Negotiation is a critical skill, especially in mergers and acquisitions where negotiating involves more than forcing the other party to agree to your terms. Experienced M&A negotiators understand the importance of the human factor. In acquisitions, negotiations are not about winning or losing, but bringing two sides to an agreement. This concept is extremely important […]

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Earlier this summer I had the opportunity to present an alumni webinar, “Grow or Die: Strategic Mergers & Acquisitions,” for the College of William and Mary Mason School of Business. I had a great time sharing my passion for company growth with my alma mater and fellow alumni.  Here is a behind-the-scenes picture of me […]

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Many people begin pursuing M&A by listing possible companies to buy. But there’s a far better approach when you’re planning an acquisition. While a prospect company may look exciting today, a closer inspection can reveal it is operating in a a shrinking market. If you’ve invested all your resources pursuing one company only to find […]

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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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Due diligence is about more than just looking for red flags and hammering the target for more and more information. Learn how to use due diligence to maximize the opportunity for success in your next acquisition. Join me for a webinar on “A New Thinking on Due Diligence.” Date: Thursday, May 21, 2015 Time: 1:00 […]

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What is the best way for your due diligence team to characterize the seller’s leadership and incorporate key leaders into the integration plan? Leadership is critical to M&A success (or failure). Last week we explored these themes in our new webinar, “Leadership Essentials for Successful M&A” led by Dr. J. Keith Dunbar. Keith’s groundbreaking research […]

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Mergers & acquisitions are a major strategy for corporate growth. Yet, they are an inherently risky undertaking for any business leader. Research studies indicate that up to 70% of such deals fail to meet stated objectives, and of those, 50% will destroy shareholder value. A number of the “softer” or human capital areas, such as […]

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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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There are many different ways to handle brand integration – whether it means discarding the target’s brand in favor of your own, keeping both brands, or creating a new one. Each strategy is valid, depending on your brand equity and strategic rationale for acquisition. Let’s look at a live example: In its $2.5 billion stock-for-stock […]

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Once you’ve closed the deal on a new acquisition, what do you do about the brand? Keep it as it is? Replace it with your brand? Create a hybrid? Something else…? The brand is one of the assets you acquire when you buy a company. It may be worth a lot. Or little. Or nothing. […]

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Capstone Managing Director and Georgetown Alumni (MBA ’96) John Dearing presented “Selecting the Best Market for Acquisition” for Georgetown Alumni Career Services on January 20. The webinar was the second in a four-part series by Capstone and the university on “Pursuing Mergers and Acquisitions.” John emphasized selecting the right markets before pursuing individual companies in […]

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The closing of a deal is the fruition of months — even years — of hard work. But closing is just the beginning of integrating a newly formed company. Combining companies is a major operation that requires skill, diligence and patience.  In fact, CEOs and executives often cite integration as one of the most challenging […]

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Have you considered all your options for growth? I have found that some leaders are limiting their potential for company growth because they fail to examine all the possible ways to achieve it. Some are stuck in copycat mode, constantly mimicking the strategies of their competitors and playing catch-up. Others struggle to come up with […]

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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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Are you looking for more ways to grow your business? Join our webinar with Mike Melo, President and CEO of ITA International, and learn how to use proactive, external growth to gain more business in any market. This webinar highlights ITA’s journey in developing a successful acquisition strategy and growth program using the Roadmap to […]

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Capstone again is teaming with Georgetown Alumni Career Services to present a series of webinars on growing through mergers and acquisitions. Capstone and Georgetown initially partnered in February when Capstone Managing Director John Dearing presented “Proactive Growth Through Acquisitions.” Due to the positive feedback from Georgetown alumni and their desire to learn more, John has […]

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John Dearing, Capstone’s managing director, presented a webinar on “How to Grow Your Business: Mergers and Acquisitions” on September 24 to a group of Bucknell students and alumni. Recognizing a rising interest in business growth and mergers and acquisitions, Bucknell Alumni Career Services invited John, a 1991 graduate, to share his expertise with his fellow […]

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I’m pleased to announce that Capstone will offer a brand new webinar this month on “Tax Considerations for Mergers & Acquisitions“ presented by guest host Alexander Lee, a partner at Paul Hastings who heads the firm’s transactional tax practice in the Los Angeles. I have worked with Alexander for many years and can tell you he […]

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Too many attempted acquisitions collapse before they are consummated. Don’t let this happen to you! Join our webinar and equip yourself to close the deal. Did you know that $390 billion worth of deals have been withdrawn in 2014? After months of preparation these acquisitions fell apart, post letter of intent. Rather than scare you […]

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You can increase your chances for successful acquisition by using functional due diligence to evaluate a prospect. This means actively involving leaders of the key functions of your organization: functional leaders from sales and marketing, finance, operations, IT, etc. There are several benefits to involving functional leaders in the due diligence process.  Each leader has […]

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