How to Source Deals and Build Your Pipeline | Jeremy Segal w/ Kison Patel

Corporate development teams are tasked with finding potential M&A targets.

And while that may sound fun and exciting, deals don’t just fall out of the sky. Any serious acquirer knows that inbound deals are not always the best way to get leads. Proactively sourcing deals is the best way to approach M&A.

In this episode of the M&A Science podcast, Jeremy Segal, EVP, Corporate Development at Progress, teaches us how to source deals and build a pipeline.

Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining our M&A Science Academy. Use code “podcast” on the sign-up page for a 30% discount, available on either monthly or annual plans. www.mascience.com/academy

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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at [email protected].

This episode is sponsored by DealRoom, the leading M&A lifecycle management platform. To see why the best in the industry use DealRoom, go to https://www.dealroom.net

BOOKMARKS

00:00 Intro
02:12 Background
02:47 How do you think through M&A strategy?
05:55 How does this strategy get socialized?
07:01 How do you get that alignment on strategy?
08:16 Who's in charge of sourcing deals?
09:37 How do you build your pipeline? Where do you start looking?
21:05 What does initial diligence look like before you decide that they are a good company for you?
24:21 How do you prioritize who to approach first?
25:51 What does that first conversation look like? What are the key things you cover?
28:08 Tips and tricks to get the right thinking and information to build a strong business case
30:25 What does a directly sourced deal look like?
35:25 How do you prioritize your pipeline?
36:59 How do you keep tabs on it? Do you have tools you're using to manage your pipeline?
38:36 Do you have a scoring system?
40:39 What are some tricks to building and creating a good healthy pipeline?
42:04 How do you convince them to sell their company?
46:05 How do you make sure you position to be that first phone call?
54:30 The craziest thing that Jeremy has seen in M&A

#mergersandacquisitions #mascience #pipeline #dealsourcing #diligence

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ABOUT M&A SCIENCE

M&A Science is the world’s first community resource for M&A tips, techniques, and strategies to achieve desired outcomes and better success. We bring you behind the scene stories, proven techniques, and key takeaways of real-life M&A deals. For more exclusive content from the industry's top experts, visit mascience.com