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Short pieces on the questions that come up repeatedly in mandates. No predictions, no thought leadership, and nothing we have not actually had to work through for a client.
Owners prepare for the negotiation and are ambushed by diligence. The questions are predictable, the documents are not, and the gap between the two is where most value quietly leaks out of a deal.
Read the pieceThe number is rarely the problem. The structure behind it usually is, and by the time anyone reads the schedules the leverage has already moved.
Three assumptions do most of the work in any valuation. Here is how to find them and what to ask once you have.
Most spend reviews start with platforms. Starting with contribution per product line changes which platforms are even eligible.
Companies rarely suffer from missing software. They suffer from software that does not know the other software exists.
Shared language does not mean shared buying behaviour, and procurement is almost never the same. What transfers and what does not.
Perfect attribution does not exist. A single agreed measure that everyone understands beats six dashboards nobody trusts.
The best acquisitions are rarely on a list. Buy-side search is mostly patience and a credible reason to pick up the phone.
Automation applied to a broken process produces a faster broken process. The sequence matters more than the tooling.
Nothing filed under that yet.
No schedule and no newsletter cadence. If a mandate teaches us something transferable, it goes out. Otherwise your inbox stays quiet.
If one of these is your situation, the conversation will get you further than the article.