What does an M&A intermediary really do when a Canadian business is being sold? This podcast goes beyond the common idea that an intermediary simply finds buyers and explores their role as the quarterback of the entire sell-side process. From preparation and positioning to confidentiality, buyer outreach, negotiation, and closing, the discussion explains how an experienced intermediary brings the different parts of a complex transaction together.
The podcast covers the many disciplines involved in a successful sale, including Quality of Earnings, normalized EBITDA, financial reporting, corporate housekeeping, tax planning, wealth management, virtual data rooms, buyer qualification, confidentiality, and competitive bidding. It also explains how the intermediary works alongside accountants, lawyers, tax advisors, and wealth managers, ensuring each specialist is working toward the same commercial objective while the owner remains focused on running the business.
Most importantly, this episode explains why an intermediary's value is not measured simply by the number of buyers they introduce. Their real value comes from creating leverage, managing risk, protecting confidentiality, coordinating the advisory team, negotiating the economics beyond headline price, and keeping the transaction on track through closing and beyond. For Canadian owners preparing for an exit, understanding this role can make the difference between simply completing a sale and selling well. Explore more insights, guides, and resources at www.Shaughnessy.Group
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