60 Finance Monthly. Tr ans ac t i on Repor t s results. We prepare the ground so that the seeds that are thrown into it will bear fruit stronger and faster. The multidisciplinary skills and diverse experience of the team are key to develop this kind of project. Dozens of professionals, lawyers, accountants and business advisors joined forces to help the owner of the business to plan, then to execute the plan, and to make some of the biggest decisions in a founder’s life: when to pursue an M&A deal, who to partner with and how to make that happen the best way possible. How did you work with KLA Advogados to ensure satisfactory completion of the acquisition for all parties concerned? An M&A advisor is of great importance for both sides of the deal, in that they are able to leave everyone feeling satisfied long after day one. Before turning to a new chapter of the business owners’ lives by completing an M&A transaction, both parties need to be certain about what they are getting into. Surprises are no good and without proper advice there will be many of them. An industry executive is most likely not used to signing M&A deals on a daily basis, and they are not straightforward. On the other hand, an M&A advisor understands deeply not only what is said and negotiated, but more importantly knows those essential things that may not have been mentioned. An M&A may be more complex than a marriage, both to get in and out, so you really want to understand the implications of each and every decision made along the deal. There is so much extra synergy and so many benefits that may be collected from an M&A when two good advisors step in. We were very glad to interact again with KLA in this transaction and were happy to deliver our clients a smooth negotiation and competition of the deal. When both advisors defend their client’s interests with zeal and rationality, admiration and mutual respect are built. Did you encounter any challenges during the course of this transaction? Every transaction presents a different context. There are expectations to be met on both sides that are particular to each person, each company and each specific business. So even if we are already used to a client or an industry, one of the virtues of a good advisor is being open to identifying and addressing these particular situations. Once the advisory is performed with empathy, deep technical knowledge, ethics and respect, the challenges do not become problems, but only puzzles to be solved. At the end of the day, in an M&A deal, the parties that are on different sides of the table throughout the negotiation become one side soon afterwards, so a challenge for the other party is a challenge for our client as well. The key is to always pursue a deal that is truly good for everyone. How did you overcome them? With empathy, deep technical knowledge, ethics and respect. Having a pro-solution attitude is the way to solve any challenge What is most important to keep in mind during stake purchases of this sort? There are so many things to keep in mind at each step of a transaction. You should start by understanding your market and having a comprehensive view of your business from an outside perspective, not just as an owner. If you plan to sell a stake in your business, start to look at it as a purchaser would. You also need to gain a certain amount of knowledge about how M&A deals actually work to get your expectations levelled, and you should look for both fellow business owners who have done a similar deal, but also a goodM&A advisor that you find trustworthy. Remember that your fellow owner’s experience might be a good benchmark, but that might have been a different deal in a completely dissimilar context than the ones you might face. You need someone you can trust on your side, and who knows what he/she is doing. If you have those things in mind, you will probably become aware of all the others – and they will be many.
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