Key Factors on the Acquirer’s Side

There are several key factors on the acquirer’s side of a sale, most of which are necessary to achieve a successful closing. Just as a seller has to deal with quite a few factors, the acquirer must also. Some of the more important ones on the acquisition side are:

• Sufficient financial resources to complete the deal as specified.
• Depth of capable staff to run the existing business and also execute an acquisition at the same time.
• A rational approach to the type, size and geographic location of target companies.
• The willingness to “pay-up” for acquisitions such as 6x EBITDA and, if necessary, the willingness to pay 100% cash, whether the sale is one of assets or a stock transaction.
• Assuming the acquisition search generates satisfactory deal flow, a willingness to stay the course for 6 to 12 months in the search process.
• A confirmation by the board of directors of their commitment to complete a deal.
• A “point person” in the search process, preferably the CEO, CFO or Director of Development who is reachable on a daily basis to discuss relevant matters.
• Complete access to sales manager and others by the business intermediary to discuss suggestions of target companies.