Chapter 11
Arranging Meetings Between Buyer and Seller
IN THIS CHAPTER
Exploring the benefits of face-to-face meetings
Organizing a management meeting
Getting ready for a facility tour
Gauging the effectiveness of a meeting
Nestled comfortably between the indication of interest (IOI) and the letter of intent (LOI) (see Chapter 8 if you need a refresher on those terms), are meetings between buyer and seller. These meetings are often management meetings or management presentations.
After the buyer has reviewed the confidential information memorandum (CIM) (again, see Chapter 8 if you need a refresher) and submitted an indication of interest, the next step is to meet with the seller’s key management team and/or ownership. The management meeting (run by the seller) provides a financial update (and any other pertinent updates) and allows a prospective buyer to interact with the seller. It may even include a tour of the facility. Think of it as M&A dating.
In this chapter, I introduce you to meetings and more meetings — all kinds of meetings, in fact.
Recognizing the Importance of Meeting ...
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