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From the seller’s motivations, to the perceived value of the product/service, to the fate of the employees, to the existence of bad debt – it’s extremely difficult for investment bankers to close any given deal given all the potential landmines. While some twists and turns may be unavoidable, the process of building a buyer’s list should be risk-free.
Over time, investment banking firms acquire a lot of information about buyers, and the clever ones transform that information into data points that are stored in the firm’s CRM software. When it comes time to craft a buyers list, those data points are invaluable. In this article, we explore three best practices for building the most reliable, strongest buyer’s lists.
Within each industry there are certain complexities that make the tracking and management of data more difficult. In the manufacturing industry, for example, it’s important to track inventory, project statuses, equipment and time sheets. In the real estate industry, on the other hand, connectivity to multiple listing service (MLS) is a must-have. In the world of private equity and investment banking, a completely different set of capabilities is necessary in order to effectively record and leverage data day-to-day.
The supply of privately-owned, family-backed or well-performing businesses in the United States is grossly outnumbered by the demand for such assets. This dry powder, in combination with the fragmentation of lower middle and middle market buyer types, has caused complications for investment bankers and M&A advisors who sit squarely in the middle of the dealmaking process.