Case Study: Unsolicited Buyer
Entering into one-on-one negotiations is rarely a good idea. Your industry’s biggest companies have acquisition experts who do nothing but buy out smaller firms all day, every day. They know how to say the right words, gain your trust, and then convince you you’re getting a good deal.
Our clients knew they needed someone to represent their best interests in this one-time opportunity. We knew that meant bringing additional buyers to the table. We had to move quickly to generate new interest and create a confidential and competitive auction environment, without losing the key industry player they already had.
NEGOTIATE WITH LEVERAGE
We generated five additional Letters of Intent, in addition to the initial buyer. Now, as we went through the rounds of counter offers, our clients could negotiate from a position of power.
RESULTS: THE VALUE OF OPTIONS
The aggressive timeline paid off. We were at the closing table just 2 months and 25 days after engagement. That top industry player—the one who made the initial inquiry—stayed with us through the whole process. But in the end, they were not the successful buyer.
The final purchase price came in at 23% above the initial unsolicited offer. That’s money our clients would have left on the table had they decided to go it alone.