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Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure

Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure

by Ian Smith | Mar 16, 2023 | Acquisitions

The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that...
Essential Strategic Input For Management – Meet An Investment Bank

Essential Strategic Input For Management – Meet An Investment Bank

by Ian Smith | Dec 5, 2016 | Grooming For Sale

We are currently organizing a series of meetings involving some of our clients and some of the top investment banks in Boston. Let me explain what we are getting out of these meetings. But first a little history lesson. Having worked in the investment banking...

What Your Investment Bank Can’t Do For Your Exit

by Ian Smith | Nov 17, 2013 | Exiting your business

  I built two investment banks in London both focused at small to mid-market transactions, working approximately, in the $10m to $100m deal range. Prior to that I helped turnaround a division of Thomson Reuters in the 80s and led the disposal project to Reed, for...

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The Acquirer

  • Lessons for Owners – Refreshing Your Operating Model

    Lessons for Owners – Refreshing Your Operating Model

    February 6, 2026
    McKinsey published an article in August last year titled “How to get your operating model back on track”. So, I’d …Read More »
  • Lesson for Owners – Legacy Product Dependency

    Lesson for Owners – Legacy Product Dependency

    January 26, 2026
    As promised, over the coming months we will be posting various aspects on how buyers think. What motivates an acquirer? …Read More »
  • Lessons for Owners – Customer Dependency

    Lessons for Owners – Customer Dependency

    January 16, 2026
    As promised, over the coming months we will be posting various aspects on how buyers think. What motivates an acquirer? …Read More »

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