Why Industry Specialization is Essential
…IN THE LOWER MIDDLE MARKET M&A
Deep understanding of the industry and the business allows for customized pitch and greater ability to anticipate questions, objections, and problems
For companies with revenues below $50 million there is a very large universe of potential buyers that only a specialized advisor can effectively cover
Many new buyers approach us regularly to register their criteria and inquire about opportunities; they know that we represent IT companies
Confidentiality: ongoing relationships with potential buyers allow to probe for interest without disclosing the clients’ identity or too much information
Market knowledge means being familiar with strategic and financial buyers and their goals and activities, and leads to better timing
Productivity: we do not start from scratch when the assignment starts. More than twenty years of research and experience cannot be matched in a few weeks