice President of Corporate Development at Flex. Every deal is different, which means each and everyone will present unique challenges that teams have to overcome. Especially when dealing with smaller companies. There is no such thing as a perfect deal. However, with the right mindset and approach, deals can still close and bring value to both parties involved.  In this episode of the M&A Science Podcast, Jim Ackerman, recent Vice President of Corporate Development at Flex, and Steve Coghlan, former Vice President of Corporate Development at Flex, discuss their experiences on M&A surprises and horror stories. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to www.firmroom.com Episode Bookmarks 00:00 Intro 05:06 Sourcing deals 08:24 Key things to ask during the first meeting 11:49 How to get exclusivity 15:01 How the governance works 16:41 Due diligence red flags 17:21 Cultural integration 19:46 Working with the board 23:54 Best way to pitch a deal to the board 24:34 Stakeholder management in the board 25:40 Managing M&A surprises 29:30 Good M&A Surprises 34:37 Accounting surprises 36:30 Private deal surprises 40:39 IT surprises 42:33 Surprises between signing and closing 45:38 How to mitigate risks and surprises 46:13 What trap currency is 48:04 Integration surprises 50:40 Mitigating surprises from integration 54:25 Instilling clear and purposeful communication 55:23 Hardest step to do in M&A 56:10 Worst deal ever done 59:11 Best advice 1:00:12 Craziest thing in M&A

Nicole Markowski, Manager and Corporate Development at Wipfli LLP More than the numbers, relationships can make or break a deal. Regardless of the deal rationale, strong, trusting connections between parties can lead to smoother negotiations, clearer communication, and a greater likelihood of mutual satisfaction in the end result.  In this episode of the M&A Science Podcast, Nicole Markowski, Manager and Corporate Development at Wipfli LLP, delves into the importance of cultivating positive relationships to drive M&A success. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com Episode Timestamps: 00:00 Intro 07:04 The importance of relationships in M&A 09:25 Key people to build relationships with 15:55 How to foster and develop relationships 23:03 How to engage with key people 25:27 Approach to build relationships 28:30 People assignment for developing relationships 30:47 Delegating tasks in building relationships 34:22 Key acquired company people to build relationships with 36:31 Handling resistant groups 39:25 People problems and how to address them 45:57 Advice to first-time practitioners 47:45 Craziest thing in M&A

Samuel Wilson, Chief Executive Officer at 8x8 (NASDAQ: EGHT) In the grand scheme of things, every M&A must make financial sense. Whether it's cutting cost, increasing revenue, or achieving operational efficiencies, it all boils down to the numbers. After all, every company's main goal is to grow and increase profit for its shareholders. It is why the Chief Financial Officers play an integral role in M&A.  In this episode of the M&A Science Podcast, we will explore M&A from a CFO's perspective, featuring Samuel Wilson, Chief Executive Officer at 8x8. ____________________________________________________________________________ This episode is sponsored by the DealRoom and FirmRoom.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to  www.firmroom.com. Episode Timestamps 00:00 Intro 07:55 The Role of CFO 11:39 Risk Management 14:39 Integration aspect 15:54 Alignment on assumptions 18:14 Managing people 19:28 Best integration practices 21:25 Working with the CEO 22:52 Walking away from a deal 27:10 Getting involved in the deal 29:50 Tying the Strategy 33:36 Integration Budgeting 39:43 Working with corporate development 40:54 Advice for first time acquirers 44:04 Craziest thing in M&A

David Barnes, Chief Financial Officer at Trimble Inc. (NASDAQ:TRMB) Chief Financial Officers (CFOs) play a pivotal role in shaping the destiny of strategic ventures. Beyond their traditional financial responsibilities, these financial architects hold the key to unlocking the full potential of mergers and acquisitions.  In this episode of the M&A Science Podcast, we explore M&A from a CFO's perspective with David Barnes, Chief Financial Officer at Trimble Inc. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to firmroom.com. Episode Timestamps 00:00 Intro 04:29 The Role of CFO 05:14 How the CFO's roles differs from the CEO 06:24 Decision-making process and approvals workflow 09:43 Communicating opportunities 11:15 Prioritization 14:18 Balancing the allocation of budgets 16:42 How equity compensation works 18:14 How aligned investment analysts are when evaluating a company 20:08 Forecasting deals 22:53 Priorities when looking at deals 26:49 Balancing priorities when structuring earnouts 28:31 Understanding a company's culture 31:08 Integration from a CFO's perspective 33:49 How the speed of integration impacts value realization 37:05 Biggest lessons learned as a CFO 39:23 How to pitch deals to the CFO 41:38 Craziest thing in M&A

Joe Metzger, Managing Director at 777 Partners Navigating a career shift can be a transformative experience, unlocking new opportunities and challenges. For Joe Metzger, Managing Director at 777 Partners, diving into the world of private equity was an exciting path to explore. It's a chance to grow expertise, collaborate with diverse entities, and embrace strategic growth. In this episode of the M&A Science Podcast, Joe shares his amazing journey shifting from corporate development to private equity. ____________________________________________________________________________ Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It's all the 'how-tos' you need, and it's FREE! Secure your spot at mascience.com. Episode Timestamps 00:00 Intro 05:02 Transitioning from Corporate Development to Private Equity 08:59 Corporate Development role vs Private Equity role 12:10 Seeking employment opportunities 16:16 The efficient frontier concept 20:06 Are you happier in private equity than in corporate development? 24:17 How to negotiate employment offers 26:48 Other things to negotiate in employment agreements 30:47 How to land a PE role 33:34 Advice to those considering transitioning between Corp Dev and Private Equity 34:52 How to transition to a PE role from a VC and M&A role 36:03 Craziest thing in M&A

Chris Evans, Experienced M&A Leader | former Head of CorpDev Integration at Amazon and Scott Boyd, Deputy Director, Strategy Implementation at Bill & Melinda Gates Foundation | former Head of Integration for AWS. (NASDAQ: AMZN) Change management is one of the most crucial aspects of M&A. While integration involves multiple facets, from supply chains to customers, change management is solely focused on the employees. This can make or break a deal, as employee retention is one of the main ingredients to achieving synergies in a timely manner. In this episode of the M&A Science podcast, Chris Evans, former Head of CorpDev Integration at Amazon and Scott Boyd, former Head of Integration for AWS, discusses integration strategies change management person.  particularly the nuisances of change management. ____________________________________________________________________________ Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It's all the 'how-tos' you need, and it's FREE! Secure your spot at MAscience.com! Episode Timestamps 00:00 Intro 02:26 Integration Strategy vs Change Management 06:50 Definition of Change Management 09:55 Dedicated Person for Change Management 14:03 Change Management Planning 16:16 Most Effective Approach to Change Management 19:32 Common Challenges during Change Management 24:25 Practical Tips for Change Management 26:49 Hardest Step in M&A 33:38 Craziest Thing in M&A

Chris Evans, Experienced M&A Leader | former head of CorpDev Integration at Amazon and Scott Boyd, Deputy Director, Strategy Implementation at Bill & Melinda Gates Foundation | former Head of Integration for AWS. (NASDAQ: AMZN) In the complex world of M&A, the difference between a successful deal and a failed one often hinges on integration. Proper integration, driven by a harmonious fusion of strategy and execution, ensures that the merging entities can effectively combine their strengths and navigate potential pitfalls.  In this two-part episode of the M&A Science Podcast, we dive deep into the heart of integration strategies and underscores the pivotal role of the integration team during the due diligence process, featuring Chris Evans, ex-Head of CorpDev Integration at Amazon and Scott Boyd, former Head of Integration for AWS. ____________________________________________________________________________ Craving for fresh, actionable M&A insights? Dive into the M&A Science Fall Summit this Nov 8th! Unlock secrets on integration, valuations, talent retention, and more from top M&A minds. It's all the 'how-tos' you need, and it's FREE! Secure your spot at  mascience.com. Episode Timestamps 00:00 Intro 06:11 Types of Integration Strategies 09:14 Transformative Integration 11:39 Deals Easy to Integrate 13:24 Most difficult thing to Integrate 15:40 Timeline of integration planning 20:26 Benefits of Integration teams running diligence 25:49 Integration Teams' Diligence Execution 28:46 Structuring the M&A Function 34:39 Consistency vs. agility 40:10 Understanding culture pre LOI 44:34 Working with inexperienced business leaders 46:59 Questions to ask pre-LOI as an Integration leader

Roy Schoenberg, President & Co-CEO at Amwell - American Well Corporation (NYSE:AMWL) The healthcare industry is a complex and rigid space where change is often rejected. Any evolution in this sector not only signifies business decisions but also influences the overall quality and accessibility of patient care.  In this episode of the M&A Science Podcast, Roy Schoenberg, President & Co-CEO at Amwell, delves into the intricacies of navigating M&A in the healthcare industry. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com. Episode Timestamps 00:00 Intro 04:26 Evolving from a medical background to M&A 07:27 What makes the healthcare space distinct 09:36 What drove Amwell to do acquisitions 13:03 Shaping the acquisition strategy 16:59 Amwell's first acquisition 22:29 Integrating the new company 24:50 Retaining key people 28:33 First acquisition lessons learned 31:03 Dealing with transaction surprises 34:03 Approaching deals as one of the main principal 38:01 Deal sourcing 39:49 Managing relationships with the counterparty 41:30 Communication during diligence 43:14 Craziest thing in M&A

Mark Rayfield, CEO of Saint-Gobain North America (EPA: SGO) and CertainTeed Integration is not just about combining processes and systems. It is about bridging cultures and creating a shared identity. However, integrating two organizations can be complex, especially when it comes to managing major cultural differences.  In this episode of the M&A Science Podcast, we explore key strategies  for effectively balancing culture during an integration, featuring Mark Rayfield, CEO of Saint-Gobain North America and CertainTeed. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com Episode Timestamps 00:00 Intro 05:50 Culture in M&A 09:59 Acquiring a competitor 11:18 Team Alignment 13:24 Understanding culture 15:45 Difficulties of Culture 16:52 Improving decision-making 18:55 Challenges for smaller companies 20:37 Lessons learned from acquisitions 24:58 Establishing strong communication 27:14 Advice on Integration 31:08 Retaining lessons learned 32:49 Ensuring deal value 34:40 Governance and M&A activities 37:20 Success metrics 38:59 Messaging with key investors 40:20 Non-core acquisitions 41:19 Cultural aspect of non-core acquisition 43:02 Craziest thing in M&A

Dr. Irit Yaniv, Founding Partner and CEO at Almeda Ventures (TLV: AMDA) While most investors have a passive role in their portfolio company, some investors are active in shaping and contributing to its success. For venture capitalists, one of the best scenarios is for the portfolio company to be acquired to maximize investment returns.  In this episode of the M&A Science Podcast, Dr. Irit Yaniv, Founding Partner and CEO at Almada Ventures, discusses what investors can do when planning and executing the exit. ____________________________________________________________________________ This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com  Episode Timestamps 00:00 Intro 03:26 M&A in the medical device industry 04:49 Minority position during Investment 05:35 When to think about an exit 06:59 Getting involved in the exit  09:57 Working with the CEO 12:03 Keeping track of potential acquisitions 14:34 Finding the right buyer 17:55 Managing exit planning disagreements 20:34 Who controls exit decisions 22:23 Negotiation 25:37 When to engage with a banker 36:51 Advice on planning an exit 38:11 Bad exits 40:29 Other takeaways 42:35 Craziest thing in M&A

Barak Routhenstein, Vice President of Corporate Development at Profile Products The collaboration between a Private Equity (PE) firm and a portfolio company during an acquisition is a powerful partnership. Together, they create a synergistic environment where growth and value thrive.  In this episode of the M&A Science Podcast, we will explore insights from Barak Routhenstein, Vice President Corporate Development at Profile Products, on how PE firms can provide invaluable support to portfolio companies during the acquisition process, setting the stage for success and maximizing value creation. ____________________________________________________________________________ Join us on October 5th, 2023, in New York City for the M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds. You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today! Episode Timestamps 00:00 Intro 03:57 Changes in the M&A landscape 04:39 Changes in private equity acquisitions 08:14 Go-to-market 10:48 Deal origination 12:19 International deals 14:25 How PE firms look at acquisitions 15:48 Bad cultural fit 18:40 Relationship with PE firms 20:20 Ideal PE-sponsor relationship 21:45 Managing deal sourcing conflicts 22:38 Approval process 24:44 Sustaining support from PE firms 27:08 Reporting structure 29:54 Advice for PE firms in supporting portfolio companies 32:54 Staging productive meetings 35:01 Keys to pitching a deal 38:46 Approaching target company relationships 41:28 Managing underperforming acquired companies 42:18 PE firms buying other PE firms 43:26 Craziest thing in M&A

Glenn Sanford, CEO eXp World Holdings, Inc. (NASDAQ: EXPI) For high-growth companies, M&A is almost inevitable. If done right, it could speed up growth and open new opportunities for the acquiring entity. However, it's not without challenges, as it can also be destructive and destroy both companies involved.  In this episode of the M&A Science Podcast, Glenn Sanford, CEO eXp World Holdings, Inc., discusses the art of M&A, and striking the right balance between integration and autonomy. ____________________________________________________________________________ Join us on October 5th, 2023, in New York City for the  M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds. You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today! Episode Timestamps 00:00 Intro 03:51 EXP's acquisition history 05:31 Reasons behind EXP's acquisitions 10:12 Acquiring Success Magazine 14:22 Factors to consider when looking at potential targets 17:49 Understanding a company's culture 20:13 Reverse merger 24:38 Capital structure evolution 27:05 Managing relationships with the board of directors and shareholders 31:19 Managing integration 36:47 Other lessons and takeaways 39:03 Craziest thing in M&A

Andrew Bilbao, current CFO of Noble Education Acquisition Corp.  M&A is a massive undertaking that calls for collaboration among numerous individuals. Ensuring alignment with everyone involved is essential for the success of a deal. Yet, with a variety of opinions and personalities at play, achieving alignment can be quite a challenge.  In this episode of the M&A Science Podcast, Andrew Bilbao, CFO of Noble Education Acquisition Corp, shares valuable insights on how to guarantee alignment for deal success, paving the way for a smooth and fruitful M&A process. ____________________________________________________________________________ Join us on October 5th, 2023, in New York City for the  M&A Science Fair 2023. Dive into a transformative M&A experience that not only emphasizes participant-driven topics but also offers an unparalleled opportunity to network with the industry's top minds. You can elevate your M&A practice with actionable insights and top-tier networking. The event is invitation-only to ensure a curated experience. Secure your invite today! Episode Timestamps 00:00 Intro 04:47 Areas where alignment is important 07:03 Approach to Alignment 11:19 Prioritizing the pipeline 14:11 Identifying an opportunity to LOI 15:56 Target Market Competitiveness 19:50 Evolving from first conversations 20:59 Go/No-go decision 25:47 Bidding process 28:45 Things to not do when dealing with the Board 29:55 Working with functional leads 33:41 Alignment with functional leads 35:53 Keeping alignment to strategy 38:16 The hardest part of achieving alignment 39:10 How do you not fall in love with your deal? 46:41 Craziest thing in M&A

Greg Stein, Vice President, M&A and Strategy at Xerox (NASDAQ: XRX) For public equity analysts, M&A is nothing new. One of their main jobs is to conduct financial analyses of companies and other potential investments. However, M&A execution is another story.  In this episode of the M&A Science Podcast, Greg Stein, Vice President of M&A and Ventures at Xerox, shares his experience as a public equity analyst and how his role evolved to executing M&A. ____________________________________________________________________________ This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/ Episode Timestamps 00:00 Intro 06:42 From public equity analyst to doing deals 07:32 Executing M&A against the strategy 10:49 Assessing M&A processes of companies 13:58 Trends between announcement of a deal and stock price  15:50 Transition from PE analyst role into corp dev 17:48 How to evaluate a business 19:26 Walking away from a deal 21:11 Integration aspects 24:09 Potential pitfalls in a deal 25:25 Prioritizing diligence 26:54 Guiding principles 28:08 Deal timeline and who gets involved 30:52 People overlap 32:25 Preliminary diligence as a Public Equity Analyst 35:59 Tips for negotiations 38:09 Advice for people transitioning from public equity role to M&A 40:10 Craziest thing in M&A

Clifford Felig, Partner at Meitar | Law Offices. International business transactions often present unique challenges that are vastly different from local ones. The complexity increases exponentially when these transactions involve mergers and acquisitions (M&A).  In this episode of the M&A Science Podcast, Clifford Felig, Partner at Meitar Law Offices, discusses the challenges of cross-border deals, particularly in Isreal, where he had most of his experiences. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy. If you're looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It's also a great way to show your support for M&A Science.  If you're interested in learning more about individual or team plans, visit this page. Episode Timestamps 00:00 Intro 03:44 Finding an attorney for cross-border deals 08:01 Challenges of cross-border deals 14:55 Being mindful of the time difference 16:21 Key differences in local laws 19:18 Nature of deals in Isreal 21:40 Mitigating Risks 25:19 Differences in Negotiations 28:10 Difference in presenting LOI 29:56 Key differences in price negotiations 33:33 The American stereotype 36:59 Indemnification issues 39:40 Confidentiality 43:20 Differences in diligence 46:43 The importance of an attorney's experience 48:09 Negotiating legal fees 52:22 Integrating Cross-Border Deals 53:32 Signs of a bad counsel

Lesley Adamo, Vice Chair of the Tax Group at Lowenstein Sandler LLP, The intricacies of tax considerations in a merger or acquisition (M&A) transaction cannot be overstated. These considerations play a crucial role in shaping the overall economics and structure of the deal and can significantly impact the outcome for all parties involved. With expert tax planning and structuring, it is possible to mitigate the tax burden and maximize the benefits of the transaction.  In this episode of the M&A Science Podcast, Lesley Adamo, Vice Chair of the Tax Group at Lowenstein Sandler LLP, delves into the importance of tax considerations in M&A and provides valuable insights on navigating this complex landscape. Things you will learn in this episode: Tax complexities in M&A Buyer's tax considerations Seller's tax considerations Gross-up in negotiations Net-operating losses ____________________________________________________________________________ This episode is sponsored by  The M&A Science Fair, the exclusive event for the industry-leading M&A corporate practitioners.  Episode Timestamps: 00:00 Intro 05:49 Tax Complexities 07:34 Considering Tax 15:05 Start-up Tax liabilities 18:33 Minimizing Risks 21:42 Stock vs. Asset sale 22:58 Net Operating Losses 27:00 Buyer's Benefits 28:24 Creating a Holding Company 30:00 Equity Compensation 31:33 Efficient Tax Structuring for Sellers 36:59 Negotiations 39:38 Tax Considerations in LOI  43:40 Qualified small business stock 48:59 Relocation for Tax Savings 50:41 Tax considerations during diligence 52:21 Lessons Learned

Juan Guillermo Castaneda, former Senior Advisor to SKG CEO (LSEG: SKG) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit www.mascience.com/academy.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com Episode Timestamps: 00:00 Intro 04:13 Difference of M&A in the US vs Latin America 10:14 Mitigating Risks 14:31 Culture 17:54 Deal sourcing 19:41 Approaching companies 21:02 Getting companies interested 22:46 Dealing with Legacies 25:06 Red Flags in deals 29:59 Integration 33:11 Alignment before closing 34:01 Lessons Learned 35:37 Negotiations 36:27 Craziest thing in M&A

Scott Crofton, Partner at Sullivan & Cromwell LLP Too often, M&A involves a larger entity acquiring a smaller business. Only a few believe that a merger of equal can be possible, especially considering the power struggle between the two companies. However, a merger of equals can be a powerful strategy that could unlock tremendous value and opportunities for growth if done right.  In this episode of the M&A Science Podcast, Scott Crofton, Partner at Sullivan & Cromwell LLP, discusses the path to a successful equal merger. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy. If you're looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It's also a great way to show your support for M&A Science.  If you're interested in learning more about individual or team plans, visit this page. Episode Timestamps 00:00 Intro 04:27 Mergers of equal 07:05 Managing mergers of equal 09:13 Private deals 12:55 The management team under mergers of equals 14:33 Board of directors composition 16:12 The process of mergers of equals 19:27 Diligence process 20:55 The impact of mergers of equal 23:06 Real-life story of Hostile Bids 25:13 Poison pill defense 28:51 Fairness Analysis 31:31 Litigation 33:18 Pros and Cons of Mergers of Equal 35:06 Time frame of mergers of equal 35:57 Best Advice 36:59 Craziest thing in M&A

Brian Matthews, CEO at ITEL In today's highly competitive business landscape, companies are constantly looking for ways to enhance their capabilities and maintain their edge. With so many competitors in the market, how can a company stand out and reduce customer churn?  In this episode of the M&A Science Podcast, Brian Matthews, CEO at ITEL, discusses his value chain ecosystem approach that can drive stability and growth to businesses. ____________________________________________________________________________ This episode is sponsored by the  M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, mascience.com/academy. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience. Sign up in under 2 minutes by going to firmroom.com. Episode Timestamps 00:00 Intro 04:20 Value chain ecosystem approach 08:23 Real-life example of a value chain ecosystem 12:05 Emphasis on the exit planning 13:51 Traditional bank exit 16:50 Benefits of an ecosystem approach 18:47 Bringing fresh perspectives 21:56 Ecosystem Playbook 23:58 How to create a value chain ecosystem 30:22 Considering the maturity of partner ecosystems of companies 37:19 Valuation 38:32 Best practices on deal execution 40:14 Transparency rules 42:18 Reading between the lines 43:09 Craziest thing in M&A

Joe Covey, a serial CEO and acquirer, and investor since 1992.  Matthew Davidge, the co-owner of the NBC Affiliate WVNC (Watertown, NY) and several other stations around the country. In big companies, some business units may not perform well and might be overlooked. It can be helpful for the company to find a more suitable owner for these units. At the same time, buyers can take advantage of these opportunities to improve the businesses and maximize their potential.  In this episode of the M&A Science podcast, we will explore the experiences of Josh Covey, a successful CEO, acquirer, and investor, and Matthew Davidge, co-owner of NBC Affiliate WVNC, as they buy and develop these businesses with the goal of exiting in the future. ____________________________________________________________________________ This episode is sponsored by the M&A Science Academy. If you're looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best-in-class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners to outdo M&A practices. It's also a great way to show your support for M&A Science. If you're interested in learning more about individual or team plans, visit this page. Episode Timestamps 00:00 Intro  06:43 Buy-side carve-out deals               10:35 Key approach to due diligence                11:52 Unbinding a company                 13:51 Why carve-outs are difficult                 15:41 Conversations with the right people         19:05 Key things to consider when doing a carve-out 22:58 Walking away from a deal 23:59 Considerations in the carve-out model 26:32 Challenges on the buy-side of carve-outs 27:58 You have to surround yourself 30:21 Evolving the operating model  34:37 The right time to exit 35:55 How working with an investment bank is different 37:48 Bank process vs. Proprietary deals  39:21 Key lessons 40:55 Timing 42:14 Communications 43:34 Alignment on post-close operations 45:27 Advice for first-time sellers 47:57 Negotiation considerations 49:59 Craziest thing in M&A

Andrew Morbitzer, VP/Head of Corporate Development at Typeform There are many different reasons why companies buy other entities. Traditionally, acquirers have focused more on the financial aspect of the target company. However, experience have shown that not all acquisitions are the same, and must be executed properly against their strategy.  In this episode of the M&A Science Podcast, Andrew Morbitzer, VP/Head of Corporate Development at Typeform, discusses how to execute product-based acquisitions. ______________________________________________________________________________ This episode is sponsored by the M&A Science Academy. If you're looking to improve your in-house training, we have corporate training plans provided. Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. It's also a great way to show your support for M&A Science.  If you're interested in learning more about individual or team plans, visit this page. Episode Timestamps 00:00 Intro  05:35 From engineering product to M&A 09:21 Difference of Product based acquisition 16:04 Gauging Product Market fit 22:07 Direct Observation 26:15 Permission from the company 28:21 Overlap analysis during product-based acquisition 31:35 Key elements for deal success 36:16 Agile M&A 37:51 Integrating engineering teams 40:53 Tips for product acquisition 42:41 Integrating competing products 47:00 Craziest thing in M&A

Nate Lemmerman, Senior Vice President, Corporate Development at Cast & Crew To perform M&A at the highest level, an ever-evolving M&A function is necessary. Organizations must focus on refining their strategies, processes, and team dynamics to ensure they can effectively navigate the complexities of each deal. In this episode of the M&A Science Podcast, Nate Lemmerman, Senior Vice President of Corporate Development at Cast & Crew, shares his experience and tips on how to build your M&A muscle. ____________________________________________________________________ This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to www.firmroom.com Episode Timestamps 00:00 Intro 06:10 Building an M&A function from scratch 09:05 Steps to building an M&A muscle 12:17 The strategy 15:38 Process and execution structure 22:16 Critical things to consider before signing a deal 26:04 Hiring people for the M&A team 28:30 Building the diligence muscle 30:01 People alignment in M&A 32:20 Building the integration muscle 35:39 Best practices when doing deals 37:55 Craziest thing in M&A

Ritika Butani, Head of Corporate Development at Toast  This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com Episode Timestamps 00:00 Intro 04:22 Secrets to overcoming hurdles 05:51 Challenges in M&A 09:58 Complexities of smaller deals 12:43 Handling people in a smaller company 13:50 Cultural assessment 15:24 Culture ends up killing the deal 17:03 Tax Issues 18:58 HR issues 20:44 Contractual Issues 23:41 Change of control and assignment 25:05 Risks Mitigation 26:58 Finding good lawyers 28:34 Integration planning 30:05 Integration planning vs. hypothesis 32:44 No dedicated integration lead 34:34 Principles of doing deals 37:31 Non-negotiables 39:40 Dealing with issues 41:44 Surprise Issues 44:08 Craziest thing in M&A

Finn Haley, SVP, Corporate Development at Edwards Lifesciences (NYSE:EW) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net   FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com Episode Timestamps 00:00 Intro 08:53 Option structure 14:04 Exit cap 16:11 Drivers for the structure 18:28 Alignment with the strategy 20:35 Monitoring progress and milestones 22:16 Moving fast 24:08 Failed startups 26:16 Risks 30:09 Exercising the option 33:54 Why deals don't push through 38:53 Innovation 40:13 Approaching a company for the buy-to-build option structure 43:20 Craziest thing in M&A

Mark Legaspi, Director, Legal - Corporate at LinkedIn Hello M&A Friends, if you're looking to improve your in-house training, we have corporate training plans provided through M&A Science Academy. Give your team members access to the best in class courses, templates, and networking opportunities in the industry. Our academy was designed to lead practitioners with the outdo with the M&A practices. If you're interested in learning more about individual or team plans, go to www.mascience.com/academy. It's also a great way to show your support for M&A Science. Again, that's mascience.com/academy. Episode Timestamps 00:00 Intro 02:53 Key Considerations for M&A in 2023 05:22 Regulatory Challenges 09:41 Effect of Regulatory on Negotiations 15:43 Managing Value 17:51 Other Considerations Regarding Regulatory Risks 20:38 Suing the Regulatory Bodies 32:18 Regulatory Effects on Employees 34:08 Other Deal Killers in M&A 38:04 Trademarks Killing Deals 40:30 Market situation with IPs 42:22 Deal Breaks Due to IP 43:48 Advice for Deal Teams 46:39 Craziest thing in M&A

David Hindley, VP of Corp Dev at Autodesk (NASDAQ: ADSK) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use the code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com Episode Timestamps 00:00 Intro 05:00 The Evolution of M&A Functions 06:48 Deal experience as a Banker vs. Corp Dev 15:04 Leading an evolving M&A function 16:13 How the strategy evolved  18:07 Scoring opportunities 19:28 Speeding up the evolution for efficiency 21:31 Working with functional leads 22:29 Aligning the functions 24:10 Business Units 25:08 Corporate Development structure 27:57 Accountability 29:11 Working with integration folks 32:41 Evolution of the governance model 33:56 Success metrics 35:42 Retaining deal learnings 37:04 The hiring process 40:19 Lessons learned 41:26 Craziest thing in M&A

Staci van Schagen, Head of M&A Integration & Disentanglement at Philips This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/ Episode Timestamps 00:00 Intro 05:40 Running global Integrations 08:08 Adapting to different cultures 09:37 Fostering safety in IMO 11:31 Continuous Improvement 13:57 Delivering integration outcomes 18:16 Dealing with uncertainties during integration planning 20:52 Threshold for mistakes during integration 24:56 Using reflections to run integration 28:57 Deal sizes affecting preparations 31:51 Upskilling scenario planning 32:53 Craziest thing in M&A

Jeff Wald, Co-founder of Bento Engine This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net   FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com Episode Timestamps 00:00 Intro 03:44 Best practices during exits 04:41 Thinking about an exit 09:54 Engaging with investors 14:13 The path to being acquired 18:24 Tips for Outreach 19:49 First conversation 25:11 Key people when executing deals 29:00 Negotiating Law firm prices 30:16 Negotiating LOI 34:37 Confirmatory due diligence 37:06 Communicating with employees 39:13 Announce day 44:55 Integration 47:46 Craziest thing in M&A

Brent Campbell, Vice President of Corporate Development and Strategy at Alight Solutions (NYSE: ALIT) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use the code "podcast" at checkout. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com Episode Timestamps 00:00 Intro 05:46 Importance of Integration 07:38 Gaining integration perspective 10:12 Negative consequences of neglecting integration 12:53 How corporate development can focus on integration 15:38 Challenges in integration 18:22 Challenges in aligning stakeholders 21:04 HSR restrictions 22:27 Integration structure 24:19 Building the integration muscle 32:06 Business sponsor 34:02 How to measure integration success 37:13 Craziest thing in M&A

Klint Kendrick, HR and M&A Leader | Keynote Speaker | Author of the HR Practitioners Guides to Mergers & Acquisitions This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net. FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com. EPISODE TIMESTAMPS: 00:00 Intro 05:30 The role of HR in M&A 09:55 Importance of identifying a potential culture clash 12:40 Cultural due diligence 17:27 Pre-LOI cultural diligence 22:09 Finding culture fit 24:48 Five Areas of culture clash 49:39 Deal-specific considerations 59:48 Taking findings that impact the deal terms 1:02:55 Assessing the level of cultural diligence 1:05:40 Transformative deals 1:09:44 The secret sauce to overcoming culture clash 1:12:44 Craziest thing in M&A

PJ Patel, Co-CEO & Senior Managing Director at Valuation Research Corporation (VRC) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com EPISODE TIMESTAMPS: 00:00 Intro 08:37 Market Trends 11:15 Maximizing your company's valuation 12:24 Growth vs Cash flow 13:35 The effect of Storytelling on valuations 14:27 Investor's Influence on Valuation 17:14 Things to avoid as an operator 19:14 Common Mistakes in Valuation 20:53 Impairment 23:42 Implications of impairment 25:49 Purchase price allocation 29:05 Earnout structures 32:34 Length of earnouts 32:51 Computing for Earnouts 38:33 Negotiating Earnouts 41:06 Craziest thing in M&A

Sam Youssef,  Founder and CEO at Valsoft Corporation This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com EPISODE TIMESTAMPS: 00:00 Intro 05:44 Looking at business through a different lens 09:19 Distinguishing good acquirers 11:17 Identifying the right segment and deal size 15:07 Platform play acquisition 19:57 Approaching target companies 23:16 Financial structure 26:09 Challenges in building an M&A muscle 29:42 Driving value from synergies 30:56 Getting the right people 32:49 Sharing learnings 38:39 Craziest thing in M&A

Kevin Griffin, Executive Director, Corporate Development at JLL (NYSE: JLL) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom. To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout. Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://www.firmroom.com EPISODE TIMESTAMPS: 00:00 Intro 04:15 Focusing on smaller deals 06:48 Sourcing deals 08:10 Pros and cons of a competitive auction process 15:47 Cons of doing a proprietary deal 18:35 Benefits of doing a proprietary deal 22:15 Relationship problems 23:24 Proprietary deals vs auctions 25:32 Educating founders on the deal process 26:13 Working with lawyers 27:40 Biggest challenge when educating founders 29:42 Valuation 31:09 Negotiation 34:49 Earnouts 41:45 Making earnouts successful 43:19 Retention with smaller companies 44:17 Best Practices to retain people 46:08 Craziest thing in M&A

Marilyne H. O'Hara, Global Head of M&A Integration at Block (NYSE: SQ) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net  FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com EPISODE TIMESTAMPS: 00:00 Intro 05:20 What is People-Focused Integration 06:02 Ideal Integration Process 08:46 Strong Partnerships With Deal Leads 12:25 Consequences of Late Integration 14:53 Building the Integration Team 20:41 Involving the Integration Team 22:29 Integration Led Diligence 24:07 Building an Agile Team 28:30 Understanding Culture 30:49 Culture Shaping Integration 31:44 Red Flags in Culture Fit 32:46 Best Practices When Onboarding People  39:06 Working with Vendors for People-Focused Integration 40:12 Biggest Challenge 40:36 Advice for First Timer 41:23 Craziest thing in M&A

Nadia Gil, Chief of Strategic Planning and Corporate Development at Brady (NYSE:BRC) This episode is sponsored by the M&A Science Academy, DealRoom, and FirmRoom.  To join our growing online community of M&A practitioners, visit https://www.mascience.com/academy. Don't forget to use code "podcast" at checkout.  Ready to take your M&A to the next level with software made to manage each stage of the deal process? See how DealRoom can facilitate your next deal at https://www.dealroom.net FirmRoom provides 80% cost savings over VDRs that bill by page and delivers a far better user experience to boot. Sign up in under 2 minutes by going to https://firmroom.com EPISODE TIMESTAMPS: 00:00 Intro 04:01 Why large companies are focusing on acquiring startups 10:36 Why startups don't thrive in a larger company 13:15 Factors to consider when acquiring a startup 17:28 Factors that make startups unacquirable 21:35 Preserving startups in the larger company 24:41 Joint planning approach 26:35 Keys to a strong relationship 29:44 How can large companies protect the acquired small company 32:19 Integration 34:13 Compensation 38:49 How startups can protect themselves 40:48 When to walk away 46:29 How to mitigate the risk of destroying a small company 48:06 Craziest thing in M&A

Michael Farlekas is the CEO at E2open Have someone in mind that would be perfect to help build out a new on-demand talent service line at M&A Science? Reach out to Kison at kison@mascience.com   EPISODE TIMESTAMPS: 00:00 Introduction 02:24 Background 04:58 14 transactions without a dedicated Corp Dev team 08:47 Networking and scoring the deals 14:34 The hunting part 20:45 Restructuring the business for faster integration 22:04 Approach to due diligence 24:10 Key things to look at pre and post-LOI 25:15 Considering the culture and the people aspect 27:34 Integration 30:20 Budgeting Integration cost 32:19 Go-to-Market Integration 34:14 Acquiring away from the core 36:13 Keys to success 37:38 Go-To-Market Framework 39:54 Advice for first-time acquirers 44:33 Craziest thing in M&A

Chris Evans is the former Head of Corporate Development Integration at Amazon (NASDAQ: AMZN) Have someone in mind that would be perfect to help build out a new on-demand talent service line at M&A Science? Reach out to Kison at kison@mascience.com EPISODE TIMESTAMPS:  0:00 Introduction 5:32 How Important is Day One 10:40 What happens on Day One 14:59 Integration North Star 16:25 What Success on Day One looks like   21:00 Introducing the Integration Manager 25:43 Engaging the managers 31:08 Keeping the big picture alignment 35:30 Identifying the faces of the acquiring company 37:34 Sharing the Integration Plan 40:45 Connecting the value drivers to integration  45: 20 The biggest challenge on Day One 48:34 What is Day One of Day One in Amazon  52: 28 Craziest thing in M&A

Sarah Thuo, Chief Operating Officer of IBM Sustainability Services As the business world shifts towards a more environmentally and socially conscious approach, the significance of sustainability in M&A has become increasingly prominent. In light of this, companies are now considering the environmental, social, and governance (ESG) initiatives of their target companies before making any acquisitions. In this article, we explore the importance of sustainability in M&A and how to perform sustainability diligence, with insights from Sarah Thuo, Chief Operating Officer of IBM Sustainability Services. This episode is sponsored by our new publication: How to Stand Up an M&A Function.Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Michael Nov, Head of Corporate Development & Chief of Staff to the CTO at OwnBackup M&A is a game-changing tool that can propel a company's growth several years ahead of schedule. However, for hyper-growth companies, M&A can also be a double-edged sword that leads to attrition and detracts from the core business objectives.  In this episode of the M&A Science Podcast, Michael Nov, Head of Corporate Development & Chief of Staff to the CTO at OwnBackup, discusses how to set up M&A for hyper-growth companies.  This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial

Pat Belotti, VP of Corporate Development Integration at Zendesk. The go-to-market (GTM) integration strategy has a large impact on revenue generation and overall deal success. Integration can be very disruptive to the customers, but if done right, it can enhance the customer experience and acquisition results. In this episode of the M&A Science podcast, Pat Belotti, VP of Corporate Development Integration at Zendesk, delves into the intricacies of GTM integration and offers valuable insights on how to approach it. This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Pat Belotti, VP of Corporate Development Integration at Zendesk M&A integration in tech has changed quite a bit over the last twenty years. Integration has evolved from integration volunteers, to large teams with detailed tracking, to dedicated teams and Agile approaches.  In this episode of the M&A Science Podcast, Pat Belotti, VP of Corporate Development Integration at Zendesk, delves into the evolution of integration.  This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Windy Nicholson, Technology Leader | Mergers and Acquisitions at Salesforce (NYSE: CRM) Acquisitions present unique challenges, but deal lifecycle processes can still be optimized for efficiency. Timeliness is a crucial factor in M&A, and the quicker a deal closes and integration is completed, the faster deal synergies can be achieved.  In this episode of the M&A Science Podcast, Windy Nicholson, the Technology Leader for Mergers and Acquisitions at Salesforce, discusses how to improve an IMO for efficiency.  This episode is sponsored by our new publication: How to Stand Up an M&A Function.Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Andy Wijaya, Senior Director, M&A at KLA (NASDAQ: KLAC) Managing a deal from start to finish requires a strategic approach and the ability to navigate the nuances of each phase.  In this 2-part episode of the M&A Science Podcast, Andy Wijaya, Senior Director, M&A at KLA,  talks about managing deals from strategy to closing, and dives deep into key stages of acquisition. "This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial

Andy Wijaya, Senior Director, M&A at KLA (NASDAQ: KLAC) Managing the multi-faceted process of mergers and acquisitions (M&A) can be a daunting task, especially for those in charge of overseeing the entire process. In this episode of the M&A Science Podcast, Andy Wijaya, Senior Director of M&A at KLA, discusses how to manage deals from strategy to closing.  This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Yvanna Perez-Morel, Sr. Director of Corporate Development at Ulta Beauty (NASDAQ: ULTA) | Managing Director at Prisma Ventures Acquisitions are not the only way companies can achieve growth. Partnerships are a great way for organizations to grow their organic growth capabilities.  In this episode of the M&A Science Podcast, Yvanna Perez-Morel, Sr. Director of Corporate Development at Ulta Beauty | Managing Director at Prisma Ventures, discusses alternative strategies to accelerate growth. This episode is sponsored by our new publication: How to Stand Up an M&A Function. Topics include the order of hiring, establishing your operating model, developing your organization's integration muscle, and more. Find it on Amazon: shorturl.at/jBCW1

Michael Frankel, Founder and Managing Partner of Trajectory Capital Establishing strong connections with a target company is essential in M&A. Securing deals can be challenging, but a strategic approach can result in mutually beneficial outcomes.  In this episode of the M&A Science Podcast, Michael Frankel, Founder and Managing Partner of Trajectory Capital, shares his approach to deal-making from first conversations to LOI.  We want to feature our listeners over the coming months on social media. If you're a big fan, we'd love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at kison@mascience.com

Guy Fisher, Head of Corporate Development at Suncorp Group (ASX: SUN) In order for an M&A process to be successful, there must be effective governance in place. Governance is used to manage risks, and ensure that key stakeholders are well-informed and able to provide appropriate oversight throughout a transaction.  In this episode of the M&A Science Podcast, Guy Fisher, Head of Corporate Development at Suncorp Group, shares his expertise in setting M&A governance up for efficiency.  "Speed and efficiency create better outcomes. It reduces confusion and the time for external factors to impact the value of the deal and increases certainty." – Guy Fisher We want to feature our listeners over the coming months on social media. If you're a big fan, we'd love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at kison@mascience.com

Thomas Gorman, Strategy & Corporate Development at Pantheon Platform Mark Khavkin, CFO at Pantheon Platform Acquiring a company is complex and challenging, and in some instances, unnecessary. If buyers only need the people inside of a target company, they can do an acquihire instead of a traditional acquisition.  In this episode of the M&A Science Podcast, Thomas Gorman, Strategy & Corporate Development at Pantheon Platform, and Mark Khavkin, CFO at Pantheon Platform, discusses executing acquihires. We want to feature our listeners over the coming months on social media. If you're a big fan, we'd love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at kison@mascience.com

Josh Holleman, Partner at Cooley LLP In recent years, there has been a surge in using reps & warranty insurance in M&A, especially in private deals. Buyers and sellers can save significant time and money using reps and warranties insurance. In this episode of the M&A Science podcast, Josh Holleman, Partner at Cooley LLP, discusses how to approach reps and warranties insurance. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Ken Bond, Head of Corporate Development at Cetera Financial Group Before buyers and sellers agree to an LOI, there are many informal conversations that happen in the background. Buyers must carefully approach any informal conversations to avoid turning a buyer off while still securing the deal.  In this episode of the M&A Science Podcast, Ken Bond, Head of Corporate Development at Cetera Financial Group, discusses the key things to consider during pre-LOI conversations. We want to feature our listeners over the coming months on social media. If you're a big fan, we'd love to hear about your favorite episode or something valuable you learned from M&A Science. You can send me an email directly at kison@mascience.com

Gitanjali Pundir, Vice President, Global Corporate Development and M&A at Visa (NYSE: V) Today, more than 20 reps and warranty insurance companies exist. And unlike before, they are now willing to cover the entire suite of reps and warranties to replace the indemnification provisions in a traditional purchase agreement. So are they worth it? Should buyers consider reps and warranty insurance on all their deals?  In this episode of the M&A Science Podcast, Gitanjali Pundir, Vice President, Global Corporate Development and M&A at Visa, discusses representations and warranties from a business perspective.

Jeremy Segal, Executive Vice President Corporate Development at Progress (NASDAQ: PRGS) Deal origination requires a well-planned strategy, and starts with informal conversations with a potential target. In this episode of the M&A Science Podcast, Jeremy Segal, Executive Vice President of Corporate Development at Progress, discusses what happens from first conversations to LOI. This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial.

Veena Ramaswamy, Head of Corporate Development at Lemonade (NYSE: LMND)  Executing acquisitions without a dedicated function is highly inefficient and results in failed deals. Companies should not purely rely on inbound opportunities, and need strategic teams dedicated to sourcing deals.  In this episode of the M&A Science Podcast, Veena Ramaswamy, Head of Corporate Development at Lemonade, discusses how to create a corporate development function. Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, visit https://ma-science.webflow.io/podcast-commercial.

Rohit Dave, Head of Corporate Development at Block (NYSE: SQ) M&A is an excellent tool for growing a company. Still, acquirers should consider a variety of strategies before committing to a transaction. Choosing the right growth approach also dictates any integration plans.  In this episode of the M&A Science Podcast, Rohit Dave, Head of Corporate Development at Block, discusses executing various M&A strategies and how to get the CEO on board. Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Cara Bibbiani, Senior Director, Corporate Development, M&A Integration at Hewlett Packard Enterprise (NYSE: HPE) The integration stage of the deal lifecycle is when teams can achieve a transaction's desired synergies. Even though integration starts post-close, integration planning should begin much earlier in the deal process.  In this interview, Cara Bibbiani, Senior Director Corporate Development, M&A Integration at Hewlett Packard Enterprise, discusses how to efficiently execute M&A Integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Kevin Barnes, Senior Vice President, Corporate Development at Premier (NASDAQ: PINC) Standing up a corporate development function from scratch is a challenging, yet exciting task. And one of the pillars of a successful M&A function is a solid team who can effectively run deals.  In this episode of the M&A Science Podcast, Kevin Barnes, Senior Vice President, Corporate Development at Premier, discusses how to create an M&A team structure.   Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Kerry Perez, VP of Enterprise Strategy at AMN Healthcare (NYSE: AMN) Corporate development and integration roles consist of different responsibilities. Yet, understanding both roles can help practitioners become more effective at deal execution. In this episode of the M&A Science Podcast, Kerry Perez, VP of Enterprise Strategy at AMN Healthcare, will discuss her fascinating journey to M&A, during which she experienced a variety of roles.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Caroline Jones, Senior Director - Acquisition Success at Cisco (NASDAQ: CSCO) Integrating an acquired company is always challenging. Acquirers must execute quickly and efficiently, navigate changes, and preserve the target company's value.  In this episode of the M&A Science Podcast, Caroline Jones, Senior Director - Acquisition Success at Cisco, discusses how to accelerate M&A integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Darrell Heaps, CEO at Q4 Inc. (TSE: QFOR) A strong deal strategy doesn't guarantee success. Integration is where value is created and must be prioritized from the very beginning of a deal.  In this episode of the M&A Science podcast, Darrell Heaps, CEO at Q4 Inc., discusses how to tie M&A strategy and integration together. This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, email marsha@mascience.com.

Don Yakulis, Global Head of M&A Integration, Light and Wonder, (NASDAQ: LNW) formerly Scientific Games Integrating an acquired company is one of the most daunting tasks in M&A. Integration never goes as planned, but there are things that teams can do to make it much easier for everyone involved.  In this episode of the M&A Science Podcast, Don Yakulis, Global Head of M&A Integration at Light and Wonder, discusses the importance of achieving alignment from both teams during M&A integration.  This episode is sponsored by the M&A Science Academy. Check out corporate training plans to connect your team with M&A knowledge straight from the best in the industry. They'll also gain access to the entire M&A Science community. For information on group plans, email marsha@mascience.com.

James Harris, Principal, Corporate Development Integration at Google (NASDAQ:GOOGL) Achieving revenue synergies should always be a transaction's top priority. By leveraging the combined customer base of both companies, and combining the marketing and sales efforts, companies can become a much more powerful force in the marketplace. In this two-part M&A Science Podcast episode, James Harris, Principal, Corporate Development Integration at Google, discusses go-to-market integration planning.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

James Harris, Principal, Corporate Development Integration at Google (NASDAQ: GOOGL) When two businesses merge, the new company's success often depends on how well the go-to-market plan is executed. The combined company inherits the two businesses' customers, products, and respective sales and marketing channels. If not planned properly, the combined efforts can lead to customer confusion and lost sales.  In this episode of the M&A Science Podcast, James Harris, Principal, of Corporate Development Integration at Google, discusses go-to-market integration planning. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Larry Forman, Senior Manager and Head of the Ecosystem for Deloitte's New Venture Accelerator There are different ways to create and grow a business: build up from scratch, acquire another company, or gain strategic alignment with other companies through partnerships. Through a parternship, a business can leverage someone else's technology for faster growth. In this episode of the M&A Science Podcast, Larry Forman, Senior Manager and Head of the Ecosystem for Deloitte's New Venture Accelerator, discusses corporate venture strategy.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.

Kirti Gavri, Head of Corporate Development for Wizeline Auction processes in M&A are very challenging for strategic buyers and corporate development teams need more than a compelling offer to compete in an auction.  In this episode of the M&A Science Podcast, Kirti Gavri, Head of Corporate Development for Wizeline, discusses how to run an accelerated deal process.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Tim Wentworth, Retired CEO, Evernorth Selling a business can be challenging for a founder. Regardless of the reasons behind an exit, there are ways to ensure a company's continuity and success.  In this episode of the M&A Science Podcast, Tim Wentworth, Retired CEO of Cigna, formerly known as Express Scripts, discusses how to strategize and execute an exit for a team's greater good.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Hannah Elsakr, Vice President, Corporate Development, M&A Integration at Adobe Creating value through M&A takes work. There are many steps to take during targeting, diligence, and integration in order to achieve a transaction's intended synergies. So. how can teams increase a deal's chances of success?  In this episode of the M&A Science Podcast, Hannah Elsakr, Vice President, Corporate Development, M&A Integration at Adobe, discusses executing successful end-to-end M&A.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Benjamin Orthlieb, VP and Head of Corp Dev at LinkedIn The M&A can be highly inefficient, and inefficiency can lead to failed deals. However, some practitioners have figured out how to increase deal success using new work methods. For example, some practitioners have turned to Linkedin as a different way to approach deal origination.  In this episode of the M&A Science Podcast, Benjamin Orthlieb, Vice President and Head of Corporate Development at Linkedin, discusses Linkedin's bottoms-up deal origination model. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Keith Crawford, Global Head of Corporate Development / M&A at State Street (NYSE: STT) Integration is where value is created regardless of what happened during negotiations and diligence. However, an acquirer can destroy a target company if integration is poorly executed. Therefore, ensuring the acquired business is in good hands is imperative.  In this episode of the M&A Science Podcast,  Keith Crawford, Global Head of Corporate Development / M&A at State Street, discusses how to execute an effective M&A integration handoff. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom: faster diligence and integration in one combined process. See how DealRoom produces more value in less time by going to www.dealroom.net

Daniel Gittsovich, Vice President, Corporate Strategy & Development at L3Harris Technologies (NYSE: LHX) Strategy execution is one of the most fundamental reasons behind M&A. Acquiring a business and rationalizing the deal afterwards is a quick way to waste time and money. In this episode of the M&A Science Podcast, Daniel Gittsovich, Vice President, Corporate Strategy & Development at L3Harris Technologies, discusses how to create an Agile M&A strategy. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom. We built the world's most intuitive virtual data room, that meets public company standards, at a fair price. Learn more by going to https://www.firmroom.com

Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc. - a Subsidiary of the Bollore Group Selling a business is always challenging. Finding the right buyer, negotiating a fair price, and preserving a business for sale takes time and effort, and there are plenty of potential pitfalls that can derail the entire process along the way.  This interview is part two of our M&A Science Podcast interview during which Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc., discusses how to prepare a company for an acquisition. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.This episode is sponsored by FirmRoom. We built the world's most intuitive virtual data room, that meets public company standards, at a fair price. Learn more by going to https://www.firmroom.com

Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc. - a Subsidiary of the Bollore Group. There are many reasons why an owner sells their business. Before talking to an actual buyer, potential sellers need to prepare their business in order to maximize value. This is part 1 of a 2-part episode on the M&A Science Podcast, during which Frederic Lebourg, CEO & Managing Director at Redlands Farm Holding, Inc., discusses how to prepare a company for acquisition. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Atul Tiwary, Vice President of Corporate Development at Barracuda (NYSE: CUDA) The M&A auction process creates competition among potential buyers and drives prices up. In most cases, proactive acquirers tend to avoid these types of transactions, but buyers can also initiate and create their own auction process.  In this episode of the M&A Science Podcast, Atul Tiwary, Vice President of Corporate Development at Barracuda, talks about the reverse auction process in M&A.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Evelyn De la Cruz, Head of North America Administrative Operations at Spencer Stuart When acquiring another company, there is always the potential that layoffs will need to take place to streamline the new organization. Of course, letting people go is never easy, but there are ways to go about layoffs properly to minimize damage to the individuals and the company's reputation In this episode of the M&A Science Podcast, Evelyn De la Cruz, Head of North America Administrative Operations at Spencer Stuart, discusses how to properly lay off people during an acquisition. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 30% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Dustin Delewski, Director of M&A Integration Management at Cardinal Health (NYSE: CAH) Go-to-market integration is more than just combining the sales and marketing teams. Many nuances often get overlooked, especially in the back office. To increase integration success, there has to be a detailed understanding of the go-to-market system.  In this episode of the M&A Science Podcast, Dustin Delewski, Director of M&A Integration Management at Cardinal Health, gives a comprehensive view of how to dissect a GTM for successful integration.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 30% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource NYSE: BLDR Proactive M&A is not easy. Proactive M&A requires keeping tabs on multiple companies, reaching out to them directly, and convincing owners to sell their businesses to strangers. Yet, the ability to tackle all of these actions are what make a great corporate development team.  In this episode of the M&A Science Podcast, Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource, shares how to approach deal targets.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Jeff Hennig, Vice President, Corporate Development at AMD (NASDAQ) Dan Menge, Head of M&A Integration at AMD (NASDAQ) When two companies merge together, there will be overlaps that result in winding down functions. But what happens when there are two functions that perfectly complement each other?  In this episode of the M&A Science Podcast, Jeff Hennig, Vice President, Corporate Development at AMD, and Dan Menge, Head of M&A Integration at AMD, will talk about how AMD acquired Xilinx and how to introduce M&A to a large company Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Liz Lockhart, Sr. Director, PMO, Training and Business Applications Carve-outs are incredibly complex. Buying a small part of a target company brings many challenges and can be even more complicated if the acquirer is carving out a public company.  In this episode of the M&A Science Podcast, Liz Lockhart, Sr. Director, PMO, Training and Business Applications, shares her first experience and lessons learned in carving out a competitor.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Mike Kryza, Head of Corporate Development at The Guardian Life Insurance Company of America Private- F500 Mergers and acquisitions are a critical part of any business, yet they can be very risky. Therefore, a clear strategy is necessary for deal success. A well-planned deal strategy enables companies to proactively source deals rather than be reactive. Without the right target, what is the point of M&A?  In this episode of the M&A Science Podcast, Mike Kryza, Head of Corporate Development at The Guardian Life Insurance Company of America, discusses formulating an M&A strategy for proactive sourcing.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Karen Ashley, Vice President, Corporate Development Integration at Cisco CSCO (NASDAQ) M&A doesn't end when a deal closes. The deal's success relies heavily on how well the acquirer can integrate the target company. Revenue synergies are one of the most important, but also one of the hardest, things to achieve during integration. When two companies come together, their products and services often overlap, and it can be challenging to figure out how to market them as one company.  In this episode of the M&A Science Podcast, Karen Ashley, Vice President, Corporate Development Integration at Cisco, discusses how to realize go-to-market synergies. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Willy Walker, Chairman and CEO of Walker & Dunlop, Inc (NYSE: WD)  M&A is one of the fastest ways to grow a company. Many of the largest companies in the world turn to M&A for inorganic growth. However, first-time acquirers often find it difficult to buy companies due to a lack of experience and reputation.  In this episode of the M&A Science Podcast, Willy Walker, Chairman, and CEO of Walker & Dunlop, Inc, discusses how to convince people to sell their business. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Lisa Marchese, Head of Corporate Development at American Express AXP (NYSE) Culture is one of the biggest M&A killers. Some of the biggest deal failures in history are due to culture clashes that resulted in value leaks and destroyed companies. Bringing culture to the forefront of transactions can help increase deal success.  In this episode of the M&A Science Podcast, Lisa Marchese, Head of Corporate Development at American Express, discusses proactive deal sourcing with culture in mind. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Richard Dunkel, Global Head of Field Enablement at Celonis The sales operation is the cornerstone of every business. Without it, companies would not have revenue. In this episode of the M&A Science Podcast, Richard Dunkel, Global Head of Field Enablement at Celonis, discusses how to improve the sales function during integration. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Kim Jones, HR Director M&A at Microsoft (NASDAQ: MSFT) An effective M&A onboarding process post-close can dictate employee retention. But what's even more important is retaining the acquired company's leadership. Leadership has massive influence inside the business, and helping them transition properly will positively impact the overall transaction.  In this episode of the M&A Science Podcast, Kim Jones, HR Director M&A at Microsoft, discusses lessons learned from leadership onboarding. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Touraj Parang, President & COO of Serve Robotics Selling a business is a difficult task that requires a lot of planning and preparation. However, most entrepreneurs refuse to entertain the idea of a sale until it is too late. The best time to plan an exit is when times are good, not in a desperate situation. The longer the prep time, the higher chances of success.  In this episode of the M&A Science Podcast, Touraj Parang, President & COO of Serve Robotics, discusses how to build an exit strategy.  Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "academy20%" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Siran Tanielyan, SVP, Corporate Development at Paramount (NYSE: PGRE) Every company wants to evolve and grow its business, and M&A is one of the fastest and most powerful ways to grow. If done correctly, M&A can transform an organization overnight but there must be a sound M&A thesis. Without an M&A thesis, acquirers might end up wasting time, money, and opportunities.  In this episode of the M&A Science Podcast, Siran Tanielyan, SVP, Corporate Development at Paramount, talks about developing an M&A thesis.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Cole Breidenbach, VP, M&A Integration & Strategic Initiatives at Okta (NASDAQ: OKTA) Leadership alignment is one of the most underrated aspects of M&A. But without leadership alignment, there will be confusion regarding what the company will represent post-close and what needs to be integrated. The company will be left with an inconsistent narrative and messaging, which leads to retention issues.  In this episode of the M&A Science Podcast, Cole Breidenbach, VP, M&A Integration & Strategic Initiatives at Okta, discusses leadership alignment and creating a GTM strategy for successful deals. Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Christina Ungaro, VP, Head of Corporate Development at Wind River Corporate development is more than just doing M&A. Sometimes, acquiring a company isn't the best way to achieve the organization's growth strategy. There are a variety of approaches to accelerating a business that require extra analysis and planning. In this episode of the M&A Science Podcast, Christina Ungaro, VP, Head of Corporate Development at Wind River, talks about growing beyond M&A.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Joshua Zatkin-Steres, Head of M&A Integration at Zuora NYSE: ZUO Integration is one of the most challenging and crucial parts of M&A. It requires a complete understanding of the parent company and the newly acquired business. If done right, it will allow acquirers to capture intended synergies and maximize the value of their transaction. It is why having a dedicated integration function can be extremely valuable to an organization.  In this episode of the M&A Science Podcast, Joshua Zatkin-Steres, Head of M&A Integration at Zuora, talks about how to stand up an IMO function. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Bani Bedi, SVP, Head of Corporate Development, Strategy and Monetization at Smartsheet M&A is one of the most powerful tools to transform your business instantly.  If done right, your organization will reach new heights that otherwise would not have been possible. But before you can reap its benefits, you must build a good M&A function.  In this episode of the M&A Science podcast, Bani Bedi, SVP, Head of Corporate Development, Strategy, and Monetization at Smartsheet, shares the secrets to building an M&A function.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Amr Abdelaziz,  Senior Director, M&A Finance at Equinix (NASDAQ: EQIX) Finance is arguably the most critical part of the due diligence process. Almost every transaction comes down to the numbers unless it's a pure IP deal. Conducting effective financial diligence in M&A is crucial to every acquisition's success.  In this episode of the M&A Science Podcast, Amr Abdelaziz, Senior Director, M&A Finance at Equinix, talks about financial diligence in M&A.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Michael McDonald, Director, Strategy at Koch Engineered Solutions Strategy is a crucial part of an M&A. Without it, acquirers may end up purchasing companies that compromise their time and resources. A good strategy shapes how to approach a target company, the questions to ask during diligence, and how to integrate the newly acquired business. In this episode of the M&A Science Podcast, Michael McDonald, Director, Strategy at Koch Engineered Solutions, talks about developing strategies with business leaders.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Tyler Rodewald, Vice President, M&A at EIS Holdings  In M&A, most acquirers don't like a competitive process. Auctions can drive higher prices, shorten the diligence process, and increase uncertainty. However, competitive processes are almost inevitable as sellers are looking to maximize the value of their company.  In this episode of the M&A Science Podcast, Tyler Rodewald, VP, M&A at EIS Holdings, talks about how to compete in a competitive M&A process.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Joe Heel, Chief Revenue Officer at Zebra Technologies  Revenue synergies are one of the most challenging metrics to achieve during integration, but are also the primary reason companies buy businesses. It's safe to say that many transactions fail to realize their intended value.  In this episode of the M&A Science Podcast, Joe Heel, Chief Revenue Officer at Zebra Technologies, talks about capturing revenue synergies.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Emma Barton, Director, Alliance and Integration Management at AstraZeneca AZN (NASDAQ) Deal failure can often be tied back to a lack of communication and collaboration. Teams often work in silos which results in inefficiencies and a poor employee experience. However, smooth transaction workflows are possible, and with increased deal success, with the proper framework.  In this episode of the M&A Science Podcast, Emma Barton, Director, Alliance and Integration Management at AstraZeneca, discusses architecting communications for successful integration. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Brett Shawn, Senior Vice President, Assistant General Counsel at Warburg Pincus LLC In M&A, time is the enemy. The longer a deal takes to close, the more risks it poses for both parties. Both the buyer and the seller need to understand the deal risks and how to mitigate them.  In this episode of the M&A Science Podcast, Brett Shawn, Senior Vice President, Assistant General Counsel at Warburg Pincus LLC, talks about risk allocation between signing and closing an M&A deal.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Felipe Heiderich, Senior Counsel at Moderna NASDAQ: MRNA We all know it's impossible to do M&A without lawyers. But the question is, how early should lawyers be involved in a transaction? Understanding what lawyers do is crucial to answering this question.  In this episode of the M&A Science Podcast, Felipe Heiderich, Senior Counsel at Moderna, discusses the importance of lawyers in M&A and their role throughout the deal lifecycle.   Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Massimo Malizia, Director of Corporate Development Integration at Cisco Systems More often than not, M&A involves go-to-market integration. After all, companies are bought to achieve revenue synergies in new markets. Getting the GTM integration just right should be a top priority.  In this episode of the M&A Science Podcast, Massimo Malizia, Director of Corporate Development Integration at Cisco Systems, talks about the challenges of go-to-market integration and how to make it more successful. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Saurabh Tejwani, Vice President, Corporate Development and Business Operations at GoPuff. The corporate development function is crucial to a company's growth, and is primarily focused on strategic decisions to achieve inorganic growth. The more activity, the bigger the function should be. But scaling is not always easy, especially the first time around.  In this episode of the M&A Science Podcast, Saurabh Tejwani, Vice President, Corporate Development and Business Operations at GoPuff, talks about how to scale a corporate development function.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup  If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Pranjal Gambhir, and Doretta Mistras, Managing Director - Global Investment Banking, Healthcare at Citi The M&A process varies when dealing with a public vs private company. To many, acquiring a public company is more ideal. First-time acquirers need to be aware of the differences between acquiring a public company and acquiring a private company. In this episode of the M&A Science Podcast, Pranjal Gambhir and Doretta Mistras, both Managing Directors, Global Investment Banking, Healthcare at Citi, talk about how to buy public companies.  To check out Affinity's 2022 M&A Benchmark Report, download it for free at http://affinity.co/kison Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Gene Hugh, Chief Financial Officer at Procure Analytics, and John Morada, COO at M&A Science + DealRoom. Day one is a monumental day for acquirers.  All cuffs are off, and the target company has an official new owner. How well the acquired business is integrated will determine the transaction's success and the realized value.  In this episode of the M&A Science Podcast, Gene Hugh, Chief Financial Officer at Procure Analytics, and John Morada, COO at M&A Science + DealRoom, will discuss how to execute an integration plan successfully.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Michael DeVita, Business Value Advisor at Salesforce Change management is one of the most crucial parts of M&A.  When you don't plan for it; value creation is in jeopardy..  In this episode of the M&A Science Podcast, Michael DeVita, Business Value Advisor at Salesforce, talks about the change management process in M&A. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Andrew Gratz, Chief Privacy Officer and Associate General Counsel at LyondellBasell Divesting a business is never easy. And while corporate development plays a huge role in the preparation, the legal team also plays a crucial role.  In this episode of the M&A Science Podcast, Andrew Gratz, Chief Privacy Officer, and Associate General Counsel at LyondellBasell, talks about what a divestiture looks like from a legal perspective. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.This episode is sponsored by DealRoom, the leading M&A lifecycle management platform. To see why the best in the industry use DealRoom, go to https://www.dealroom.net

Rishabh Mishra, Vice President and Head of Corporate Development at Infostretch. Traditionally, corporate development sources deals by looking for willing sellers. While that is an excellent way to find initiate M&A, there are alternative options.  Companies that are looking for buyers have been dressed up for sale and are under-invested for profit maximization and growth. Buying growth companies in their raw state can end up being a more lucrative acquisition.  In this episode of the M&A Science Podcast, Rishabh Mishra, Vice President and Head of Corporate Development at Infostretch, talks about how to source companies that are not for sale.   Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/

Sabeeh Khan, Director of Corporate Development at Infoblox NYSE (BLOX) Reactive M&A is a great way to become distracted, go after unproductive deals, and tie up internal resources.  If you want to do effective M&A, you have to be proactive. M&A is a great tool to have and should be a part of your growth strategy.  So, how do you find target companies?  In this episode of the M&A Science Podcast, Sabeeh Khan, Director of Corporate Development at Infoblox, talks about how to effectively source deals through market mapping. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom, the leading M&A lifecycle management platform. To see why the best in the industry use DealRoom, go to https://www.dealroom.net

Adam Coffey, Founding Partner of CEO Advisory Guru LLC. Selling a business is an extremely significant event in a business owner's life.  The decision to sell is life-changing for entrepreneurs, and not just financially. Owners need to be prepared and educated before putting their company up for sale. In this episode of the M&A Science podcast, Adam Coffey, Founding Partner of CEO Advisory Guru LLC, discusses the basics of sell-side M&A. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom, the leading M&A lifecycle management platform. To see why the best in the industry use DealRoom, go to https://www.dealroom.net

Jeremy Segal, Executive Vice President Corporate Development at Progress NASDAQ: PRGS Corporate development teams are tasked with finding potential M&A targets.  And while that may sound fun and exciting, deals don't just fall out of the sky. Any serious acquirer knows that inbound deals are not always the best way to get leads. Proactively sourcing deals is the best way to approach M&A. In this episode of the M&A Science podcast, Jeremy Segal, EVP, Corporate Development at Progress, teaches us how to source deals and build a pipeline.  Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining our M&A Science Academy. Use code "podcast" on the sign-up page for a 20% discount, available on either monthly or annual plans. www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by DealRoom, the leading M&A lifecycle management platform. To see why the best in the industry use DealRoom, go to https://www.dealroom.net

Tom Horton, Senior Vice President of Corporate Development & Strategy at Kaplan, Inc. Online education is not new. Back in 2010, Kaplan University already had 75,000 students in its online higher education program. It grew rapidly and was highly profitable since online schools have lower costs than face-to-face campus delivery-based education.  But because of the pandemic, the entire educational sector was forced to shift in this direction, increasing competition. There has been a 40% increase in acquisitions since the pandemic, and interest in the education sector has exploded.  In this episode of the M&A Science Podcast, Tom Horton, Senior Vice President of Corporate Development & Strategy at Kaplan, Inc., talks about how M&A strategy has evolved in education technology. Things you will learn in this episode: - The evolution of online education - How Kaplan allocates resources for growth - Five M&A criteria Kaplan requires for potential acquisitions - Team alignment and how it has evolved over the years  - Biggest lessons learned from Tom's M&A experience Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining our M&A Science Academy. For a special 30% discount, use code "podcast" at our sign-up page for either monthly or annual plans. www.mascience.com/academy If you're head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com

Kayla Davis, Vice President, Head of M&A at ABM Industries (NYSE: ABM) M&A is a fascinating career path, and traditionally there are a only few entry points.  Banking roles are the most common entry point to M&A, but recently, we have seen an increase in practitioners coming from different backgrounds.  In this episode of the M&A Science Podcast, Kayla Davis, Vice President, Head of M&A at ABM Industries, talks about how she transitioned from accounting to an M&A career. Things you will learn in this episode: - Kayla's journey to M&A - How she built her team and the function - Advice to new M&A practitioners  - How to transition to internally sourcing deals - Maintaining accountability throughout the entirety of the deal To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Caleb Shafer, Corporate Development Associate at RS Group plc. (LON: RS1) Traditionally, corporate development professionals come from banking roles.  And while nothing is wrong with that, it is always fascinating to hear other ways that professionals start their careers in M&A.  In this episode of the M&A Science Podcast, M&A is Caleb Shafer, Corporate Development Associate at RS Group plc talks about his career development in M&A.  You will also learn: - Where Caleb started  - Skills required for a corporate development role  - What senior leadership can do to unlock their junior-level talent  - Gray-zone leadership Advice to aspiring practitioners  To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Hannah Leung, Senior Manager, Global Distribution M&A at Salesforce (NYSE: CRM) Implementing a GTM strategy is one of the most crucial parts of integration. The GTM strategy is what makes achieving synergies and scaling post-close possible.  In this episode of the M&A Science podcast, Hannah Leung, Senior Manager, M&A at Salesforce, talks about the challenges of implementing an actionable GTM strategy. In this episode you will learn about: - The relationship between corp dev and integration team - How integration teams do GTM planning - The challenges in implementing an actionable GTM strategy - How to ensure team alignment - How to track value from buying plans To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware (NYSE: VMW) It doesn't matter if you buy the best company in the world, if integration is not done properly, value will be lost. And while there are a handful of companies embracing the value of integration and bringing the integration team in during the diligence process, some take it even further.  In this episode of the M&A Science Podcast, Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware, talks about how to run an integration-led confirmatory diligence process.  Things you will learn in this episode: -The difference between a corporate development and integration team -Why you should involve the integration team pre LOI -How integration leaders draft diligence questions -The do's and don'ts of integration To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Matt Arsenault, VP of Corporate Development at Jamf Too many times, we've seen M&A used as a strategy to grow businesses. But in fact, M&A is not a strategy, it's a tool that organizations use to achieve their corporate strategy.  But once you understand your true north, having an M&A strategy is just as important.  In this episode of the M&A Science Podcast, Matt Arsenault, VP of Corporate Development at Jamf, talks about how to formulate an M&A strategy. You will also learn: - The importance of an M&A strategy  - How socializing your strategy can help you source deals - Creating your own M&A scorecard - Challenges in developing your M&A strategy - Lessons learned along the way To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Ian Burk, EVP of integration at Upland Software (NASDAQ: UPLD) The importance of integration has never been more prevalent. And standing up a dedicated function to oversee integration is becoming more of a necessity as a company grows more prominent.  Having an integration management office (IMO) might be a good fit for your company. But how do you stand up to such a function?  In this episode of the M&A Science podcast, Ian Burk, EVP of integration at Upland Software, talks about how to stand up an IMO.  You will also learn: -What is the primary role of an integration management office -The actual steps in standing up an IMO -How to build playbooks  -Best practices during integration  -The importance of executive sponsorship To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Austin Woody, Senior Vice President of M&A and Corporate Development at Upland Software(NASDAQ: UPLD)   From zero revenue to a billion-dollar market capitalization, Upland Software has exponentially grown its business through acquisitions.  How did Upland Software do it?  In this episode of the M&A Science podcast, Austin Woody, Senior Vice President of M&A and Corporate Development at Upland Software, explains how to grow purely on acquisitions.  You will also learn: - How Upland Software source deals - Standing up an M&A function - What their integration process looks like - How they look at culture - Biggest lessons learned To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Scott Hile, Senior Director - Corporate Strategy & Development at Enviva (NYSE: EVA) With so many companies out there, how do you know who to approach as a potential M&A target? Having a solid origination process helps teams save time and money by enabling them to target the right entities.  In this episode of the M&A science podcast, Scott Hile, Senior Director, Corporate Strategy & Development at Enviva, talks about how to tie deal origination to strategy development.  Things you will learn in this episode: - How to funnel a target list - Importance of trust during outreach - Tools that can help source deals - How to do cold outreach - Effective messaging during first interactions with a target company To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Sreepathy Viswanathan, Chief Corporate Development Officer, HGS Healthcare  (HGS.NS) An M&A transaction can be an expensive mistake, and you can waste a lot of time and money if you pursue a transaction without a solid M&A strategy.  On the other hand, a solid strategy allows you to pick the right targets and pursue them proactively.  In this episode of the M&A Science Podcast, Sreepathy Viswanathan, Chief Corporate Development Officer, HGS Healthcare, who has 25 years of experience in Corp Dev, talks about how to build a great M&A strategy.  Things you will learn in this episode: - The Importance of M&A strategy - How to shape your M&A strategy - The difference between M&A strategy and corporate strategy - The integration's role in strategy  - How relationships affect M&A deals To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Daniel Burseth, Vice President at Eckhart, Inc. Roll-ups are one of the fastest ways to grow a business in a fragmented industry. But combining several entities with different cultures can be challenging and may lead to inefficiencies.  In this episode of the M&A Science Podcast, Daniel Burseth, Vice President at Eckhart, talks about the opportunities and challenges of rolling up small manufacturing companies.  Things you will learn in this episode: - The great wealth transfer - Challenges in buying a business  - How to grow technical leadership talent - The significant trends of automation - Change management challenge To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

John Morada, COO at M&A Science + DealRoom Are you looking to pivot into an M&A integration career? Over the past decade, the importance of integration has become more prevalent. Practitioners have realized that integration is where you make or break value.  However, the role and skills needed for integration leaders remain the same. In this episode of the M&A Science podcast, John Morada, COO at M&A Science, will be sharing how to pivot into an M&A integration career, and the essential skills needed for the role. Things you will learn in this episode: - How to transition to an M&A integration role - Attributes of a good integration leader  - Primary role of an integration leader  - Future of M&A integration  - Importance and function of an IMO  To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Larry Forman, Senior Manager at Deloitte It's no secret that M&A transactions require negotiations. But what most people don't realize is how you approach negotiations can determine the success of the overall transaction and your future relationship with the other party.  In this episode of the M&A Science Podcast, Larry Forman, Senior Manager at Deloitte, helps us understand how to approach M&A negotiations to increase deal success.  Things you will learn in this episode: - The three pillars of negotiating - How to negotiate an LOI - Negotiating sensitive information during diligence - How to handle limitations of liability - Things to watch out for in non-compete clauses  To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Naomi O'Brien, Head of M&A Integration at Honeywell (NASDAQ: HON) Is your company's M&A process out of date? M&A has dramatically changed over the past few years, and practitioners have realized that there are better ways to go about acquisitions.  In this episode of the M&A Science Podcast, Naomi O'Brien, Head of M&A Integration at Honeywell, talks about modernizing a process-based company. - Things you will learn in this episode: - The biggest challenge in a process-based company - How to train people for M&A - Ensuring integration success - Selecting integration leaders - The effect of the great resignation to M&A To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Kerry Perez, Head of Diligence and Integration Management Office (M&A) at AMN Healthcare Corporate development typically involves their integration team a couple of weeks before closing a deal. And while this is good practice, we are here to take things further. In this episode of the M&A Science Podcast, Kerry Perez, Head of Diligence and Integration Management Office (M&A) at AMN Healthcare, talks about the benefits of involving integration earlier and how to stand up a diligence and integration management office.  Things you will learn in this episode: -The difference between DIMO and IMO -How they pick the integration lead -What their diligence team looks like -Kerry's role in every deal -How to build a steering committee  To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Henry Schuck, CEO & Founder at Zoominfo (NASDAQ: ZI) Acquiring capabilities is one of the most effective ways to do M&A. Not only will acquiring capabilities improve your existing offerings but it can also expand your market.  In this episode of the M&A Science Podcast, Henry Schuck, co-founder and CEO of Zoominfo, shares his experience on how to acquire capabilities.  Things you will learn in this episode: -What it means to acquire capabilities -Zoominfo's M&A process from start to finish -His role as CEO during acquisitions -How to effectively drive change management  -Lessons learned on failed acquisitions To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Tomer Stavitsky, Corporate Development, Partnerships and M&A Lead, Digital & Data Business Unit at Intuitive Surgical. In this episode of the M&A Science podcast, Tomer Stavitsky, Corporate Development, M&A Lead at Intuitive Surgical, talks about creating the proper governance structure in M&A deals.  Things you will learn in this episode: -How to solidify your corporate strategy -Creating the right deal team -Keeping your deal team aligned -How to lead an M&A deal from diligence to integration -Setting up your governance structure To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Tim Wentworth, CEO of Evernorth, a Cigna Corporation company (NYSE: CI) In this episode of the M&A Science Podcast, Tim Wentworth, CEO of Evernorth, (the CEO of Express Scripts at that time of sale), will share his experiences on the deal and how leadership and culture made this transaction successful. What you will learn in this episode: -Keys to successful acquisitions -How to focus on culture and values -The role of the CEO on M&A deals -Why focusing on customers is crucial -Common mistakes that people make regarding culture To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Noah Waisberg, Co-Founder & CEO - Zuva; Author of "AI for Lawyers" In this episode of the M&A Science Podcast, Noah Waisberg, Co-Founder & CEO - Zuva shares his experience and top learnings after he creatively decided to sell his own company, Kira to Litera in 2021. Things you will learn in this episode: -What made Noah sell his company even though he was reluctant at first -How empathy and creativity helped Noah create more value to shareholders -Why they opted out of an auction process -How easy the TSA was for both companies -Noah's biggest lessons learned from selling his company -Advice for founders looking for an exit To join our network of M&A practitioners and sign up for our newsletter go to mascience.com

Charles Breed, VP Corporate Development at Corel Corporation (NASDAQ: CREL)  In this episode of the M&A Science Podcast, Charles Breed, VP of Corporate Development at Corel Corporation, talks about how to hire a corporate development team that fits into your M&A strategy. When you're building a corporate development function, the first thing you need to do is hire a head of corporate development, but hiring is not as simple as it sounds. The head of corporate development needs to fit into the overall strategy. Things you will learn in this episode: -What to look for in when hiring a head of corporate development -The role of the head of corporate development -Skills required for a corporate development leader To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Klint Kendrick, Chair of the HR M&A Round Table After over 100 podcast interviews, we have collected more than 40 lessons learned from top practitioners worldwide. In those lessons, we saw a recurring theme: creating a better people experience in M&A is key to a successful transaction.  The biggest value leak after a deal closes is losing key employees and people. In this episode, HR expert Klint Kendrick, Chair of the HR M&A Round Table, is going to share with us best practices on how to retain key employees.  Listen in and learn about: -The biggest shift in the M&A industry -Best practices for successful integration -The importance of empathy  To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Gwen Pope, Head of Global Product M&A at eBay (NASDAQ: EBAY) Creating a go-to-market plan is one of the first things to do during an acquisition. In this interview, Gwen Pope, Head of Global Product M&A at eBay, will be sharing how to make M&A GTM successful.  Listen in and learn about: - The importance of getting your house in order - How to pressure test your deal rationale - Steps to building your GTM plan To join our network of M&A practitioners and sign up for our newsletter, go to mascience.com.

Kunal Jain, Director at William Blair, Health Care Investment Banking The M&A market is not what it used to be. Markets change all the time, and the M&A industry is no exception. Especially with COVID-19, the M&A market has been crazy the past couple of years. Helping us understand M&A market trends from a banker's perspective is Kunal Jain, Director at William Blair, Health Care Investment Banking.   Listen in and learn about: - The biggest changes in the M&A market - How strategic buyers and PE firms fair in this new environment - How bankers are thriving in this new landscape of M&A To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Harry Kraemer Jr, Professor of Management and Strategy at Kellogg School of Management Change management is the tilting point of every M&A deal. Preserving the value that you just acquired is dependent on how you retain key employees. In this episode of the M&A science podcast, Harry Kraemer, Jr, Professor of Management and Strategy at Kellogg School of Management, talks about how effective leadership helps overcome change management challenges. Listen in and learn about: - how leaders can help retention - the importance of feedback mechanisms - how to create an environment where your people can thrive To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware (NYSE: VMW) M&A deals are bound to get complicated. The key to success is keeping it as simple as possible, for as long as possible. In this continuation of last week's interview, Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware talks about how to update your M&A Management Approach. Listen in and learn all about: - the 5x5 framework that you can use to keep your process simple - what to focus on during change management - how to ensure team alignment To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware (NYSE: VMW) Integration can be difficult but it's, without a doubt, the most important part of M&A. In this episode of the M&A Science podcast, Kison interviews Jim Buckley, Vice President, Mergers and Acquisitions Integration at VMware as he talks about how to create a successful integration plan. Here's what you'll learn: - Why working backwards is best in integration planning - What makes a successful integration leader - How to measure success To join our network of M&A practitioners and sign up for our newsletter go to mascience.com

Ken Bond, Head of Corporate Development at Cetera Financial Group Building M&A teams require different considerations based on your growth strategy. In this episode of the M&A Science podcast, Kison interviews Ken Bond, Head of Corporate Development at Cetera Financial Group on how he structures teams approaching diligence. Here's what you'll learn: - The three functions you need to build your M&A team - How to determine the ideal M&A team size for your strategy - The role of the project manager in the M&A team To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Mark Khavkin, CFO of Pantheon Platform NDAs are often overlooked as people tend to fall into the trap of thinking they can be templated. In this episode of the M&A Science podcast, Kison interviews Mark Khavkin, CFO of Pantheon Platform about NDAs, how to negotiate them, and their structures. Here's what you'll learn: Why NDAs are not routine legal documents The fundamentals of NDAs Negotiating NDAs depending on the type of deal you have To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Cameron Weiner, VP of Strategic Development, Head of M&A at Shopko Optical To buy or build, that is the question! In this interview with Cameron Weiner, VP of Strategic Development, Head of M&A at Shopko Optical, he shares how his team determines whether to buy or build a business. Here's what you'll learn: - How to approach targets - Considerations when buying or building a business - Resources for deal origination To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Punit Micocha, Executive Vice President, Business and Corporate Development at Zscaler (NASDAQ: ZS) M&A deals are never easy and require rigorous planning. In this interview, Punit Micocha, Executive Vice President, Business and Corporate Development at Zscaler, shares how to execute successful deals by planning the end game. Learn about: - Creating the deal vision pre-LOI - Why planning for integration early is crucial - The 3 elements of negotiating with employees To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Pragnya Kashinath, M&A Consultant at Deloitte A go-to-market strategy is one of the most important things in an acquisition. In this week's podcast, we're featuring Kison's interview with Pragnya Kashinath. At the time of this interview, she was the Director of M&A, Corporate Strategy at Cognizant. Now, she's an M&A Consultant at Deloitte. Pragnya shares how to create a successful GTM strategy from the very beginning of a transaction and the challenges you need to watch out for. Learn about: - Pragnya's unique role on the business side versus on the corporate development team - How not to overestimate synergy models - Customizing the customer journey To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Sabeeh Khan, Director, Corporate Strategy & Development at Syniti Aaron Whiting, M&A Integration and Strategic Programs at ContinuumCloud Managing a deal can be complicated, especially on larger deals. You need experienced leaders from both ends of the spectrum. In this interview, we talk about how to manage sourcing, diligence, and integration from a project manager's perspective featuring Sabeeh Khan, Director, Corporate Strategy & Development at Syniti, and Aaron Whiting, M&A Integration and Strategic Programs at ContinuumCloud. Here's what you'll learn: - Why you should use pipeline management tools other than Excel - The importance of having a go to market strategy before closing the deal - How to gather intelligence aside from industry conferences This episode is sponsored by S&P Global Market Intelligence. Access the most up-to-date and accurate data on private companies in a single web-based platform so you can get all the resources you need to create a winning pitch.

Trish Mosconi, Executive Vice President, Chief Strategy Officer & Corporate Development at Synchrony (NYSE: SYF) Culture is one of the most controversial and hot topics in the world of M&A. On this episode of M&A Science, Trish Mosconi, Executive Vice President, Chief Strategy Officer & Corporate Development at Synchrony discusses how to stay true to culture during a deal. In the interview, she talks about how her team walked away from an almost perfect deal due to cultural differences. You'll hear about: - When to involve HR - How to approach integration to stay true to the target company - When to walk away from a deal This episode is sponsored by S&P Global Market Intelligence. Access the most up-to-date and accurate data on private companies in a single web-based platform so you can get all the resources you need to create a winning pitch.

Karen Ashley, Vice President of Corporate Development Integration at Cisco (NASDAQ: CSCO) Cisco is one of the largest and most successful acquirers in the world. On this week's episode of the podcast, Kison spoke with Cisco's Vice President of Corporate Development Integration, Karen Ashley. We looked at their deal process and how they commit to integration from start to finish. Here's what you'll learn: - The importance of strategy meetings - The 3 success metrics - Why their integration team leads operational diligence This episode is sponsored by S&P Global Market Intelligence. Access the most up-to-date and accurate data on private companies in a single web-based platform so you can get all the resources you need to create a winning pitch.

Duncan Painter, CEO of Ascential (LON: ASCL) In this week's episode of the M&A Science podcast, we're learning about transformative M&A. In Kison's recent interview with Duncan Painter, CEO of Ascential, we talk about what a "transformative deal" means to their organization and how they achieve deal success. Here's what you'll learn: - How to build a transformative M&A strategy - How divestitures can transform your business - Why you need to commit to the strategy This episode is sponsored by S&P Global Market Intelligence. Access the most up-to-date and accurate data on private companies in a single web-based platform so you can get all the resources you need to create a winning pitch.

Russ Hartz, Vice President of Corporate Development at Ansys (NASDAQ: ANSS) Hiring a bank to facilitate a divestiture is an option, not a necessity. Kison Patel interviewed Russ Hartz, VP Corp Dev at Ansys, to talk about his vast experience of successfully executing divestitures without a bank. Here's what you'll learn: - The importance of constant business evaluation - How to create a competitive buyers' pool - How to know which buyer is right for the company To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Peter Linas, CPO and EVP Corporate Development at Bullhorn If you're an infrequent buyer, you might be thinking about how to maximize your existing resources. Kison Patel spoke to Peter Linas, CPO & EVP Corporate Development at Bullhorn. Peter talks about managing a corporate development team in an infrequent acquisition environment. Here's what you'll learn: - Staffing Up Internal Vs. External Resources - Key Areas to Hire Advisors - Determining the Integration Lead To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Christina Amiry, Head of M&A Strategic Operations, Integration at Atlassian (NASDAQ: TEAM) The Covid-19 pandemic has completely transformed how most people work, and M&A is no different. Atlassian is one of the first companies to make acquisitions fully remote. In this interview, Christina Amiry, Head of M&A Strategic Operations, Integration at Atlassian, discusses how to evolve your M&A integration function in the digital era. You will hear about: - How Atlassian made the switch to completely virtual - The acquisition of Chartio - How to have a mindset of change To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Adam Coffey, CEO at CoolSys, Refrigeration and HVAC Systems This week's episode of the M&A Science podcast is about how PE firms can ramp up the growth of their businesses using the buy and build strategy. Kison interviewed Adam Coffey, CEO at CoolSys, Refrigeration and HVAC Systems, and author of The Private Equity Playbook. Here's what you'll learn: - What is a buy and build strategy - When you should consider this strategy - How to build a team to implement this strategy To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Jay Dettling, CEO of Ansira Everyone wants to preserve the value of the target company. This week on the podcast, let's learn from Jay Dettling, CEO of Ansira, about the best way to preserve value in M&A. He also shares his advice for CEOs who are getting acquired for the first time. Hear about: - How to communicate your Ethos to the buyer - Creating value during integration - Integration vs. value creation To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Michael DeVita, Success Strategy Lead at Salesforce (NYSE: CRM) Integration is crucial to realizing deal value. In this interview with Michael DeVita, Success Strategy Lead at Salesforce, we talked about integration best practices, the importance of having dedicated resources, and why you should measure integration success. Here's what you'll learn in this episode: - Common challenges in assessing value realization - Dealing with a confidential process - The lack of success metrics in M&A To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Darshan Mehta, President and CEO of Reliance Retail Limited (NSE: RELIANCE) Reliance Retail Limited is one of the fastest-growing retailers in the world. Learn how they manage multiple deal structures and form successful partnerships in India directly from their President and CEO, Darshan Mehta. In this episode, you'll hear about: - Deal structures used by Reliance Retail Limited - How to engage with brands - Advice for brands looking to enter the Indian market To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Rhonda Rein, Director of Corporate Development at Thomson Reuters (NYSE: TRI) We've had discussions about buy-side divestitures, but we rarely talk about it from the seller's perspective. I recently spoke with Rhonda Rein, Director of Corporate Development at Thomson Reuters. She shared her vast experiences in executing divestitures and how to make them work. Here's what you'll learn: - The complexities of divestitures - The steps of a divestiture - How early to start your TSA To join our network of M&A practitioners and sign up for our newsletter go to mascience.com

Ailene Holderness, Head of M&A at IAC (NASDAQ: IAC) How do you manage a multi-vertical M&A strategy? IAC (NASDAQ: IAC) is one of the world's leaders when it comes to building consumer internet companies such as Tinder, Expedia, and Vimeo. Ailene Holderness, IAC's Head of M&A shares their strategy and how they build a team to execute on that. In this episode you'll learn: -How to build a diverse M&A team  -Why you shouldn't just look for current skills in capabilities when hiring a team member -M&A Approach on Portfolio Companies and New Verticals

Jeff Bender, CEO at Harris Computer Systems What does it take to manage M&A on a large scale? We're going to find out as Jeff Bender, CEO at Harris, shares what their entire process looks like and how they manage massive volumes of M&A investments in their organization. In this episode you'll learn about: - Platform vs. tuck in transactions - The centralized structure of services at Harris - Business development at a high scale To join our network of M&A practitioners and sign up for our newsletter go to mascience.com.

Jason Lippert, CEO of LCI Industries (NYSE: LCII) Understanding that not everyone can afford to have big M&A teams, I interviewed Jason Lippert, CEO of LCI Industries. He has only one dedicated M&A person, and he will be teaching us how LCI successfully executes deals with a small team. Here's what you'll learn: - How to structure a small team for maximum impact - The deal sourcing process - Advice for first time CEOs doing acquisitions To join our network of M&A practitioners and see bonus content sign up for our newsletter at mascience.com.

Randy Tinsley, Vice President of Strategy & Corporate Development at Synopsys (NASDAQ: SNPS) Hello M&A friends! Do you know how to manage the internal dynamics of your team? In this interview, Randy Tinsley, Vice President of Strategy & Corporate Development at Synopsys, shares how he assembles and manages his internal M&A team. Here's what you'll learn: - How to set your team up for success - Resolving conflicts and disagreements - Tracking deals post-close To join our network of M&A practitioners, sign up for our newsletter, and listen to more episodes, go to mascience.com.

Jay Jester, Partner at Plexus Capital, LLC Explore the world of private equity and deal sourcing with me and Jay Jester, Partner at Plexus Capital, LLC. Here are some of my key takeaways: - Deal origination for PE vs corporate development - The one deal at a time system - Developing an origination process To join our network of M&A practitioners, sign up for our newsletter, and listen to more episodes, go to mascience.com.

Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC Do you want to learn how to negotiate like a pro? I recently had a chat with Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC, and he shared a lot when it comes to negotiating effectively. Here's what you'll learn about: - Breaking Down Value-Based Negotiations - Macro and Micro Agenda of Negotiations - Tools to Become a Better Negotiator To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Alexi Venneri, Founder and CEO of Digital Air Strike What's the secret sauce to executing M&A without a dedicated deal team? According to this week's guest, Alexi Venneri, Founder and CEO of Digital Air Strike, it's all about team alignment. Hear her perspective on: - Deal sourcing without a dedicated team - A CEO's role in confirmatory diligence - The four values to be successful This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.

Bill Stone, CEO of SS&C Technologies (NASDAQ: SSNC) This week's episode features Bill Stone, CEO of SS&C Technologies. We were lucky enough to hear some of Bill's top tips for conducting acquisitions such as: - Why Bill doesn't believe in paying nine times sales multiples - Being on his team's sales calls to ensure his team his performing their best at all times - In order to preserve value, you must carefully evaluate the talent inside the target company To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Dustin Intihar, Director, M&A, and Strategic Alliances at Lubrizol (NYSE: LZ) Finding the right deal is hard, but finding companies that don't want to be found is even harder. Dustin Intihar, Director, M&A, and Strategic Alliances at Lubrizol, joined Kison for an interview and shared his tips and experiences in hunting deals in M&A. Here are some things you'll hear about: - Seeking the right person - What the first conversation looks like - Tools to use for building a pipeline To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Philip Soar, Executive Chairman and CEO of CloserStill Group PLC Are you familiar with the trade show industry? It's very under-appreciated but is gaining a lot of traction now with PE firms. Learn how to prepare your company for a Private Equity acquisition with Philip Soar, Executive Chairman and CEO of CloserStill Group PLC. In this episode you'll hear about: - The history of trade shows - Why private equity firms are interested in this industry - What to look for in a PE partnership To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Darren Lampert, CEO at GrowGeneration Corporation (NASDAQ: GRWG) Ever wondered what it's like to go from a private company to a public company? Darren Lampert, CEO at GrowGeneration Corp, has lived through this transition and has shared his experience in our interview. Here are some highlights from the interview: - Life as a CEO - Why go public in the first place? - Acquiring versus building To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Martin Richenhagen, former CEO of AGCO Corporation (NYSE: AGCO) Have you ever wondered why international deals fail so often? Hear from AGCO Corporation's former CEO, Martin Richenhagen, about how leaders can prevent these types of deals from failing. In this episode you'll hear: - Stories of international deals Martin's worked on - The keys to a successful international deal - The importance of brand awareness

Scott Hile, Senior Director, Corporate Strategy & Development at Enviva (NYSE: EVA) Ever wondered what key qualities leadership should have to execute M&A? On this episode, Kison speaks with Scott Hile, Senior Director, Corporate Strategy & Development at Enviva, about specific traits leaders of M&A teams should develop. Learn about: - Developing trust and empathy - The importance of communication - How to influence leaders to start integration early To learn more about M&A Science and join our network of M&A practitioners, sign up for our newsletter at mascience.com.

Allen Gilmer, Founder, Advisor, and former CEO/Chairman of Enverus (formerly Drillinginfo) On this episode of M&A Science, Kison interview Allen Gilmer, Founder, Advisor, and former CEO/Chairman of Enverus (formerly Drillinginfo) and CoFounder of Vecta Oil & Gas, Ltd., about the role of a board member in M&A. Learn how M&A evolves from founder led acquisitions to overseeing deals as a board member. In this podcast, you will hear about: - What led to Allen's decision to step back as CEO - How Allen chose his successor - What kind of deals Allen looks for as a board member This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Jeff Hennig, Sr. Director, Corporate Development at Xilinx (NASDAQ: XLNX) On this week's episode of M&A Science, Kison speaks with Jeff Hennig, Sr. Director, Corporate Development at Xilinx, and talked about how to manage communication workstreams in M&A. Here are some key takeaways: - Importance Of a Dedicated Person for Communication - Considering Wall Street on Communication Plans - Considering Target Company on Communication Plans - What Happens Between Announcement and Close This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Brett Shawn, Senior Vice President, Assistant General Counsel at Warburg Pincus (NYSE: WPCA) On this episode of the M&A Science podcast, Kison interviews Brett Shawn, Senior Vice President, Assistant General Counsel at Warburg Pincus. They discussed how to execute M&A deals from a legal perspective. In this episode you'll learn: - The Biggest Surprise in Today's Market - Thinking Outside the Box for Contractual Risk - Common Mistakes Non-Lawyers Make - PE firms vs SPAC This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Michael Frankel, SVP and managing director at Deloitte Bruce Bowden, CFO at Bottomline Technologies (NASDAQ: EPAY) This is a previous interview that Kison had with Michael Frankel, SVP and managing director at Deloitte, and Bruce Bowden, CFO at Bottomline Technologies about cultivating relationships with deal targets. In this episode, you'll learn: How you can foster relationships with the right targets CEO to CEO relationship The 3 biggest mistakes when cultivating a relationship with a seller

Andrew Gratz, Associate General Counsel at LyondellBasell (NYSE: LYB) On this episode of M&A Science, Kison interviews Andrew Gratz, Associate General Counsel at LyondellBasell, about how a company's legal team should be involved in mergers and acquisitions. In this podcast, you will learn: - When to involve your legal team in M&A - The legal team's expectations from the corporate development team - How legal teams can be helpful during diligence This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Michael Frankel, Senior Vice President Managing Director at Deloitte New Venture Accelerator Justin Goldman, Senior Vice President, Strategic Finance and Corporate Development at MediaMath On this episode of M&A Science, Kison interviews Michael Frankel, Senior Vice President Managing Director at Deloitte New Venture Accelerator, and Justin Goldman, Senior Vice President, Strategic Finance and Corporate Development at MediaMath, to discuss how business leaders can build an M&A strategy. In this podcast you will learn: - The biggest challenges of working with a business leader - How to keep business leaders motivated - Why M&A needs to transform

Clayton Stanley, Vice President, Head of Corporate Development at Amerivet Partners Management On this episode of M&A Science, Kison Patel interviews Clayton Stanley, Vice President, Head of Corporate Development at Amerivet Partners Management, to discuss the interesting model he uses regarding joint venture and how the company can scale the model. Here's what you will learn: - Joint venture consolidation strategies - How to create a JV model at scale - Challenges you may face when building a JV model This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Matt Arsenault, Vice President of Corporate Development at Jamf (NASDAQ: JAMF) On this episode of M&A Science, Kison interviews Matt Arsenault, Vice President of Corporate Development at Jamf, about navigating the many career paths of M&A. In this podcast, you will learn: - What roles can get you closer to a corporate development job - The importance of global M&A experience - How to network and utilize LinkedIn to move your career forward   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Kimberly Baird, Corporate Development Integration Lead at Cisco (NASDAQ: CSCO) Ashley Rice, Sr. Consultant HR M&A at Cisco (NASDAQ: CSCO) On this episode of M&A Science, we're featuring a session from our Holiday 2020 Summit. Kimberly Baird, Corporate Development Integration Lead at Cisco, and Ashley Rice, Sr. Consultant HR M&A at Cisco, discuss how to evolve Agile M&A at scale. In this podcast, you will learn: - How Cisco's M&A process is changing  - What prompted the change - How to start an Agile approach This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Javid Moosaji, M&A Sales Integration Strategy at Paypal (NASDAQ: PYPL) On this episode of M&A Science, Kison interviews Javid Moosaji, M&A Sales Integration Strategy at Paypal, about how to transform your M&A process to improve integration. In this podcast, you will learn: - How to identify bad processes in your organization - Why the integration lead should validate the investment thesis  - How to uncover hidden talent through relationships This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interviews Emma Barton, Director, Alliance and Integration Management at AstraZeneca, about the spectrum of deals that corporate development manages, approaching partnerships and alliances, and how those relationships may progress into future transactions. In this podcast you will learn: - How to measure the success of a global alliance - The process of sourcing alliances - How to establish governance in alliances - How to manage disputes within an alliance This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Carlos Cesta, Vice President of Corp Dev at Presidio On this episode of M&A Science, we're featuring a session from our December 2020 holiday summit. In this session, Carlos Cesta, Vice President of Corp Dev at Presidio discussed the best practices to capture value from initial deal prospecting to integration. You will learn: - How to price a deal with integration in mind - How to test your synergies during diligence - Why involving the deal sponsor is crucial This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

John Orbe, Associate General Counsel of M&A at Emerson (NYSE: EMR) On this episode of M&A Science, Kison interviews John Orbe, Associate General Counsel of M&A at Emerson. They discuss corporate venture capital and how it differs from traditional venture capital. In this podcast you will learn about: - The deal structure of corporate VC - How to assemble your corporate VC team - The negotiation stage of corporate VC and how to excel at it This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Carlos Cesta, Vice President of Corporate Development at Presidio Jeff Desroches, Vice President of Strategy and Corporate Development at VAT Group (OTCMKTS: VACNY) This episode of M&A Science features Carlos Cesta, Vice President of Corporate Development at Presidio, and Jeff Desroches, Vice President of Strategy and Corporate Development at VAT Group. Carlos, Jeff. and Kison discuss why big companies often destroy small ones during M&A. In this podcast, you will learn: - Common reasons small companies get destroyed - How small companies can protect themselves - How to plan for integration early on in the deal process This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Chris Von Bogdandy, Practice Director at Slalom. On this episode of M&A Science, Kison interviews Chris von Bogdandy, Practice Director at Slalom, about how to create successful deal outcomes using innovation. In this podcast you will learn: - Why the decision making process is crucial to integration success - How to build an Agile governance - Why you should have a pre-mortem for every deal This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

Jerry Will, Vice President of Corporate Development at 3M (NYSE:MMM) On this episode of M&A Science, Kison has an insightful with Jerry Will, Vice President of Corporate Development at 3M, about how to manage a multi-vertical M&A strategy and what 3M's strategy looks like. In this podcast you will learn: - How leaders at 3M assess deals - How 3M manages deals during COVID - An in-depth guide to read team process This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interviews Elena Sidelnikova, a corporate development executive with 15 years of experience in M&A Finance. Together they discuss how to identify risks in software M&A. In this podcast you will learn about: - Technical due diligence - Risks in hiring foreign talent - Things to look out for in customer contracts   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interview Mike Palumbo, Director of Corporate Development at Halo Branded Solutions. In this discussion, they talk about evolving your corporate development function. In this podcast you will learn: - How to add value to your business - The tools needed for success - The importance of internal communication   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interviews Galina Wolinetz, Managing Director at Virtas Partners M&A Integration, and James Payne, Principal Consultant at Merger Integration Consulting, LLC, about why integration in M&A is so difficult. In this podcast, you will learn: - How to ensure success for integration - Various risks to look out for when preparing for integration - Why leadership can make or break the success of integration This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interviews Gina Sandon, Director of Corporate Development, M&A, Synergy, and Integration at IBM, about how to evolve your M&A workflows using key Agile principles. In this episode, you will learn: - The evolution of IBM's integration process - What the Agile Acceleration Model is and how to implement it - How to drive change to the people   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, we're re-visiting a session from our M&A Science Virtual Summit held in June. In this session, the topic discusses why everything you've been told about integration is wrong. Moderated by Zoe Bogan, Corporate Development executive at KPMG, with guest speakers David Boyd and Ben De Haldevang, founders of Agile Gorilla. In this session you will learn: - How to create the right environment for integration - How to be an empathetic leader - How to look at integration with an outcome-based perspective   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

This is a rewind from the virtual summit that was held last June. In this session, the topic of discussion is about the intersection of leadership and culture in M&A, hosted by Dr. Klint Kendrick, Director of Strategic Workforce Initiatives at SC Johnson. Our guest panelists are: Sallie Cunningham, HR Executive and Integration Leader at Cytiva Dr. Keith Dunbar, Managing Partner at JKD Talent Solutions  Keith Crosby, Global Leader for M&A Leadership and Change at IBM The group discusses the importance of culture and leadership, when to start leadership assessment, and the pros and cons of culture and leadership diligence. In this episode you will learn: - How to give people reason to come to work besides money - How to identify the right people to retain - The importance of middle managers   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

This M&A Science episode is a rewind from the virtual summit held last June. In this interview, Kison discusses post merger innovation. Joining him to talk about this topic is Toby Tester, Senior Consultant and Project Manager at BTD. In this episode you will learn about: - M&A as a means of transforming your business - The Holy Trinity of M&A success - How to make your M&A process more innovative This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

In this episode of M&A Science, Kison interviews Sean Alford, SVP, Corporate Development at J2 Global, about how to build a partnership between the investment sponsor and the operating sponsor. You will learn: - The evolution of the relationship between the investment sponsor and the operating sponsor - The steps of building a corporate development program - How to avoid leaking value in M&A

On this episode of M&A Science, we're recapping a session from our virtual summit in June. Guest panelist Christina Amiry, Head of M&A Strategic Operations, Integration at Atlassian, and Steve Elliott, Head of Jira Align at Atlassian talk about how to make integration successful from both sides of the deal. In this podcast episode you'll learn: - How to drive a collaborative environment - How Atlassian makes integration a smooth process - Why Agile is perfect for integration   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison speaks with Johanna Tseng, M&A Integration Leader at Coinbase. She's an M&A expert with a demonstrated history of leading acquisitions through integration and high growth environments. In this discussion, they talk about how proactive integration engagement can differentiate value and deals.  In this episode you will learn: How to position yourself to optimize integration planning Steps in developing an M&A integration program Benefits of building integration process pre diligence     This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, we're recapping one of the sessions from our M&A Science Virtual Summit. We had four guest speakers who talked about lessons learned from large scale divestitures: Galina Wolinetz - Managing Director at Virtas Partners M&A Integration, Separations Joshua Beggs - Field CTO at Dell Technologies Jillian Kaebel-Sisk, Global HR M&A Mgr in Corporate Strategy and Business Development at Caterpillar Inc. Nitin Kumar - CEO of Appnomic Together they discuss key components of large scale divestitures both from HR's perspective as well as from the tech department's perspective. In this podcast you will learn: How communication affects the outcome of large scale divestitures About transition service agreements and how to set boundaries with them How to spot red flags during a divestiture To join our network of M&A practitioners, sign up for our newsletter at mascience.com.

For this episode of M&A Science, we're taking it back to our virtual summit we held in June. This conversation focuses on how to keep teams aligned during M&A integration. Featured speakers include Kash Ahuja, Senior Program Manager, M&A Integration at Google, James Harris, Principal Corporate Development Integration at Google, and Gwen Pope, Go-to-Market, M&A at Google. In this podcast episode you'll learn: The balance between legacy and new products How to handle an overeager sales team When to communicate internal issues This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison interviews Philip Pratt, Director, Acquisition Integration at Corning Incorporated, about building an M&A center of excellence from scratch. Philip has been at Corning for over eleven years, working in every aspect of M&A from being Director of M&A integration and even as Director of Acquisition Integration of Corning Glass Technologies in Japan. In this episode, you will learn: The benefits of creating an M&A center of excellence The steps of building that center of excellence The biggest challenges you will face when creating a center of excellence   This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more.   To join our network of M&A practitioners, sign up for our newsletter at mascience.com.   Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode of M&A Science, Kison talks with Jeremy Segal, Senior Vice President of Corporate Development at Progress, about building and aligning a corporate development team with multiple mandates. Jeremy's a Corporate development executive with 20+ years of experience in the technology industry focused on M&A, Strategic Planning, Joint Ventures, Divestitures, International Expansion, and Strategic Partnerships. He has led all aspects of 35+ acquisitions, divestitures, and strategic investments with aggregate value exceeding $8B.  In this podcast you will learn: The ideal method of getting a prospect on board How to find the right people that can do all the various growth deal types How Jeremy manages the wide breadth of responsibilities he has This podcast is brought to you by DealRoom, an M&A lifecycle management software. Go to DealRoom.net to learn more. To join our network of M&A practitioners, sign up for our newsletter at mascience.com. Perfect your M&A practice using Agile. Go to agilema.com to learn how you can close deals faster.

On this episode, Kison speaks with Carlos Cesta, Vice President of Corporate Development at Presidio, about aligning leadership for greater deal success. Together they discuss leveraging employees to ensure deal success, when to start thinking about integration, and developing a joint integration plan. Carlos is an investment banking and private equity-trained executive with over 15 years of experience executing and leading strategic initiatives. His expertise is in mergers & acquisitions, joint ventures, direct investments, alliances, and partnerships. This podcast is brought to you by DealRoom, an M&A lifecycle management software. Learn more about DealRoom at dealroom.net.

On this episode of M&A Science, Kison interviews Christina Ungaro, Head of Corporate Development at JLL, about how to structure a talent focused acquisition. Christina breaks down what a talent focused acquisition truly is, how to make that kind of acquisition successful, and all the necessary components your team needs to consider when executing this specific transaction. This podcast is brought to you by DealRoom, an M&A lifecycle management software. Learn more about M&A Science and join a network of leading practitioners sharing lessons learned over the years at mascience.com.

Ever wondered what is the future of M&A? This is one of the topics we tackled in the M&A Virtual Summit that we had. In this session, Dr. Karl Michael Popp, Senior Director of Corporate Development at SAP, and CEO of DealRoom, Kison Patel had an amazing interview.  This podcast is brought to you by DealRoom, an M&A lifecycle management software designed for collaboration and responsiveness. Learn more about M&A Science and join a network of leading practitioners sharing lessons learned over the years at mascience.com.

This amazing interview is from the past virtual summit we held in June. It talks about one of the hardest things in M&A practice- Cultural Integration. Discussing this topic is Jonathan Shiery, Director at Guidehouse, and Valeria Strappa, Director and Healthcare Integration Leader at JP Morgan, Chase.  This podcast is brought to you by DealRoom, an M&A lifecycle management software designed for collaboration and responsiveness. Learn more about M&A Science and join a network of leading practitioners sharing lessons learned over the years at mascience.com.

Had a great interview last week with Isaac Lund, VP Corporate Development and M&A at National Express LLC. The topic is all about learning how to work with a private seller to get the best outcome. We cover topics such as whether to work with a private seller or an advisor, what happens to the leadership of the seller, and finding good deal representation. This podcast is brought to you by DealRoom, an M&A lifecycle management software designed for collaboration and responsiveness. Learn more about M&A Science here and join a network of leading practitioners sharing lessons learned over the years.

This week's featured interview is all about an HR practitioner's guide to M&A due diligence, with Klint Kendrick, Chair of HR, M&A roundtable. Klint was a former director of M&A, HR at Oracle, and HR M&A leader at Boeing. He discusses topics such as bringing HR in early, the definition of due diligence, deal killers, and how to weigh risks.

This is an interview that we had during our M&A virtual summit. Hosted by Jill Harrison, VP of Silverline venture, this interview is all about positive employee experience and how it impacts the success of M&A deals. Joining this discussion are our 3 speakers Cole Breidenbach- Head of M&A Integration at Okta, Josh Olson- Head of solution sales at the Americas at VMware, Amy Gannaway- Vice President, Global Compensation, Benefits and HRIS at VMware.

This interview is a rewind from our M&A virtual summit, which was held in June. The topic of discussion is leading M&A with integration, featuring our guest speakers Carlos Cesta, Corporate Development/M&A at Presidio and Javid Moosaji, global head of partner channels, platform solutions and transformation at Travelex, hosted by Stacy Hendricks, senior director at Alvarez and Marsal.

Had a great interview last week with Ajit Sane, Director IT M&A at Agilent Technologies. Ajit is an M&A professional with multiple years of experience in leading acquisitions, integrations and divestitures. Our topic of discussion is how to wind a business down with minimal customer and people disruption. Some topics we covered include the planning behind a wind down, challenges you can expect, and protecting your assets. Ajit reminds the audience your company's biggest assets are your employees and your customers, so it's important to prioritize them.

In this episode, we're sharing an interview we had in our M&A virtual conference that talks about how to modernize IMO, and building a synergy plan that actually delivers. This interview was hosted by Jonathan Shiery, Director at Guidehouse, with the guest panel Bill Clarkin, Head, M&A at BMO Financial Group. They discuss the seven principles you should follow in order to modernize IMO including flexibility, the importance of documentation, and setting a hard deadline. Learn from their extensive and impressive backgrounds and hear about experiences they've learned from that you can avoid.

Last week was a great interview with Neil McNamara, Co-founder of Virtas Partners, which is an advisory firm specializing in preparing companies financially and operationally for M&A. The topic of discussion is how to plan divestiture from an accounting perspective. First thing that you should do is set up your deal perimeter. Clearly define what you're selling so that you can create the structure of the financial data needed to get the deal done. The complexity of the financial data varies depending on what type of exit you are doing.  Carve outs can be very difficult because most of the time, you are selling something that has never been looked at as a standalone entity. Therefore, you will have to build a standalone financial statement without any financial historical information.

In case you didn't know, in the middle of this pandemic, we were able to pull off a successful M&A Virtual Conference. One of the sessions that we had was hosted by Ben Sutton, senior manager of corporate development at NCR corporation. This session was all about  Aligning Strategy with Your M&A Process, featuring our two guest speakers: Scott Kaeser, executive VP of corporate development, US security services at GardaWorld and Sean Corcoran, VP of corporate development and M&A at Neustar, inc. It is absolutely critical that everyone understands the rationale behind the deal. In order for everyone to fully understand the strategy, you have to simplify things and let them know what you are trying to achieve. Especially on a very large team and the integration process takes years to finish, knowing the true north of that deal will keep teams aligned.

Last week's interview was with Ivan Golubic, former VP Corporate Development at Goodyear. Prior to Goodyear, Ivan spent 10 years with Whirlpool, Deloitte and Ford in various finance and M&A roles. Our topic of discussion is how to make joint ventures more successful. To make joint ventures more successful, first you need to define what success means to you. Each party has their own rationale so you need to find your objectives. Hire a third party consultant to create a strict governance structure. And create an exit strategy so if things don't work out, both parties know what to do and preserves their relationship.

On this recap from the M&A Science Virtual Summit, Kison moderates a panel featuring Devorah Bertucci, Director of Corporate Development at Microsoft, and Kim Jones, Senior HR M&A Manager at Microsoft. They discuss the topic of how to bridge the gap between corporate development and integration functions. Making an acquisition successful and creating value for both sides isn't easy. There needs to be a partnership with corporate development and integration that drives negotiations to structure a deal for success. Topics covered in this panel include identifying early signs of a bad fit, balancing different company cultures, and how a role in corporate development impacts views on culture.

This is a session from our M&A Virtual Conference which was held on June 10 and 11. The topic of discussion is avoiding valuation surprises and accounting for M&A transactions, hosted by PJ Patel, co-CEO and Senior Managing Director at Valuation Research Corporation. Our guest for this interview is the Vice President of Corporate Strategy and M&A at Church and Dwight, Brian Buchert. Together, Brian and PJ discuss how to not overpay in deals, explain why valuing a company 10 years from now is a joke, and explain the effects of a long term recession. Learn tips on how to avoid common valuation mistakes, what the aftermath of COVID-19 may look like, and how valuation requires their own proprietary metric.

Last week's interview was with Erik Levy, Group Head Corp Dev and M&A at DMGT PLC. Erik has completed over 150  acquisitions, minority and venture investments and strategic partnerships. The topic of discussion is how successful Diligence and Integration planning frames success of M&A and valuation. Kison and Erik cover topics such as different approaches to valuation, causes of failures, and the keys to success.

In this recorded session from our M&A Science Virtual Summit, Laura Lane, Chief of Staff at VMware, Kimberly Baird,  Corporate Development Integration Leader at Cisco, and Dawn White, Manager of M&A Integration at Corning discuss how to virtualize the people experience during integration. They cover topics such as maintaining enthusiasm, boosting morale, and what tech tools they use during this unprecedented time.

On this episode, Kison interviews Jeff Desroches, VP of Corporate Development at Atlas Copco, about how to identify issues during diligence in M&A. Jeff is a high-impact Corporate Development executive adept at identifying, developing and executing strategic growth opportunities. He's a resourceful problem solver with proven ability to manage large, cross-functional teams to drive complex commercial and technical programs with extensive experience in international dealmaking. Together, Jeff and Kison discuss approaches to take for deal negotiations, how to present an offer and prepare yourself for any responses you may get, and what the main priorities of diligence are. They also cover topics such as issues that commonly appear during diligence, how to deal with those issues, and Jeff's opinion on culture.

In this interview, Kison discusses the topic of international transactions with Jeff Baker, EVP Mergers and Acquisitions at InComm. Jeff has extensive international experience and will be offering his advice on how to be sensitive towards other cultures and how to work with outside governments when completing a deal.

Kison sits down with Sachin Kumar, Senior Director - M&A and Regional Lead for HR North America at Conduent, to discuss the topic of the not so famous process of Rebadging. Together they break down the process step by step and explain the use case. Some tips: Don't forget to get the HR team involved quickly.  Without having an HR plan, focused job descriptions, and performance standards, rebadging can quickly turn into a big headache. Also, problems arise if Corp Dev was not informed because the business team doesn't know how to manage an asset deal. So try your best to keep Corp Dev in the loop especially when the deal is scaling.

On this episode, Kison speaks with Kim Jones, Senior HR M&A Manager at Microsoft. She conducts due diligence research and completes all HR-related integration activities as part of Microsoft's M&A programs.  Together they discuss what company culture is, at what of the deal to consider it, and how to assess the company culture. Hear Kim's advice on identifying the early signs of a bad fit, how to minimize fear, and how to accommodate the target company's culture. She also gives insight as to what affects culture that you may not expect, the challenges that arise when assimilating different cultures, and what some non-negotiables are.

In this episode, Kison interviews Dev Sirur, Director of M&A Integrations at Intel.nHe has spent over 23 years at Intel and worked on 40+ transactions over a 10 year period. Dev is a proven executive experienced in helping business leaders and executive management on M&A strategy and synergy drivers. Together they discuss preserving a company's value during integration and give advice on how not to annihilate the value creation during M&A. Learn how to retain value through M&A, how to adjust the integration process to fit your company's specific needs, and how to drive an efficient yet thorough due diligence process.

In this episode, Kison discusses the impact COVID-19 is having on M&A with Toby Tester, a Senior Consultant and Project Manager at BTD, Kevin Robbins a General Partner at Blue Delta Capital Partners and Co-Founder of Wolf Den Associates, and Fred Thiel, Chairman and Chief Advisor of Thiel Advisors, Inc.  For this discussion, Kison wanted to bring in industry professionals to talk about market shifts, the impact this pandemic is having on closing deals, and if we're seeing any new deals arising because of COVID-19 we wouldn't be seeing otherwise.

On this episode, Kison and Ritch Schaafsma, VP of Corporate Development, Global Mergers and Acquisitions at General Motors, discuss the ins and outs of international joint ventures. Ritch is an accomplished and internationally seasoned Senior Corporate Development Executive, with over 15+ years of experience offering execution, valuation, strategy and restructuring expertise for driving multi-billion dollar growth transactions to C-level executives and Boards of Directors of Industry-leading manufacturers to meet their strategic objectives. In this podcast you will hear about Ritch's transition to working overseas, cultural challenges, and his favorite global transaction. Additionally, they discuss how to navigate national governments, what prompts an international joint venture, and what exactly the international joint venture process looks like. Please note the views expressed in this podcast do not reflect those of General Motors.

On this episode Kison speaks with Briana Elkington, Program Manager at VSP Global. Previously she was a Lead Project Manager at Oracle where she assembled a project management office responsible for the successful integration of acquired assets. She's led integration efforts for roughly 10 acquisitions throughout her career.  Together they discuss how to build an effective internal communication plan for M&A. Briana goes in depth on how to create a communication plan, how to effectively distribute that communication plan, and how to approach an onboarding supplier. You'll learn how to deal with heavy resistance and what challenges you can expect to face during the process.

On this episode, Kison Patel speaks with Russ Hartz, VP of Corporate Development at ANSYS, Inc. / former VP of Corporate Development at SAP. He's an experienced Corporate Development professional with specific expertise in M&A and investments and post-merger integration. His role at ANSYS involves M&A strategy and deal sourcing, as well as managing transaction execution. Together, Kison and Russ discuss best practices he's learned at SAP, how he was able to bring those best practices over to ANSYS, guiding principles he focuses on during a transaction, and how to begin building an integration process at a company that doesn't have one. Russ also discusses how deal strategy affects company alignment and how he measures the success of a post-merger integration.

Kison Patel gives a sneak-peek into a panel discussion of the highly anticipated M&A Science Virtual Summit, featuring over 40 industry-leading practitioners. This panel discussion features Christina Amiry, Head of M&A Strategic Operations and Integrations at Atlassian and Steve Elliott, Head of Jira Align at Atlassian. Together they discuss the ways in which Atlassian ensured the acquisition of Jira Align was successful from both sides of the deal.

On this episode, Kison speaks with Kimberly Baird, Corporate Development Integration Lead at Cisco. She's responsible for driving the successful integration of acquired organizations into Cisco by implementing best practice methodology rooted in M&A-specific project and change management developed over 200+ acquisitions. Today she shares tips on how to adjust your M&A practice to a virtual process.

On this episode, Kison speaks with Ben Sutton, a senior manager of corporate development at NCR Corporation, about executing transactions and what a senior manager's role looks like. Together they discuss how to measure the success of a transaction, the difference between revenue synergy and cost synergy, and how you can predict what a leader wants out of a transaction. Ben breaks down legal terms he's come to be familiar with and discusses potential learning curves to expect when entering a senior manager role. From predicting outcome wants incorrectly, transaction metrics, and experiencing post-close surprises, Ben covers every aspect of a senior manager corporate development role.

On this episode, Kison speaks with Sallie Cunningham about how to plan a divestiture from HR's perspective. Together they discuss the process of moving employees, how to approach ringfencing, and what Transition Service Agreements (TSAs) are. Sallie also explains what the key materials HR must have when it comes to preparing for due diligence during a divestiture and which transition records are required for HR to gather.

On this episode, Toby Tester interviews Kison Patel about his newly published book, Agile M&A,  and how Agile can transform the traditional M&A deal process. They discuss topics such as how companies can apply Agile techniques to the antiquated M&A process and take a deep dive into how Agile is a unique project framework that increases efficiency and closes deals faster. The two also address the importance of accountability and leadership.   Through this interview, Kison gives a step by step guide on how to implement this innovative framework and breaks down Agile to its fundamental pillars. Learn how to adopt the responsive mindset Agile requires and hear Kison's opinion on the future of M&A. You can purchase Kison's book on Amazon or at agilema.com.

On this episode, Kison Patel speaks with Stephanie Carty. Stephanie is a corporate communications professional with more than 15 years of experience at GE, KPMG and other companies. Her expertise is in executive communications and ensuring top leaders communicate with honesty, clarity, and credibility. Currently, Stephanie is a strategic advisor, specializing in employee communications. Learn components of communication plans, when to start planning, and behind the scenes activity that makes all the difference in the success of Day 1. In this episode, she tells Kison best practices for Day 1 and gives advice on how to avoid disasters. Stephanie also talks about a time she wrote 25 versions of a communication plan and how that unfolded at the time of signing.

On this episode, Kison speaks with Karen Isely of Isely Associates International regarding the impact people experience has on the outcome of M&A deals. Karen is an M&A specialist and the founder of Isely Associates International, an Australian-based global consulting business providing M&A advisory services to organizations growing by merger, acquisition or other similar business transactions. She brings experience as an HR professional, business leader and management consultant to every engagement and has contributed to nearly 150 deals, in-house as well as for corporate and private equity clients.

On this episode, Kison talks with PJ Patel, Co-CEO and Senior Managing Director at Valuation Research Corporation (VRC). VRC is a full-service, independent, global valuation firm that focuses exclusively on valuations that offer judgment beyond modeling. Kison and PJ discuss how to navigate intangible asset valuation in today's market, how the current M&A climate is affecting valuation, and how to avoid the most common mistakes when conducting a valuation.

In this episode, Kison Patel discusses the groundbreaking research done by Dr. Keith Dunbar. As a Managing Partner at JKD Talent Solutions, his team delivers actionable leadership intelligence. With this intelligence, we enhance clients' long-term profitability and growth by providing a unique, holistic view of leadership capabilities.  Keith gives insight into how leadership has more of an impact than culture, which is contrary to popular belief, and who actually has a bigger impact on deal success - middle management or C suite. They also cover why it's taken so long for people to realize how much leadership impacts the success of a deal, how to look for those leadership traits in your staff, and what works the best in terms of incentivizing leadership in your team.

Kison speaks with Nichelle Maynard-Elliot, a corporate M&A Executive, public company board member, and corporate dealmaker with over 20 years of financial and legal experience in M&A business development and strategic partnerships at Fortune 300 multinational corporations and top-ranked international/boutique law firms. She's a highly experienced corporate attorney lawyer, focusing on mergers and acquisitions.

Kison speaks with Richard Harmon, a Managing Director at CSG Partners, a firm that helps owners of private, middle market companies achieve equity monetization while addressing personal goals. In this podcast, they discuss how ESOPs can harvest equity, enhance liquidity, and create tax advantages.

Kison speaks with Anirvan Sen, the Founder and Managing Director of Fifth Chrome, a professional advisory firm that specializes in M&A integration and operational growth. In this podcast, they discuss creating deal value by focusing more on growth capabilities and revenue synergies than cost synergies.

Kison speaks with Jillian Kaebel-Sisk, an HR Global Mergers, Acquisitions, and Divestitures Manager at Caterpillar. This podcast covers how HR practitioners plan for and executive divestitures. They also discuss carve-out and divestiture challenges, as well as TSA agreements, asset vs. stock sale, due diligence, and more.

Kison speaks with Toby Tester, an M&A Consultant and Project Manager with over 20 years of experience driving strategic, financial and operational value through M&A. This podcast covers how you can deliver maximum value from divestitures. We will discuss how divestitures, like acquisitions, can become a positive and transformational process.

Kison speaks with Toby Tester, an M&A Consultant and Project Manager with over 20 years of experience driving strategic, financial and operational value through M&A. This podcast follows Toby's article, Driving Transformation Through M&A, in which he discusses how M&A transactions are becoming necessary transformational strategies for companies in the modern marketplace.

Kison speaks with Jordan Lampos, a director specializing in healthcare M&A at Duff & Phelps, about how to best prepare a company for an acquisition and the role project management plays in improving this process.

Kison speaks with Scott Kaeser, the Executive VP of Corporate Development for United American Security, a GardaWorld company, on sourcing strategies for successful deals.

Kison speaks with Jill Harrison and Steve Siler about which technology trends are addressing some of the M&A industry's largest challenges. Jill is the Vice President of Ventures at Silverline and Steve is the CTO of Stonebriar Commercial Finance.

Kison speaks with Kelly Haggerty, who founded her own advisory firm, Nearco Transaction Advisors, after 15 years of leading integrations and divestitures for top consulting firms and Fortune 500 companies.  On this episode, Kison talks with Kelly about her experience as an M&A advisor and the lessons she's learned regarding what makes a strong, efficient, and successful deal.  For more information on Kelly and Nearco Transaction Advisors please visit: https://www.nearcoadvisors.com/

Kison speaks with Paul Koenig, Founder and CEO of SRS Acquiom, a platform that manages escrows, payments, risks, and claims for complex M&A transactions.

During this episode, Kison and Jai discuss the best strategies for identifying, extracting and protecting value drivers during the due diligence process and most importantly while conducting integration post-close.

Kison speaks with Dr. Mark Goulston on the benefits of practicing empathy for more successful M&A, specifically to improve value creation and productivity post-close.

On this episode, Kison speaks with Dawn White, an M&A Integration Manager at Corning. Dawn explains the importance of conducting cultural assessments during M&A transactions and explores how these assessments can lead to stronger deal outcomes, increased value creation and an overall happier and more productive workforce.

Harvard instructor, author and speaker,  Richard Kasperowski, discusses how to build and maintain high-performing teams in any industry.

The Founding Partners of the M&A advisory firm, Agile Gorilla, discuss their agile, modern approach to deal and integration management.

Nitin Kumar, a seasoned C-level operating executive and management consultant in the technology, media and telecom (TMT) sector, discusses how to create integration strategies better suited to modern business environments.

Al Ansari, a veteran divestiture and integration advisor currently assisting Cisco with the development of their divestiture methodology, discusses the strategies, decisions and planning behind divestitures.

In this podcast, Kison interviews James Harris, Principal of Corporate Development Integration at Google. They explore the ways in which deal practitioners can implement a more Agile approach to each step of M&A, from due diligence to integration.

In this episode, Kison speaks with Joseph Feldman, a corporate development, acquisitions and growth strategies consultant. Joseph discusses acquisition strategies, diligence checklists, company inconsistencies, and post-close surprises.

In this episode, Kison interviews corporate and business development consultant Judah Karkowsky. They discuss the best ways to approach cultural integration, handling ownership issues, the surprises you can find during preliminary due diligence, international entities' approach on diligence, being transparent with employees during an integration, and confidential data protection.

In this episode, Kison asks Paul Weiskopf, a professional who has worked over 25 years with companies in the technology industry such as Hewlett Packard, Adobe Systems and smaller companies, about his professional experience on M&A. Weiskopf shares his knowledge about strategy common errors that lead companies to failure and about the best ways to build integration plans for acquisition teams.

In this episode, Kison interviews mergers and acquisitions attorney Luke Fedlam, who shares his knowledge on working with and outside counsel, representing the seller, sending letters of intent, setting up a financial plan, and how to transaction showstoppers beforehand. 00.00 /  05.00 / help from the outside council 05.00 / due diligence and letters of intent, bankers 10.00 / 15.000 timeline and risks, showstoppers 15.00 / 20.00 renegotiating terms 20.00 / 25.00 renegotiation purchase price 25.00 / 30.00 financial leverage 30.00 / 35.00 integration process 35.00 / 40.00 cultural and transparency 40.00 / 47.00 outgoing owners and engagement, CEOS sabotaging transaction

In this episode, Kison interviews Armando Biondi, Co-founder and COO for AdEspresso. Biondi shares his personal experience on the AdEspresso and Hootsuite merger. They discuss selling, communication during the integration process, and negotiating.

In this episode, Kison interviews Ken Marlin, author of The Marine Corps Way to Win on Wall Street. Marlin has a very diverse background going from corporate development to CEO of a company to running an investment bank. They discuss advising buyers, business strategies, and setting clear business objectives.

In this episode, Kison interviews International Strategy and Business Optimization Specialist Abhik Jain. Together they talk through the differences between M&A, PE and investment banking, proprietary and auction deals, and Jain's personal advice on handling negotiations and transactions both from the sell side and the buy side.

This special episode of M&A Science is an audiobook written by Nitin Kumar, a Senior Managing Director at FTI Consulting, on the strategy of wargaming. In an era of disruption and uncertainty, developing and executing successful M&A transactions require new strategic approaches. Business wargaming is one such approach, significantly increasing overall M&A effectiveness by providing valuable foresight, stress-testing strategy and maximizing the potential for successful integration.   Authored by: Nitin Kumar Narrated by: Conor Mahood Produced by: Kison Patel

"Are you doing things that could be perceived negatively that would create a higher bar for that next acquisition? Those things can come back and haunt you" Scott Hile is an M&A professional with two decades of experience. He also teaches Entrepreneurial Law and Global Business Transactions in Clemson University's MBA Program.   0:00 - 5:05 Prioritizing investment and legal concerns during due diligence 5:00 - 8:40 Focusing on value drivers 8:40 - 10:50 Presenting risks to sellers 11:55 - 15:35 Legal team battles 15:35 - 17:00 Planning for integration during due diligence 17:00 - 19:05 Accounting for integration costs 19:05 - 25:25 International transaction challenges 25:25 - 32:41 Validating for cultural fit 32:41 - 38:30 Score-carding synergies 38:40-end The importance of patience

"This is the first time I've been acquired by a company that felt like it had a soul." That's what John Derusso was told after leading an integration. John is the Director of Corporate Development Integration with Cisco Systems and has been for the past four years.   0:00-0:10 John's background with Cisco and supply chain 0:13-2:12 Successful acquisitions 2:12-6:42 Retaining people 6:42-9:36 Big picture view of integration 9:36-13:30 Excitement and adrenaline in integration (step-by-step process) 13:30-20:21 Planning considerations, diligence, and key indicators of success   24:22-30:20 Taking care of customers   30:20-42:19 Complexity, decision-making, and communication   42:19-46:37 Degree of integration (depth and speed)   46:37-52:25 Difficult aspects of integration   52:25-End Lifetime lessons learned and key traits   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

Sean Peace has a captivating story to tell about selling and exiting an unprofitable business in a unique niche: a fintech startup dealing with entertainment in the Southeast. In 2013, he founded Royalty Exchange, an auction marketplace selling music royalty streams as memorabilia to the highest bidding fans. After two years and $100K in revenue, the company landed $2 million in venture capital financing to accelerate their growth – or so they thought.   0:20 – 2:22 Background on SongVest leading up to Royalty Exchange business idea 2:23 – 3:49 Formation of Royalty Exchange and running it for the first 2 years 3:50 – 6:41 Attracting first $2M venture capital injection and how funds were invested 6:42 – 11:10 Pivot point to switch marketing strategy when proven ineffective 12:06 – 16:50 Deciding to exit and splitting sale of company to two buyers 16:51 – 19:13 Finding buyers without hiring an advisor & paying down debts 19:14 – 25:17 Discussing deal surprises and lessons learned 25:18 – 27:01 Sean answering would he start another company and raise from VCs again   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

As former VP at Huron Capital, Mark Miller is very familiar with the start-to-finish private equity process. He's responsible for transaction teams involved in all aspects of deal sourcing, execution, and portfolio management. Mark has a wealth of experience executing deals on the buy side – managing due diligence, negotiating legal documents, setting the ultimate capital structure, and lining up financial documentation.   0:00 – 2:18 Summary of Mark's background 2:19 – 5:18 Worse thing that could happen during a deal 5:19 – 7:24 Steps to first start planning for an exit 7:25 – 11:14 Setting up strategic initiatives from Day 1 11:15 – 18:49 Selecting advisors for the deal 18:50 – 25:24 Sanity checking valuations 25:25 – 28:02 Where advisors differentiate themselves / customizing their process & outreach 28:03 – 32:45 The important of valuations and certainty to close 32:46 – 35:33 Buyer engagement and deal rooms 35:34 – 37:07 Post-closing transactual obligations 37:08 – 39:43 Biggest challenges of process 39:44 – 42:25 Unburdening management team 42:26 - 46:50 Most important lessons learned 46:51 - 51:43 Tackling deal hiccups, touch decisions, and sell vs. hold scenarios 51:44 – 52:56 Considerations for future process improvements     M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

As a professional with 29 years' experience in M&A corporate development, financial operations, and management, Paul Tennola, CFO of Paynet, is an expert when it comes to M&A. In addition to his experience with Paynet, Paul has worked with TransUnion, Wolters Kluwer, and SunGard. He has looked at over 1000 companies, successfully leading and closing more than 50 transactions. He believes M&A is a great way to augment growth. 0:00-1:10 Paul's experience with Paynet, TransUnion, Wolters Kluwer, and SunGard 1:10-7:00 Bolt-on transactions versus platform transactions 7:00-10:30 Synergies: Financial/revenue and operational 10:30-14:05 Cultural fit and workarounds 14:05-18:00 Negotiation and strategies 18:00-21:40 Top factors during diligence 21:40-28:10 Deals that fall apart and surprises during diligence 28:10-33:14 Post-closing surprises and PMI 33:14-37:33 International transactions 37:33-40:05 Biggest lessons learned   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

In 2005, Vamsi started his own company focused on data compliance for the pharmaceutical industry. His company provided technology to support clinical trials to the FDA. "I like to build companies, but I also like change. [After five years], I thought about selling the company and rolling it up into a publicly listed company." He sold it in 2010 and moved to India to pursue new opportunities. While the sale was smooth, there were numerous post-sale challenges. "They basically ran down the company within 18 months."   0:00 – 4:03 Vamsi's background at Deloitte, Pfizer, Merrill Lynch 4:04 – 6:27 Acquiring Clinovo (how found and why chose over others) 6:28 – 9:24 Due diligence process as a buyer 9:25 – 11:24 Issues that came up during diligence process 11:25 – 13:39 Working with the investment banker 13:40 – 14:19 Interaction with seller prior to closing 14:20 – 19:19 Challenges with integration 19:20 – 21:55 Lessons learned and post-closing challenges 21:56 – 23:05 Lessons from the sell side 23:06 – 23:38 What's on the horizon   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

Greg DellaFranco is currently a Senior Manager of Corporate Development at Deloitte Consulting. Prior to joining Deloitte, he served as Director of Corporate Development at KPMG. When combined with 16 years in corporate development, corporate strategy, new venture creation, and alliance roles at Accenture, Greg has valuable M&A insight to share.   0:48 – 1:43 Greg's background in corporate development 1:44 – 4:08 Differences in perspective between corp dev and private equity 3:21 – 6:13 Value proposition of selling to a strategic buyer 5:26 – 7:17 Transacting with businesses looking to exit 6:30 – 8:58 Key preparation for due diligence process 8:11 – 11:01 Top issues that frequently arise 10:14 – 16:42 Effectively managing the process 15:55 –  19:23 Deal breakers that pop up during due diligence 18:36 – 24:13 Greg's strategies for the integration process 23:26 – 28:04 Most challenging aspects of integration 27:17 – 34:15 Challenges and integrations gone wrong 33:28 – 37:37 Biggest lessons learned and the future of M&A   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

Jeremie originally started his career at Goldman Sachs and spent time in investment banking focused on equities, equity sales, and trading. He has experience on both sides of M&A, as an acquirer and "acquiree," and says the deals he has seen in the past 10 years – some successful, others not – have changed his perspective on M&A.   0:00 – 2:12 Jeremie's background in SaaS and investment banking 2:13 – 5:52 The value of focusing on giving in M&A transactions 5:53 – 11:40 Importance of pre-diligence diligence 11:41 - 14:12 Example of a deal not closed 14:13 – 15:50 Allocating resources and labor pool decisions 15:51 – 19:14 Advantages of quick integration 19:15 – 25:29 Painful lessons 25:30 – 30:57 How to use advisors 30:58 – 36: 11 How to pick a banker 36:12 – 41:33 Differences and clashes in culture 41:34 – 46:27 Setting up a deal framework 46:28 – 51:05 Facilitating good communication 51:06 – 52:22 Importance of prioritization 52:23 – 54:54 Lessons learned   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

In this interview, we touch on a range of topics from how Scott handles hurdles to post-closing surprises, deal disasters to integration management, and ultimately, the keys to running a successful process. 00:00 - 00:40 Intro 00:40 - 04:25 Scott's corporate development background 04:25 - 06:36 Small vs large transactions 06:36 - 12:25 Diligence lessons learned 12:25 - 17:55 Walking away from deals 17:55 - 19:53 Post closing surprises 19:53 - 25:08 Bad deals 25:08 - 32:08 Post merger integration 32:08 - 36:26 Key lessons learned   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)

Andrew Jordan is a Principal at Riveron Consulting where he provides transaction advisory services. He's had his hand in mergers and acquisitions for the last 8 years and has incredible insight regarding quality of earnings (Q of E) and M&A deals. Show Notes: 0:00 – 0:47 Summary of Andrew's background 0:48 – 5:44 Advantages to sellers doing Quality of Earnings (Q of E) analysis 5:45 – 6:51 When to get buyers involved in process 6:52 – 9:51 Biggest challenge from financial accounting due diligence process 9:52 – 10:39 Particular strategies to overcome data challenges 10:40 – 19:19 Interesting and extreme expense item discoveries 19:20 – 25:38 Evaluating Q of E adjustments 25:39 – 26:30 How see diligence process evolving 26:31 – 27:27 Assuring proper controls, both in and outside of Q of E analysis 27:28 – 32:03 Key lessons learned   M&A Science by Kison Patel (kison@dealroom.net) DealRoom: Data Science and AI for M&A (www.dealroom.net)