The most successful transactions are those that surface the outlier, that one acquirer or investor who sees more value in a business than does any other. Surfacing that outlier requires a combination of identifying the right potential buyers at the outset and creating competitive tension between those buyers. An essential part of identifying the best buyers for your business is understanding how each of those buyers sees value and assessing the likelihood that they can close a transaction. While every acquirer is unique, each will fall into one of two broad categories:
- Strategic acquirers
- Financial acquirers
This white paper describes some key distinctions between these groups, how they determine value and strategies for assessing and approaching each.