Category

Mergers and Acquisitions

M&A Part III – Getting Bought vs. Selling

Perhaps I’m stating the obvious, but one thing that I’ve noticed over the years (and have talked about extensively, particularly with Brad who very much shares this view) is that it’s much easier to have a company get bought than it is to sell a company. Getting bought means that someone comes to you. Selling…

Making your threats real

I wrote a post about a month a go in my M&A series about drawing lines in the sand (see the original post here).  In it I argued that people negotiating m&adeals are too quick to dig in and make statements that they can’t/don’t intend to back up.  I was reading Ben’s blog today –…

Another one bites the dust

By now everyone has heard that Sun has agreed to acquire Colorado based storage company StorageTek. The press release was pretty ubiquitous, but if you haven’t checked out the presentation that accompanied it, it’s wroth skimming through here. Good for Sun . . . good for StorageTek . . . bla bla shareholders . ….

M&A Part II – A few thoughts on negotiating skills

This is the second in a series of posts on the art of mergers and acquisitions. See the first post in the series here. I think the most important part of being an effective negotiator is not being a persuasive talker (although that is a skill that is helpful) – but rather being a very…

Who Buys Venture Backed Companies

Ernst and Young puts out a quarterly report on the VC industry.  It’s full of fantastic data (from their VentureOne group).  I just got my book today and am still sorting through it – I’ll put up a post soon with some of the take-aways. Something that struck me right away was the list of…

M&A Part I – Lines in the Sand

I’ve been involved in executing mergers and acquisitions for a large part of my career. I’ve never stopped to count the number of deals I’ve been involved with, but would guess that the total is several hundred, with probably somewhere between 50 and 75 where I had primary responsibility for negotiating (the rest I was…