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A French industrial component manufacturer wanted to expand to the US:
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Sought to cross-sell existing clients and find new ones
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Had identified that Greenfield was likely too complicated / lengthy
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Seeking help in identifying, approaching and negotiating with potential acquisition targets
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SOLUTION
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Defining the criteria for acquisition search
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Initial discussion with management to define their goals
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Rapid market scan to understand drivers, dynamics and help refine their criteria
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Alignment on sequence and proxies to help inform those criteria
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Identified Potential Acquisition Candidates
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Developed comprehensive list of sources to inventory market participants
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Assembled a “long list” of 3000+ potential candidates
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For those, informed data around acquisition criteria to eliminate “false positive”, reducing the list to ~100
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Screened and Prioritized Candidates
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Direct outreach to the remaining companies
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Facilitated introductions to client and 15 site visits
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Led advanced discussions with three “finalists”
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Support to valuation, negotiation and closing with the preferred target
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OUTCOMES
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Transaction Completed
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Enabled client to establish foothold in the US
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Comprehensive database of market participants and hence pipeline of potential bolt-on acquisitions
