Selling Yourself and Your Strategy to Merger Candidates

Selling Yourself and Your Strategy to Merger Candidates

The managing partner of a large firm asked me to investigate why his firm had lost out on acquisition of another law firm they had pursued quite vigorously.  He said, “I know we cannot win them all, but we seemed to click so well with those people, I just don’t understand.”  He was very frustrated.

The managing partner said the message he received from his counterpart at the candidate firm was cordial and polite. But he just felt that there was something else that he might learn about their approach, process and focus that might help in future acquisition scenarios.  He asked if I might be willing to meet with his counterpart at the candidate firm to gain an objective debriefing with the goal of helping them with future acquisitions.  His final comment was “It is just too expensive to lose deals like this.  We invest an enormous amount of resources.”

Download the complete article to read more...