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January 16, 2020

Andrew J. Goldberg: Why A ‘Pre-Mortem’ Is A Useful Tool In Dealmaking

When you think about everything that can go wrong in a deal, it gives you a better chance at doing it right, says Andrew J. Goldberg....

By Mark Scott

January 10, 2020

How HBM Works With CEOs To Spur Growth

Andrew Fulford discusses HBM Holdings' expectations for operators and their role in dealmaking....

By Adam Burroughs

January 9, 2020

Americaneagle.com’s Michael Svanascini: When Customer Acquisition Wins Out Over Cultural Fit

While cultural fit is often critical to achieving a successful acquisition, it’s not mandatory, says Americaneagle.com’s Michael Svanascini....

By Mark Scott

January 9, 2020

Rick Busby: Acquisition Gives The Rogers Co. A Foothold On The West Coast

When you take the long view in a deal negotiation, you often come out ahead, says The Rogers Co.’s Risk Busby....

By Mark Scott

January 9, 2020

Baker Tilly’s Fred Massanova on not getting derailed by deal pace

Faster deal pace has led to shorter diligence processes at a time when that process has become more demanding. Baker Tilly's Fred Massanova offers a some advice for staying on track when buying a business....

By Adam Burroughs

January 7, 2020

MSA develops a better integration formula

Until a decade ago, MSA Safety hadn’t been very successful with its acquisitions. But that changed when the safety equipment manufacturer started taking an intentional approach to integration that's spearheaded by the right deal quarterback....

By Jayne Gest

January 2, 2020

John Cerasuolo turns ADS Security into the brand sellers can trust

The ADS Security CEO provides an inside look at the company's deal process, from the work of the internal team to how the company markets itself to potential sellers....

By Adam Burroughs

December 18, 2019

Hawthorne’s Katy Wiles: With the right process, buyers can minimize deal disruption

Katy Wiles has learned a thing or two about running an efficient deal process on the buy side. The lead attorney and legal adviser for Hawthorne Gardening Co., a wholly owned subsidiary of Scotts Miracle-Gro., shares her take on creating a core team and how deal processes should work....

By Jayne Gest

December 12, 2019

Roll-Kraft’s Sanjay Singh: Find Deal Opportunities That Fit What You Want To Achieve

Dealmaking is a big part of Sanjay Singh’s life, both at Roll-Kraft and through his family office....

By Mark Scott

December 11, 2019

Jonathan Meltzer on leadership as a deal cornerstone

Here's some of what Jonathan Meltzer looks for in a buy-side opportunity to assure him he’s making the right investment....

By Adam Burroughs

December 4, 2019

How A Mix Of Persistence, Patience And Discipline Got Kelvin Squires A Great Deal

Kelvin Squires really wanted to buy Center Line Electric, but he was willing to walk away from the deal if he didn't get what he needed....

By Mark Scott

December 2, 2019

Process Control's Bill Morgan offers an M&A education to owner-operators

The way Bill Morgan sees it, he’s an operator, not an M&A guy. But the truth is, he’s both....

By Adam Burroughs

November 26, 2019

Target Data’s Ross Shelleman: Are You Ready To Make A Deal?

Before you get into a deal, you need to figure out if you have a willing seller, says Target Data’s Ross Shelleman....

By Mark Scott

November 26, 2019

Hyland's Bill Priemer Uses A Methodical Approach To Identify M&A Targets

Hyland is a very acquisitive company, but it wasn’t always that way, says Bill Priemer, the software company’s president and CEO....

By Mark Scott

November 26, 2019

Hildred Capital Partners’ Andrew Goldman on creating connections and culture’s effect on deal price

Hildred Capital Partners' Andrew Goldman says investors and operators bring different experiences and perspectives to a relationship. And when the two come together and share their experiences through a productive dialogue, everyone benefits....

By Adam Burroughs

November 21, 2019

Fire-Dex’s Bill Burke: Acquisitions Provide Opportunities To Learn From Other Businesses

The four companies Fire-Dex has acquired in the past decade were good businesses. Bill Burke saw an opportunity to make them stellar....

By Mark Scott

November 19, 2019

Stadion Capital’s Michael Scott: You cannot outstructure a bad deal

When Michael Scott went out on his own in 2010, after more than 20 years of private equity and M&A experience, he knew there was no room for mistakes. That's why he looked for opportunities with a competitive advantage....

By Jayne Gest

November 14, 2019

Joseph D. Culley Jr. says post transaction, the clock is ticking on culture

Janney Montgomery Scott’s Joseph D. Culley Jr. says after a merger, companies need to quickly win on culture, otherwise your returns will suffer as people start to walk....

By Adam Burroughs

November 12, 2019

Falls’ Rob Falls: Merger With Wyse Provides Tools To Continue Growing, Evolving

Rob Falls needed to make an acquisition. When he found a peer in the Cleveland marketing industry who was looking to sell, he got to work negotiating a deal....

By Mark Scott

November 5, 2019

Confluence’s Mark Evans builds trust to gain backing to take over a larger company

Mark Evans has found transparency to be his most powerful tool when working with private equity owners. That's how he was able to convince his new PE firm to help Confluence buy the larger, publicly traded StatPro....

By Jayne Gest

November 1, 2019

It took some hard lessons for Bob Grote to learn the best way to acquire companies

Bob Grote has been CEO of Grote Co. for more than a decade, but even after five acquisitions, he has to guard against deal fever. Grote discusses deal challenges and lessons learned....

By Jayne Gest

October 30, 2019

Staffing Solutions’ SueAnn Naso: When Buying A Business, Take The Time To Do It Right

SueAnn Naso and Carmella Calta are good friends. But they still had to follow the proper steps when Calta sold her business, Staffing Solutions, to Naso....

By Mark Scott

October 30, 2019

Shore Capital Partners’ Justin Ishbia: Shared Vision Often Leads To Great Deal Opportunities

Shore Capital Partners's Justin Ishbia sees tremendous potential for growth at Akron, Ohio-based Main Street Gourmet....

By Mark Scott

October 21, 2019

Harry Cendrowski: Take Steps To Ensure You Have A Comprehensive M&A Strategy

Any time you rush into M&A activity, the likelihood is that you’re not going to do very well, says Harry Cendrowski....

By Mark Scott

October 15, 2019

MC Group’s Tim Eippert: Lack Of Customer Overlap Facilitates MC Group/Icon Merger

In dealmaking, you don’t grow just to double, says Tim Eippert. You want more. The CEO of MC Group explains how integration will play a key role in maximizing the benefits of its merger with Icon....

By Mark Scott

October 4, 2019

How TPC Training's Ty Field Sizes Up Acquisitions

Ty Field, brought in by Frontenac to build up TPC Training, talks about his approach to making acquisitions....

By Mark Scott

October 4, 2019

Key Deals Propel Gent Machine To Steady Growth

Rich Gent talks about two pivotal deals in Gent Machine Co.’s history that have set the business up for a bright future....

By Mark Scott

October 3, 2019

Safelite's Tom Feeney: Speed, Focus Are Keys To Integration

After 100 deals during his time at Safelite, the CEO says he may have slowed the number of acquisitions, but he won't slow the pace of integrating the companies he does buy....

By Jayne Gest

September 27, 2019

How DNS Capital Finds The Right Deals

DNS Capital's Elizabeth Browne talks about the importance of good management and the challenges of finding the right company in which to invest....

By Mark Scott

September 27, 2019

Seasoned Operator Gerry Giudici On How To Achieve Synergies Through Acquisitions

Seasoned operating partner Gerry Giudici shares some of the key factors to consider when looking to achieve synergies through M&A....

By Mark Scott

September 27, 2019

Pitfalls And Best Practices For A Successful Acquisition

S&T Bank's Brian Dobis shares his perspective on three pitfalls and best practices when acquiring companies....

By Jayne Gest

September 20, 2019

Gregory Cessna On Why Due Diligence Drives Post-Deal Synergies

The CEO of Consumer Fresh Produce says the work that’s done before the deal paperwork is signed is often the most critical to long-term success....

By Jayne Gest

September 11, 2019

How Chuck Mattera Transformed II-VI With Acquisitions

Since Chuck Mattera joined II-VI Inc. in 2004, the manufacturer has completed more than 20 acquisitions. And he’s embarking on the largest deal yet as he works to close the acquisition of Finisar Corp. — a similar-sized company with annual revenues of $1.3 billion....

By Jayne Gest

September 6, 2019

Mark Kovacevich: Culture Is King In Acquisitions

For Improving's Mark Kovacevich, the critical component to acquisitions has always been culture. “If the culture doesn’t work, the transaction is just not [going to work],” he says....

By Jayne Gest

September 6, 2019

Before Buying, Consider Challenges As Well As Opportunities

Chris Gabrelcik always sees potential opportunities when looking to buy a company. But the CEO of Lubrication Specialties has to remind himself to bring a critical eye to the deal....

By Jayne Gest

August 23, 2019

Park Place's Entuity Deal Marks Shifting Strategy

On his way to shifting Park Place Technologies' M&A strategy with a tricky deal to buy Britain's Entuity, Chris Adams takes a lesson from Microsoft’s Satya Nadella...

By Mark Scott

August 21, 2019

How Advanced Drainage Systems Fast-Tracked Infiltrator Acquisition

CEO Scott Barbour grabbed the pole position, and never let his foot off the gas in his bid to close the $1 billion deal....

By Jayne Gest

August 16, 2019

Buying a business? Better have a plan

Companies preparing themselves for their first acquisition might appreciate Don Caldwell’s advice: “The plan comes first.”...

By Adam Burroughs

July 30, 2019

Windsor Industrial's David Costa: Buyers Should Always Be Closing

David Costa prefers to move fast when making acquisitions, moving form LOI to purchase agreement within 10 days. It’s an approach built out of hard lessons learned putting in the time and effort and walking away without a deal....

By Mark Scott

July 26, 2019

Harry Cendrowski: Due Diligence Critical To Successful Acquisitions

Harry Cendrowski, founding member and managing director at Cendrowski Corporate Advisors, discusses the evolving approach to due diligence in dealmaking....

By Mark Scott

July 25, 2019

Kassel Equity Shifts Buying From Properties To Businesses

After cutting his teeth on real estate investing, Kassel Equity found it could create more value in buying businesses than properties, says Managing Partner Brett Motherwell....

By Jayne Gest

July 19, 2019

How To Leverage Your Banker, Even Without Using Debt

Wes Gillespie, ErieBank’s regional president for the Cleveland market, talks about the bank’s role in the acquisitions process and how lenders can be a valuable M&A partner, even if you’re not using debt to finance your acquisition....

By Mark Scott

July 17, 2019

IPEG Industrial: Lessons from a strategic mid-market buyer

John Erkert has helped IPEG Industrial Group buy three industrial companies and sell another over the course of six years to build a global business in the plastics-processing, waste recycling and industrial heat-transfer markets....

By Jayne Gest

July 12, 2019

Analytics, Not Your Gut, Are Best Judge Of Management

To figure out who’s the right fit for post-acquisition management, Tim Kardish relies not on gut instinct, but contemporary tools designed to assess the skillset, expertise and adaptability of the leadership team....

By Adam Burroughs

July 2, 2019

Buying in a frenzied market

PNC Mezzanine Capital's Doug Brosius Brosius shares his insights into what is driving these high valuations and how they are impacting his approach to deals....

By Jayne Gest

July 1, 2019

H. Jack’s Plumbing’s John Langer: Culture Is Key In Service Acquisitions

H. Jack’s Plumbing President John Langer talks about the role acquisitions can play in helping companies in the service industry maintain their reputation for top-notch customer satisfaction....

By Mark Scott

June 28, 2019

Guaranteed Rate’s Victor Ciardelli: Don't Panic When A Deal Goes Bad

Guaranteed Rate founder Victor Ciardelli talks about the steps he takes to avoid difficult acquisitions and the important role culture plays in determining the success of a deal....

By Mark Scott

June 20, 2019

James Tolston’s handshake deal pays off big

How the Detroit entrepreneur took a handshake deal to build North American Assemblies and then buy it from 14 stockholders — 13 of whom didn't want to sell....

By Jayne Gest

June 7, 2019

Cars.com Keeps An Open Mind When It Comes To M&A

Chief Strategy Officer Matthew Gold talks about the company’s M&A strategy and some of the challenges that come up in the effort to get deals done....

By Mark Scott

May 31, 2019

Hyland's acquisition strategy fuels march to $1B in sales

CEO Bill Priemer and M&A chief Justin Torkelson talk about the software company’s acquisition strategy and the role dealmaking has played in putting Hyland on the cusp of being a $1 billion business....

By Mark Scott