Best Practices for Responding to Inbound M&A Solicitations
Every day, business owners are approached by third parties interested in buying their business, as well as brokers claiming to represent buyers. These buyers could be individuals, direct competitors, or private equity groups.
Even if you have never considered selling your business, with today’s valuations at an all-time high, the thought might seem enticing. But how do you know if engaging with these prospects is the right decision for your business?
- The various types of buyers and their motivations
- How to determine if entertaining an offer is the right decision for your business
- What not to do when responding to offers
- Matching your desired outcome to the right type of buyer
Terry Fick, Managing Director & Co-founder
Corporate Finance Associates
Terry Fick is a seasoned M&A professional with 30 years experience and close to 100 closed transactions to his credit. Terry is a founder and Board member of Corporate Finance Associates Worldwide, the parent of CFA. CFA is a middle market Investment Banking firm with offices across the United States. He led the buyout of CFA from its owner in 1996 and was the Chairman in 2002. Terry has been honored as National Dealmaker of the Year numerous times and has been honored as only the second Chairman Emeritus title in the 60-year history of the firm.
Terry has thirty years of direct, middle market M&A experience and two more of indirect experience in acquisitions with an NYSE company. Since 1990, he has managed close to 100 M&A transactions from all sides. Since CFA represents both buyers and sellers on different assignments and often arranges the financing to complete transactions, he has a broad perspective from which to view the playing field.
Terry is the past President and current Board member of the local Chapter of the Association for Corporate Growth (ACG), the 10,000 member international association for corporate acquisition officers and Private Equity professionals. He has also served on the national Board of Directors. He is a founder of the ACG Capital Connection, which is now 13 regional annual events for Private Equity Groups to showcase their criteria and bragging rights to professionals in the industry. He is often invited to speak at national and regional events. He is also a Board member of AMAA, the Alliance of Mergers & Acquisition Advisors.
Terry started his M&A career on the acquisition team for ITEL, a NYSE firm involved in IT and equipment leasing. After that, he spent four years as a road warrior for an M&A firm based in California before coming to CFA. His (and CFA’s) focus is on M&A transactions in the $25 to $500 Million value range. He has a BBA from the University of Alabama, is licensed by FINRA (securities licenses) and is a Texas Real Estate Broker. Visit Website.