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The Business Magazine March 2024
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Getting deals done in a turbulent market

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Paul Stout

To overachieve market valuations, vendors need to spend time preparing a business for a sale (including the use of data analytics) and this is where we are able to drive significant strategic premiums for our clients, even those operating in lower profile sectors of the economy.

It also helps that our M&A team has strength in depth when negotiating challenges thrown up by diligence, in particular maintaining value from offer to completion, an area where considerable value can be lost.

There has been a noticeable shift from buyers to structure deals with an element of risk mitigation, normally through earn-outs.

While accepting a deal with a contingent element needs careful thought, if they are well structured and have appropriate over-achievement clauses, it does give the vendors opportunities to create significantly more consideration.

I expect to see more detailed diligence on acquisitions, with the rise of AI to support advisors to shine a light on the performance of a business beyond the financial accounting system, for example their CRMs and greater granularity on more modest sized operations.

On the flip side, these same tools can be used by vendors and their management teams to genuinely increase the valuation of the business ahead of an exit or investment rather than just preparing for sale (e.g. by addressing hygiene factors and future diligence information flow).

The costs of implementing are modest and our clients who have adopted them have gained considerable insight and a competitive advantage that will lead to a higher valuation in time.

PKF Francis Clark have a fully integrated transactions team who prides themselves on their high completion success rate and getting deals done.

Our approach is to take the time to listen to our clients to understand their objectives, identifying potential problems early and finding creative solutions to overcome any challenges a transaction may expose.

This approach protects value for our client and maximises the chances of a successful deal completion.

email [email protected] or call 07791 306938. 

PKF Deals Review

pkf-francisclark.co.uk

 


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