Original Articles
Communicating Value Expectations to a Buyer
In many negotiations, there comes a point where a buyer will request guidance as to the seller's expectations for the value and structure of a transaction. Sellers must appropriately assess the situation and determine if, and what, guidance may be appropriate. Communicating Value provides useful guidance for a management and board to consider when faced with this situation.
Awakening the Giant: Arousing Strategic Interest from Medtech Acquirors
The situation is all too common. MedTech Co is in the commercial stage or late development stage of a new product, and the board wishes to evaluate a potential strategic transaction – but no real interest has been expressed by potential buyers. What to do? How does one “Awaken the Giant”? This article provides detailed guidance on a proven methodology to plan a process, approach potential partners and arouse interest that may lead to an successful transaction.
Estimating Value from a Strategic Buyer's Perspective
In planning for or negotiating a strategic sale transaction, a Target is eventually faced with the question of "What am I worth"? An excellent approach to address this question is to analyze value from the Buyer's perspective. Based on our experience working with both Buyers and Targets, the article provides insight into how strategic Buyers approach valuation. The article also provides a useful approach and a framework for assumptions for a Target to analyze this value and improve their ability to negotiate the most important part of any transaction.
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