Over many years we’ve learned how easy it is start a financial offering and even to get a “Letter of Intent” for a deal, but going beyond an “LOI” and getting a transaction closed is a daunting task, one requiring significant expertise to guide all the interested parties to the closing table. This has to be done well (in a timely way) because the consequences are material – success means jobs are created, millions or billions of dollars of value is unlocked and lives changed. But there’s a thousand ways to fail in getting a deal done, and failure can permanently alter the direction of an enterprise.
To this day, most advisory firms follow the same playbook – one which was created in the 1970’s. Common practice is to quickly write a template deal book, distribute the offering as widely as possible, and hope it leads to a number of interested parties. In the best case, this kind of cattle-call is a huge drain to management resources and a deal rarely gets done, unless heavy discounts are involved. The numbers show that less than 30% of these processes are successful in creating a deal.
Our firm, launched in 2010, was founded on a highly-evolved playbook. Using our Velocity framework, we run a clean, focused process to real buyers, and avoid shopping a deal to a broad market. This confidential process typically yields a group of highly curated targets. The result is a closed transaction rate in excess of 80%.