36 percent of middle market companies struggle to find the right partner when it comes to pursuing deals. Most acquirers begin their search by looking at a list of for-sale companies only to come away from the process empty-handed and disappointed. Many for-sale companies are on the chopping block for a reason. They may be […]

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Does this sound familiar? You want to grow through acquisitions, but there are no good companies to acquire. While it may seem like there are absolutely zero acquisition prospects, usually that is not the case. Many companies struggle to find acquisition prospects because they are focusing on only on industry partners, suppliers, or competitors they […]

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Not finding the right company to acquire is the top challenge for middle market companies seeking to grow through mergers and acquisitions. According to Capstone’s survey of middle market executives, 28% noted lack of suitable companies as the strongest reason for not considering acquisitions as a tool for growth. Finding the right company to acquire […]

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Finding a list of companies to acquire is exciting! You start thinking about all the possibilities and how the deal will grow your business exponentially. But before you move forward with any of these candidates, take a step back and make sure you are looking at companies in the right markets. What are the “right […]

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How many companies do you need to look at to do a deal? This is a common question we get from clients. Experience tells us you need to look at about 100 companies in order to execute one deal. That doesn’t mean you go through formal due diligence with 100 companies, but you do need […]

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When contacting an owner about acquisitions, don’t be surprised to hear “no.” Most owners, when asked about selling their “not-for-sale” business will automatically refuse simply because it’s unexpected. Remember, for an owner focused on running the day-to-day operations of his business, this offer is coming out of the blue. There are, of course, a number of […]

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How can you tell a good company from a bad company? A lot of CEOs say that they trust their gut when it comes to acquisition targets, but unfortunately instincts and opinions aren’t enough. We need facts and metrics. We need real tools to generate quantifiable data about the companies we’re considering. M&A is a massive […]

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Finding the right partner is a crucial component of successful mergers and acquisitions and pursuing a deal with the wrong company can be a costly mistake. We’ve all seen the headlines of major mergers and acquisitions that have fallen apart at some point along the deal – whether it’s before the transaction closes or during integration. […]

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Strategic mergers and acquisitions can be a powerful tool for growing your CUSO, but much of your success depends on finding the right partner. How can you identify the right partner for growth? The best way to begin your search is to identify the ideal markets in which to grow your organization. Once you have […]

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Sometimes an acquisition that looked promising turns out to be less than ideal as you get closer to finalizing the deal. The question becomes: Should we proceed or should we back out? Join me for our new M&A Express videocast, “When to Walk Away,” on May 13th. M&A Express is new, complimentary resource for middle market […]

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How do you go about finding companies to buy? Do you begin your search by contacting a list of usual suspects? Rather than falling back on the usual suspects, consider using a truly strategic approach to finding the right company to buy. A demand-driven approach to picking acquisition targets will help increase your chances of successful M&A. […]

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When you’re pursuing an acquisition, making meaningful connections with the right people at the right companies can be challenging. Who is the right person to contact? How can you go about contacting them? And once you do get in contact, what do you talk about to capture their interest? These questions are I frequently hear […]

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Learn how to find the best companies for acquisition in Capstone’s webinar on November 20. For over twenty years I’ve helped clients pick top-notch companies using a unique demand-driven approach. It begins with formulating a strategy and using research to select the top markets for growth.  Then, we search for the companies that meet your […]

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“Insanity,” Albert Einstein said, “is doing the same thing over and over again and expecting a different result.” An executive once told me he unsuccessfully had been trying to grow his company through acquisition for the past five years. For one reason or another, the acquisition candidates brought to him weren’t right. Either they didn’t […]

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Buying a company is not like buying a car where you walk away and never see the seller again. In many cases, it is more like buying an automobile with the seller thrown in. Especially for strategic acquirers, key employees from both buyer and seller are likely to work alongside one another in the newly […]

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“Keep your pipeline full,” I often tell clients when speaking about their acquisition prospects. By this I mean that in pursuing M&A you should research 75 to 100 companies. That’s a lot of companies and research, which of course you must record in an appropriate manner. How can you keep track of all your data? […]

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Many executives engaged in M&A believe in creating a long list of acquisition prospects. However, the goal of your M&A process should be to find the right companies. Obviously, it’s good to fill your pipeline with prospects, but you want to be sure these prospects match your strategic criteria. What good is a long list […]

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By John Dearing, Managing Director McKinsey & Company recently published an article on using M&A as a tool to give your company a competitive advantage. The article addresses some key aspects of M&A we find important at Capstone. You should develop your strategy first when approaching M&A and always have a full pipeline of acquisition […]

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Acquiring the right company is the key to acquisition success. Your target should fit into your company’s overall strategic vision and add value to your business. To determine what this company looks like and to find it, develop prospect criteria. Keeping in mind your business strategy, sit down with your acquisition team and write your […]

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As I head off to celebrate July 4th with my family and friends, I’m reminded of what we call “brother-in-law” companies.  In some ways, the close relationship between family members can resemble the relationship between a buyer and an acquisition prospect. These “brother-in-law companies” are prospects that a CEO believes are a great deal because […]

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