Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
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Content provided by Kison Patel. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kison Patel or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
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1 How AI is saving billions of years of human research time | Max Jaderberg 19:15
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LikedCan AI compress the years long research time of a PhD into seconds? Research scientist Max Jaderberg explores how “AI analogs” simulate real-world lab work with staggering speed and scale, unlocking new insights on protein folding and drug discovery. Drawing on his experience working on Isomorphic Labs' and Google DeepMind's AlphaFold 3 — an AI model for predicting the structure of molecules — Jaderberg explains how this new technology frees up researchers' time and resources to better understand the real, messy world and tackle the next frontiers of science, medicine and more. For a chance to give your own TED Talk, fill out the Idea Search Application: ted.com/ideasearch . Interested in learning more about upcoming TED events? Follow these links: TEDNext: ted.com/futureyou TEDAI Vienna: ted.com/ai-vienna Hosted on Acast. See acast.com/privacy for more information.…
Fixing Broken Companies Through Smart Deals with Marc Bell Part 2
Manage episode 487064040 series 1371086
Content provided by Kison Patel. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kison Patel or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Marc Bell, CEO of Marc Bell Capital
Marc Bell has taken 17 companies public, rebuilt distressed businesses, and invested across industries most wouldn’t dare touch. In this follow-up to Part 1, he’s back with sharp insights on what it really takes to run high-stakes deals—and survive them.
Marc and Kison cover everything from building a rock-solid diligence process to choosing between private equity and private credit. They get tactical about capital allocation strategy, reflect on the mistakes that shaped Marc’s approach today, and unpack how to lead during downturns—when optimism fades and character shows.
This episode is a masterclass in M&A realism. Whether you're planning your first minority recap or running a mature corp dev team, you'll walk away with fresh perspective—and a few war stories that’ll stick with you.
Things you will learn:
The tradeoffs between debt and equity—and when to choose either
Why the wrong private equity partner can cost more than capital
How to lead through setbacks and build people-first organizations
________________________
Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ________________________
Episode Chapters
03:00 – How to run smarter diligence
04:30 – Building the business case
06:30 – Avoiding deal surprises
07:00 – Culture as a value lever
09:30 – Capital allocation 101
11:30 – Vetting PE partners
15:30 – Why Marc avoids public markets
18:30 – Structuring around IRR and risk
20:30 – Real estate timing and opportunity
22:00 – Leading through failure
24:00 – Solving real problems with hospitality
25:30 – The cost of bad partners
Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.
375 episodes
ShareManage episode 487064040 series 1371086
Content provided by Kison Patel. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kison Patel or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Marc Bell, CEO of Marc Bell Capital
Marc Bell has taken 17 companies public, rebuilt distressed businesses, and invested across industries most wouldn’t dare touch. In this follow-up to Part 1, he’s back with sharp insights on what it really takes to run high-stakes deals—and survive them.
Marc and Kison cover everything from building a rock-solid diligence process to choosing between private equity and private credit. They get tactical about capital allocation strategy, reflect on the mistakes that shaped Marc’s approach today, and unpack how to lead during downturns—when optimism fades and character shows.
This episode is a masterclass in M&A realism. Whether you're planning your first minority recap or running a mature corp dev team, you'll walk away with fresh perspective—and a few war stories that’ll stick with you.
Things you will learn:
The tradeoffs between debt and equity—and when to choose either
Why the wrong private equity partner can cost more than capital
How to lead through setbacks and build people-first organizations
________________________
Sponsored by DealRoom—where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ________________________
Episode Chapters
03:00 – How to run smarter diligence
04:30 – Building the business case
06:30 – Avoiding deal surprises
07:00 – Culture as a value lever
09:30 – Capital allocation 101
11:30 – Vetting PE partners
15:30 – Why Marc avoids public markets
18:30 – Structuring around IRR and risk
20:30 – Real estate timing and opportunity
22:00 – Leading through failure
24:00 – Solving real problems with hospitality
25:30 – The cost of bad partners
Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.
375 episodes
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John Palusci, Former Vice President of Transformation and Strategic Finance, BAYADA In this episode of M&A Science, John Palusci, former Vice President of Transformation and Strategic Finance at BAYADA, joins Kison Patel to discuss how to build a repeatable, Buyer-Led M&A™ engine within a nonprofit structure. John walks through his journey from IT to finance to corporate development, detailing how he helped scale BAYADA’s deal strategy with a focus on long-term value, integration-led diligence, and mission alignment. He shares real lessons from joint ventures, cashless acquisitions, and how to avoid surprises in highly regulated industries like healthcare. Things you will learn: How to structure healthcare M&A for long-term mission alignment What a “conceptual pro forma” is and why it accelerates early deal screening How to manage integration risk in people-first, regulation-heavy industries ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters [00:01:00] John’s unconventional path from IT to M&A leadership [00:05:00] Running joint ventures with hospital systems [00:07:30] Third-party valuation in nonprofit deals [00:10:00] How BAYADA sourced and filtered deals [00:13:00] Key reasons to kill a healthcare deal early [00:16:00] How BAYADA transitioned from for-profit to nonprofit [00:22:30] Standardizing diligence with a conceptual pro forma [00:27:00] Managing talent transitions in home healthcare [00:34:00] Cashless deals: how they work and when they’re possible [00:38:30] Integration-led diligence and DealRoom’s role in execution Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 The Secrets to Sourcing Proprietary Deals in Private Equity with Ryan Gable 1:02:28
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Play Later Play Later Lists Like LikedRyan Gable, Managing Partner, BW Forsyth Partners Ryan discusses how his team uses a hybrid private equity model backed by Barry-Wehmiller to execute people-first, long-term acquisitions. With over 55 deals and zero exits, Forsyth has developed a sourcing and integration playbook that challenges traditional PE norms, focusing instead on trust, cultural alignment, and multi-decade value creation. Ryan breaks down how to build relationships that convert to proprietary deal flow, structure rollover equity with flexibility, and align seller incentives for lasting outcomes. Things you will learn: How to source proprietary deals by building trust with founders and prioritizing cultural fit Why Forsyth avoids traditional PE norms like over-leveraging and fixed exit timelines How they structure flexible equity rollovers and provide liquidity without needing to sell Episode Chapters: [00:02:00] From Investment Banking to Building Forsyth with Barry-Wehmiller [00:07:00] Why Barry-Wehmiller Created a New Investment Arm Instead of Scaling Internally [00:10:00] The Hybrid Equity Model: Strategic Backing + PE Agility [00:14:30] Rollover Equity and How Forsyth Structures Flexible Liquidity [00:23:30] From Auction Fatigue to Sourcing Proprietary Deals [00:26:00] How Forsyth Builds Trust With Sellers (And Wins Deals Off-Market) [00:31:00] Why Founders Should Think About Selling Before They’re Ready to Retire [00:41:00] Structuring Earnouts that Sellers Actually Want to Hit [00:49:00] The “Less is More” Approach to Post-Close Integration [00:56:00] The Future of M&A: Return Expectations, Capital Saturation, and Deal Discipline Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A…
1 Why Pendo Buys Startups (And It’s Not for Revenue) with Todd Olson 1:02:31
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Play Later Play Later Lists Like LikedTodd Olson , CEO and Co-founder, Pendo From buying startups to speed up roadmap execution to preserving founder autonomy post-close, Todd breaks down the real levers behind successful acquisitions. This episode dives into how Pendo thinks about M&A without a corporate development team, why it rarely buys for revenue, and how Todd’s team avoids common post-close integration mistakes by keeping culture, product, and people at the center. Things you will learn: Why speed and product alignment—not revenue—drive most of Pendo’s acquisitions The cost of delaying integration and how Todd learned to fix it How to retain founder energy post-acquisition without over-relying on cash ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters [00:04:30] – Taking a buyer-led approach from day one [00:05:30] – When is the right time to do M&A as a startup? [00:07:00] – The real reason behind Pendo’s first acquisition (spoiler: mobile gap) [00:10:30] – How the team visit to Tel Aviv sealed the deal [00:15:00] – Why preserving a legacy tech stack was a painful mistake [00:19:30] – Walking away from a $1M customer (and why it was worth it) [00:23:00] – Choosing smaller, simpler teams over “obvious” targets [00:27:30] – Why AI startups are attractive—but only with the right integration mindset [00:33:00] – Deal structures that actually retain entrepreneurs [00:50:00] – Post-close surprises, real value creation, and the “pink wash” trap Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas 43:41
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Play Later Play Later Lists Like LikedHarrison Thomas , Chief Growth Officer at Beacon Specialized Living Services, Inc. In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don’t miss this episode. Things you will learn: How to build a centralized M&A system across CRM, diligence, and integration Why Beacon embeds integration planning before close—and the real cost of waiting What it takes to acquire and integrate nonprofit healthcare organizations Episode Chapters [00:02:30] Using third-party compliance audits and chart reviews in diligence [00:06:00] Evolving the deal process from relationship-building to IOI to close [00:12:00] Reducing diligence requests from 474 to 147 using DealRoom [00:14:00] Enforcing platform accountability for both internal teams and sellers [00:16:00] Managing deal fatigue and broker feedback in seller-heavy processes [00:21:00] Beacon’s shift from siloed M&A to One Beacon integration strategy [00:26:00] Running diligence and integration in parallel, starting pre-close [00:29:30] Valuation risks of integration backlog and how Beacon is addressing it [00:35:00] Centralizing the full M&A lifecycle—from CRM to integration—in one platform [0:41:00] How to approach acquiring nonprofit organizations (and why it’s worth it) _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Why Beacon Created an AI Committee for M&A with Harrison Thomas 33:16
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Play Later Play Later Lists Like LikedHarrison Thomas , Chief Growth Officer at Beacon Specialized Living Services, Inc. In Part 1 of our conversation with Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, we dive into how one of the largest providers of specialized behavioral health services is rethinking M&A using AI. Harrison shares why Beacon created a dedicated AI committee focused on improving every stage of the deal lifecycle—from sourcing to integration—and what tools and pilots they’re exploring right now. If you want a first-hand look at how AI is already changing M&A in healthcare services, this episode is for you. Things you will learn: Why creating an AI committee can accelerate innovation in M&A processes. How AI tools are being piloted to improve diligence, sourcing, and integration planning. Practical challenges and lessons learned when adopting AI in a complex, people-centric industry. ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters [00:02:00] Why Beacon formed an AI committee specifically for M&A [00:04:30] Early AI experiments and low-risk pilots to test use cases [00:07:00] How AI is enhancing diligence processes and data analysis [00:09:00] Approaching cultural adoption of AI tools across the deal team [00:11:30] Evaluating vendor solutions vs. building AI tools in-house [00:14:00] Tracking ROI on AI adoption in the M&A process [00:16:00] Ethical considerations and privacy concerns when using AI in healthcare M&A [00:19:00] Overcoming skepticism about AI among senior leadership [00:22:00] Key metrics Beacon is using to measure AI-driven efficiency [00:31:00] Lessons learned on aligning AI strategy with overall M&A goals Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 How to Break Into M&A: Lessons from Todd Manley Part 2 45:44
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Play Later Play Later Lists Like LikedTodd Manley , VP of Corporate Development Integration at Intel In Part 2 of our conversation with Todd Manley, VP of Corporate Development Integration at Intel, we unpack how professionals from diverse backgrounds can successfully break into M&A and what it takes to build and maintain high-performing deal teams. Todd shares tactical advice on networking, career transitions, team dynamics, and leadership traits he looks for when hiring M&A talent. Whether you’re early in your M&A career or looking to level up, this episode is packed with practical insights to help you navigate the world of dealmaking. Things You Will Learn: How to leverage networking inside and outside your company to break into M&A. Key characteristics and behaviors Todd looks for when hiring successful M&A professionals. Why being present and learning from your journey is critical to career growth in M&A. ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Your M&A process can so much faster... DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters: [00:02:00] Teaching leadership frameworks and practical skills at Santa Clara University [00:04:30] The power of intentional networking and early adoption of LinkedIn [00:06:00] Rebuilding in-person connections post-COVID and the value of conferences [00:07:00] Strategies for networking inside large organizations [00:10:30] Maintaining and nurturing your professional network over time [00:13:30] Building effective M&A teams and recognizing potential during interviews [00:18:00] The importance of humility, ownership, and curiosity in M&A [00:25:30] Translating customer experience skills to M&A opportunities [00:28:00] Knowing when to lead and when to follow on M&A teams [00:34:00] Defining success post-close and understanding cultural dynamics Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Build a Career in M&A: Lessons from Intel’s Todd Manley 50:24
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Play Later Play Later Lists Like LikedTodd Manley , VP of Corporate Development Integration at Intel In this episode, Todd Manley joins Kison Patel to share his non-traditional path into the world of M&A. Starting his career in IT and organizational behavior, Todd brings a unique lens to integration and leadership in corporate development. From his early consulting days to overseeing integrations at Cisco, Symantec, and now Intel, Todd has seen it all. He opens up about what it really takes to thrive in M&A—from career pivots and networking to managing divestitures and leading with empathy. This episode is packed with career insight, integration best practices, and practical leadership advice for anyone navigating—or trying to break into—the fast-paced world of M&A. Things you will learn: How to break into M&A without a finance or banking background The critical leadership traits that matter in integration roles Why networking and curiosity matter more than job titles ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters Intro & Background – [00:01:00] First Career Steps in IT & Oracle Work – [00:05:00] Early Passion for Startups & Joining WebEx – [00:06:30] Getting into M&A via Cisco’s Acquisition of WebEx – [00:08:30] Integration Lessons from Cisco & Career Growth – [00:10:00] Experience in Divestitures vs. Acquisitions – [00:14:30] The Value of Empathy in Integration – [00:16:30] Skills That Translate into M&A Success – [00:19:00] How to Break into M&A & Structuring Career Moves – [00:22:30] Why Leadership & Communication Are Non-Negotiable – [00:28:00] Networking Tips, Playbooks, and Mentorship – [00:39:30] Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Buyer-Led vs. Seller-Led M&A with Matthew Person 58:09
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Play Later Play Later Lists Like LikedMathew Person , Senior Vice President of Corporate Development at Quikbase In this episode of the M&A Science Podcast, Kison Patel interviews Mathew Person, Senior Vice President of Corporate Development at Quickbase. Mathew brings a unique blend of operator, banker, and corp dev experience, making him a strategic leader in buyer-led M&A. Together, they dive deep into how to proactively structure acquisitions, align internal stakeholders, avoid over-rationalization, and ensure integration success. Things You Will Learn: How to design and align around a box of preference (quant + qual criteria) Tactics for proactively sourcing and assessing cultural fit How to structure your corp dev team for scale and deal velocity ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Timestamps [00:01:30] Mathew's unique background: sports operator, banker, corp dev [00:03:30] Quickbase's carveout history and PE backing [00:04:00] What buyer-led M&A means and why it matters [00:05:00] Box of preference: building deal criteria with stakeholders [00:07:30] Market mapping and capability-driven strategy [00:09:30] Scorecards, deal screening, and qualitative diligence [00:15:30] Identifying and quantifying culture fit [00:19:30] Modeling dis-synergies and avoiding over-rationalization [00:23:30] Structuring corp dev teams for stakeholder alignment [00:30:00] Managing negotiations and bid-ask spread with trust [00:33:30] The ROI of being known as a "good home" [00:42:30] Integration success: same team from diligence to execution [00:47:00] Culture as a deal breaker or driver [00:52:30] Why stakeholder consensus is the hardest part of M&A Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes 54:19
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Play Later Play Later Lists Like LikedSarah Hughes , Head of Corporate Development and Product Partnerships, Atlassian Uncover the inside workings of Atlassian’s M&A strategy—from how Sarah’s team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio Things you will learn: Building long-term relationships with founders, even years before deals happen Aligning product, venture, and partnership decisions under one roof Atlassian’s approach to cultural diligence, integration planning, and transparency post-close _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters 00:02:00 – Sarah’s path into corporate development via Google and Atlassian 00:04:00 – Strategic rationale behind Trello and Loom acquisitions 00:07:00 – Atlassian’s three M&A strategy pillars: roadmap accelerants, vacuums, and break-glass opportunities 00:09:00 – How corp dev aligns with product: push-pull strategy and joint roadmaps 00:12:30 – Centralizing M&A, ventures, and partnerships under one team 00:15:30 – Using AI to accelerate sourcing, market mapping, and diligence 00:19:00 – Loom case study: a 5-year founder relationship turned acquisition 00:25:00 – Creating co-authored vision docs to align on integration and success metrics 00:33:00 – How Atlassian handles cultural diligence and post-close attrition risk 00:36:00 – Atlassian’s integration approach: open playbooks, IMO structure, and post-close planning 00:42:00 – Where AI is driving efficiency across the deal lifecycle 00:48:30 – Sarah’s advice to corp dev leaders on sourcing, alignment, and outside-in perspective Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Building Trust in Acquisitions with Dan Pollock 54:30
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Play Later Play Later Lists Like LikedDan Pollock , Vice President of Corporate Development/M&A at SAM Companies Dan shares how he built SAM Companies’ M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price. Whether you're building out corp dev from scratch or refining your playbook, this conversation offers tactical insight into how to scale M&A the right way. Things you will learn: How to build an in-house M&A engine with a lean corp dev team How to source proprietary deals through trust and local relationships How to structure earnouts and retention payments to align incentives ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ Episode Chapters 00:03:00 – Dan’s background: from audit to M&A leadership at SAM 00:05:00 – Building SAM’s M&A muscle from the ground up 00:08:30 – Creating buy-in and accountability for integration success 00:10:00 – Getting the company ready to integrate acquisitions 00:11:00 – Sourcing: proprietary relationships vs. cold outreach 00:13:30 – Case study: renewable energy firm acquisition 00:15:00 – Thinking through revenue vs. cost synergies 00:16:30 – The psychology of earnouts and why they changed their approach 00:18:30 – How to open conversations with founder-led businesses 00:21:00 – Why founder retention is tied to valuation 00:24:00 – Turning relationships into actionable deals over time 00:29:00 – Competing with PE: how SAM positions better long-term fit 00:33:00 – Retention bonuses vs. earnouts: what's working better 00:39:00 – Why diligence and integration must run in parallel 00:41:30 – Managing team fatigue and repeatability with DealRoom 00:45:00 – Letting sellers speak with past acquired founders 00:47:00 – Private equity partnership governance at SAM 00:51:00 – Diligence red flags and small business surprises Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel 39:01
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Play Later Play Later Lists Like LikedViral Pate l, CEO of Blackstone Private Equity Strategies Viral Patel unpacks how the firm is reshaping private equity for the next era. From launching new fund structures to leading thematic investments in sectors like electrification and AI infrastructure, Viral shares how Blackstone builds enduring value—and why alignment, data, and management fit are key to every deal. He also breaks down the cultural values that drive Blackstone’s success and why individual investors are the future of private capital. Things you will learn: How Blackstone’s investment philosophy is built on long-term secular trends What makes a management team the right fit—and why talent diligence is critical Why Blackstone created perpetual funds and how they work How data, scale, and operating resources become a strategic advantage post-close ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters [00:01:00] Viral’s 20-year journey across Blackstone’s business units [00:05:00] The cultural pillars that define Blackstone: excellence, integrity, and innovation [00:13:00] Blackstone’s thematic investment strategy and sector focus [00:16:30] Evaluating management fit as a core part of diligence [00:21:00] Value creation through Blackstone’s operating team and functional specialists [00:24:30] Using data science during diligence to build early trust with management [00:27:00] Why Blackstone builds for the long term—not just for a quick exit [00:32:00] The rise of perpetual fund models for individual investors [00:36:00] Why private equity access is shifting beyond institutions [00:44:00] Educating the market: how BXU and Blackstone’s private wealth team bridge the knowledge gap [00:46:30] Market cycles, public vs. private ownership, and the future of exit strategies Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 M&A Lawyers vs. Bankers: What’s Changed and What Still Matters with Rob Kindler 57:53
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Play Later Play Later Lists Like LikedRob Kindler, Partner at Paul, Weiss, Rifkind, Wharton & Garrison LLP In this episode of the M&A Science podcast, Kison Patel sits down with Rob Kindler, a uniquely positioned dealmaker whose career has spanned both sides of the M&A table—law and investment banking. Rob previously led global M&A at Morgan Stanley and is now a senior partner at Paul Weiss. With 44 years of experience, he’s seen firsthand how the roles of lawyers and bankers have evolved, what makes a deal succeed or fail, and how today’s regulatory, activist, and valuation pressures are reshaping M&A execution. Things you will learn: Why legal advisors are now the first call in M&A, not the last How corporate development teams have replaced bankers in early-stage deal sourcing Why regulatory strategy and shareholder approval planning can make or break a deal How to negotiate effectively by predicting “the end of the movie” ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ________________________ Episode Chapters [00:01:00] Rob’s career arc from lawyer to banker and back again [00:04:30] Why Rob left law for investment banking in 2000 [00:06:00] How corporate dev teams changed the role of bankers [00:11:30] Structuring deals to avoid shareholder approval pitfalls [00:14:30] The rise of activism and merger arbitrage in public M&A [00:16:00] How buyer-led M&A has transformed deal strategy [00:22:30] Impact of regulatory regimes in U.S. vs. Europe [00:27:00] Lessons in negotiation and predicting deal dynamics [00:36:00] Why intrinsic value matters more than financial engineering [00:48:30] What top CEOs understand about using M&A to drive strategy [00:51:00] How to spot a bad deal—and the red flags bankers sometimes ignore [00:53:00] Rob’s funniest moment: 300 pounds of turnips on a conference table Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 CEO Growth Strategy: How Culligan Scaled 300+ Acquisitions with Scott Clawson 59:12
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Play Later Play Later Lists Like LikedScott Clawson , CEO of Culligan International Scott Clawson turned Culligan from a legacy water treatment business into a $3.3 billion global platform operating in over 50 countries—powered by a programmatic M&A engine that has executed 300+ acquisitions. In this episode, he sits down with Kison to share exactly how that machine works. From beachside inspiration to building a decentralized deal engine, Scott walks us through his journey scaling Culligan’s strategy with support from capital partners like Advent and BDT MSD. He breaks down how to structure pipeline teams, create incentive systems that align corporate and local interests, and keep integration from becoming a bottleneck. If you want a real-world blueprint for high-volume, globally scaled M&A that doesn’t break the business—this episode delivers. Things you will learn: How to build and scale a decentralized M&A engine across geographies The critical role of strategic focus, pipeline ownership, and integration playbooks Why cultural alignment and seller trust drive long-term M&A success What to look for when choosing a private equity partner—and how they can unlock growth ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ________________________ Episode Chapters [03:00] – The Culligan turnaround story [06:00] – Finding purpose and shifting strategy [08:30] – How Culligan mapped its global market [11:00] – Role of Advent and consulting partners in early strategy [13:30] – Building the M&A engine: people, pipeline, and playbooks [17:00] – Scaling programmatic M&A across 50+ countries [25:00] – Structuring the M&A org and decentralized execution [29:00] – Building seller trust and sourcing proprietary deals [33:00] – How Culligan stays buyer-led at scale [38:00] – The role of the Head of Corp Dev in a programmatic model [41:00] – Choosing the right PE partner: Advent vs. BDT MSD [48:00] – The risk of overrelying on synergies and underinvesting in capability [51:00] – Advice for CEOs building a repeatable M&A model Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Fixing Broken Companies Through Smart Deals with Marc Bell Part 2 30:11
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Play Later Play Later Lists Like LikedMarc Bell , CEO of Marc Bell Capital Marc Bell has taken 17 companies public, rebuilt distressed businesses, and invested across industries most wouldn’t dare touch. In this follow-up to Part 1, he’s back with sharp insights on what it really takes to run high-stakes deals—and survive them. Marc and Kison cover everything from building a rock-solid diligence process to choosing between private equity and private credit. They get tactical about capital allocation strategy, reflect on the mistakes that shaped Marc’s approach today, and unpack how to lead during downturns—when optimism fades and character shows. This episode is a masterclass in M&A realism. Whether you're planning your first minority recap or running a mature corp dev team, you'll walk away with fresh perspective—and a few war stories that’ll stick with you. Things you will learn: The tradeoffs between debt and equity—and when to choose either Why the wrong private equity partner can cost more than capital How to lead through setbacks and build people-first organizations ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ________________________ Episode Chapters 03:00 – How to run smarter diligence 04:30 – Building the business case 06:30 – Avoiding deal surprises 07:00 – Culture as a value lever 09:30 – Capital allocation 101 11:30 – Vetting PE partners 15:30 – Why Marc avoids public markets 18:30 – Structuring around IRR and risk 20:30 – Real estate timing and opportunity 22:00 – Leading through failure 24:00 – Solving real problems with hospitality 25:30 – The cost of bad partners Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
1 Fixing Broken Companies Through Smart Deals with Marc Bell 31:55
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Play Later Play Later Lists Like LikedMarc Bell , CEO of Marc Bell Capital Marc Bell is a self-described “deal junkie” who’s built an empire across internet infrastructure, real estate, entertainment, defense, and private equity. In this episode, Marc breaks down his unconventional path—from turning around Penthouse into a $500M acquisition engine, to producing Tony Award-winning Broadway shows, to backing national security tech ventures and building satellites. Marc shares the playbook he’s refined over decades: how to spot a distressed asset worth saving, why structure and cash flow trump hype, and how to create value by backing the right people and thinking creatively about capital. Whether you're a corporate acquirer or an entrepreneur with a nose for opportunity, this is a masterclass in pragmatic, performance-driven dealmaking. Things you will learn: How to spot and structure deals for distressed or undervalued businesses Why betting on the right operator (“the jockey”) is more important than the business model The importance of supply chain control and cash flow in strategic execution Creative approaches to capital structure, seller financing, and aligning incentives ________________________ Sponsored by DealRoom —where M&A chaos meets its match. Still stuck in spreadsheet hell? DealRoom helps corporate development teams take control—streamlining diligence, syncing integration, and eliminating the back-and-forth. 👉 Learn how you can run a repeatable, buyer-led process ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] Early Career & First Exit [00:03:00] Buying Penthouse out of Bankruptcy [00:04:30] Leveraging SPACs to Launch a Mortgage REIT [00:05:30] Producing Broadway Hits [00:06:30] Owning Real Estate to Control Operations [00:08:00] Entrepreneurial Mindset & Real Estate Arbitrage [00:10:00] What Marc Looks for in New Ventures [00:11:00] Case Study: Turning Around a Watch Brand [00:13:00] Capital Structure Strategy [00:15:00] Avoiding Overvaluation & Managing Risk [00:18:00] Betting on the Jockey [00:26:00] Incentive Alignment in Operations Questions, comments, concerns?Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 Inside Soundtrack’s Roll-Up Strategy: Building a Global Leader in Background Music with Ola Sars 56:05
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Play Later Play Later Lists Like LikedOla Sars, Founder, CEO & Chairman of Soundtrack Your Brand In this episode of M&A Science, Ola Sars shares the story of his 20-year journey disrupting the music industry—first by co-founding Beats Music (later acquired by Apple), and now as the visionary behind Soundtrack Your Brand. Ola dives into the bold thesis that’s guided his career, why he’s pursuing a buyer-led M&A approach to consolidate a fragmented background music market, and how he’s turning legacy customer bases into scalable SaaS revenue. Things you will learn: How to turn a product thesis into a long-term growth engine How Ola evaluates roll-up targets based on CAC and subscription quality What it takes to digitize a legacy industry with B2B SaaS Lessons from Beats Music, Apple, and Spotify on scaling and selling ______________________ This episode is sponsored by DealRoom ! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] Introduction & Background [00:03:30] Early Thesis in Music Digitization [00:04:30] Building and Selling Pacemaker and Let’s Mix [00:06:00] Founding Beats Music & Apple Acquisition [00:14:00] Lessons from Integration [00:18:30] Starting Soundtrack with Spotify [00:25:00] Licensing Challenges & Global Scale [00:28:30] Organic vs Inorganic Growth [00:30:00] The Soundtrack M&A Playbook [00:33:00] Convincing Sellers to Join the Platform [00:36:00] How Licensing Negotiations Built M&A Muscle [00:46:00] Looking Ahead Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 How to Build Better Deals: Sourcing and Integration with John Romeo 56:29
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Play Later Play Later Lists Like LikedJohn Romeo , CEO of the Oliver Wyman Forum and Head of M&A at Oliver Wyman We sit down with John Romeo to explore Oliver Wyman’s disciplined, strategic approach to M&A. Romeo shares how his team sources deals through a bespoke pipeline, aligns incentives with founder-led businesses, and plans integrations that prioritize people and long-term value creation. From cultural diligence to pricing discipline, this episode reveals what it really takes to execute successful deals in a high-touch, people-driven industry. What You’ll Learn: How to build and manage a bespoke M&A pipeline The difference between banker-led and buyer-led deal processes What cultural alignment looks like in professional services deals How to structure integration and retention plans to protect long-term value ______________________ This episode is sponsored by DealRoom ! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:01:00] – John’s career journey and role at Oliver Wyman [00:04:00] – Purpose of the Oliver Wyman Forum and strategic M&A outlook [00:09:00] – Oliver Wyman’s M&A philosophy: strategy, culture, math [00:15:00] – Sourcing strategy: bespoke vs. banker-led deals [00:20:00] – How they build a deal pipeline and prioritize targets [00:24:00] – Building long-term relationships with potential targets [00:30:00] – Aligning incentives and structuring fair deal terms [00:34:00] – Real-world example: Oliver Wyman’s acquisition of Avascent [00:39:00] – Integration best practices and measuring success [00:44:00] – Retention strategy for people-based businesses [00:47:00] – Applying lessons from private equity to internal M&A [00:50:00] – Creating an M&A culture across the organization Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 How to Get Investors Onboard: What Founders Need to Know Part 2 with Stew Campbell 52:20
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Play Later Play Later Lists Like LikedStew Campbell , Partner at The Chernin Group In Part 2, Stew Campbell returns to share tactical guidance for founders evaluating outside capital. We dive deep into how to run a founder-led investor process, what to watch for in term sheets, and how to build long-term wealth while scaling a founder-led business. Stew breaks down growth equity vs. private equity, investor diligence, and how to choose a partner who accelerates—not limits—your next chapter. This episode is a must-listen for any operator planning a recap, acquisition, or capital raise in the next 1–3 years. Things You’ll Learn: How to run a founder-led competitive investor process What to ask when evaluating potential investors and term sheets How to align capital strategy with long-term wealth goals Ways great investors create real value beyond the check ______________________ This episode is sponsored by DealRoom ! Turn your chaos into control. Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process ___________ Join Kison at the DealMakers Forum in New York City! This event connects the most active players in M&A and corporate finance. Meet top M&A executives, investors, and deal advisors and discover how senior leaders structure and close high-value deals. Register Today! ________________________ Episode Chapters [00:04:00] - What happens when firms break process and push early [00:05:00] - Building long-term relationships before you transact [00:08:30] - IOI vs. LOI: How to solicit and compare offers [00:09:30] - The three most important terms to negotiate [00:12:30] - Founder control, redemption timelines, and board dynamics [00:15:00] - Setting personal wealth goals alongside business strategy [00:19:30] - Case study: How one founder gave back to their community [00:21:30] - Challenging assumptions around recap timing [00:27:00] - How to get the most value from investor advisors [00:34:30] - Bootstrap vs. venture-backed founder mindsets [00:46:30] - Craziest things seen in M&A: Founder stories & deal drama Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 Growth Equity vs. PE vs. VC: What Founders Need to Know Part 1 with Stew Campbell 45:34
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Play Later Play Later Lists Like LikedStew Campbell , Partner at The Chernin Group In this episode of M&A Science, host Kison Patel sits down with Stew Campbell to explore how growth equity supports founder-led companies beyond just capital. Stew shares lessons from his career helping businesses scale while preserving their culture and mission. They discuss how founders should think about their boards, when to consider a minority recap, what separates elite investors, and how to navigate noisy capital markets with clarity and confidence. Whether you're a founder eyeing your next stage of growth or an operator thinking through the right partner, this episode unpacks how to scale with intention. Things you will learn: What a value-creating board actually looks like—and how to build one How to differentiate growth equity, private equity, and venture capital When to consider a minority recap—and how to structure it Why investor relationships are a long game and how to run your own "unbanked process" __________ Turn Your Chaos into Control: Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. ____________ Episode Timestamps [00:01:00] – Stew’s background and approach to founder-led growth equity [00:04:30] – The evolving role of boards in high-growth companies [00:07:00] – How a board should operate: collaboration, not control [00:10:30] – Case study: Epic Gardening and M&A-driven growth [00:13:30] – Case study: SmartSign and defensive M&A strategy [00:15:30] – Vetting investors: reputation, value creation, and timelines [00:20:00] – How associates should add value in early-stage investor conversations [00:22:30] – What makes a high-performing board: North Star alignment [00:26:30] – Challenges with multi-investor boards and competing agendas [00:28:00] – The differences between growth equity, venture capital, and private equity [00:33:00] – Structuring a minority recap: how to think about terms, timing, and alignment [00:40:00] – How to run your own competitive process without a banker Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 How to Scale Global M&A with Culture, Strategy, and AI with Rob Brown, CEO of Lincoln International 57:52
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Play Later Play Later Lists Like LikedRob Brown , CEO of Lincoln International Explore how one of the world’s top M&A advisory firms scales through acquisition. Rob shares his leadership journey, reveals how Lincoln actively manages culture during growth, and explains why integration starts from Day 1. Rob and Kison also dive into cross-border M&A, the rise of buyer-led strategies, and how AI is transforming the deal process. 💡What You’ll Learn Why culture is the cornerstone of successful M&A growth How Lincoln approaches acquisitions differently in Europe vs. the U.S. How to assess cultural fit beyond leadership alignment How AI is driving efficiency and insight across Lincoln’s global platform __________ Turn Your Chaos into Control: Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. Episode Chapters [02:30] Rob’s journey from employee #7 to CEO of a global firm [05:00] How Lincoln defines and manages culture across global offices [07:00] Organic vs. inorganic growth and why culture drives both [10:30] Strategic approach to geographic expansion [12:00] Case study: Acquiring TCG to scale European tech advisory [16:00] Navigating cultural differences in U.S. vs. European deals [20:00] Lincoln’s capital structure as a private partnership [24:00] How to rigorously evaluate cultural fit in M&A [28:30] Day 1 integration tactics and why speed matters [31:00] The evolution of buyer-led M&A and Lincoln’s perspective [35:00] How sellers can prepare for a successful exit [47:30] How Lincoln uses AI (Link) to scale knowledge and efficiency [51:30] What’s next: AI-enabled prediction of buyer behavior [53:00] Craziest M&A story Rob’s experienced Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 How Private Equity Firms Structure M&A Deals with Jon Dhanawade 1:04:41
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Play Later Play Later Lists Like LikedJon Dhanawade , Private Equity M&A Partner at Mayer Brown In this episode of M&A Science, Kison Patel sits down with Jon Dhanawade to unpack how private equity firms structure M&A deals—what works, what doesn’t, and how to manage risk every step of the way. Jon brings legal insight from both sides of the table, sharing practical strategies for aligning deal terms with investment objectives, mitigating downside risk, and building strong seller relationships. Whether you’re a corporate buyer or a fund-backed operator, this episode will help sharpen your deal judgment and show you what it takes to get complex deals over the finish line. 💡What You’ll Learn 🔹 How PE firms use rollover equity, seller notes, and earnouts to align incentives 🔹 Legal red flags to watch for in M&A diligence (and how to catch them early) 🔹 How to negotiate LOIs without boxing yourself in 🔹 Common structuring mistakes and how top deal lawyers avoid them _______________ 💡Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today at firmroom.com! _______________ Episode Chapters [00:01:00] Intro to Jon’s role at Mayer Brown and teaching at Northwestern [00:03:00] The evolution of PE deal types and market uncertainty [00:05:00] How Jon prepares students to be effective transactional lawyers [00:06:30] Strategic vs. PE buyers: What’s different for lawyers [00:09:00] Rise of private credit and bespoke capital structures [00:12:00] How PE firms approach platform vs. add-on acquisitions [00:16:00] Portfolio enhancement strategies during slow markets [00:17:00] Comparing seller notes, earnouts, and rollover equity [00:29:00] Structuring LOIs to preserve flexibility and manage risk [00:41:00] Designing earnouts tied to transition or integration milestones [00:52:00] Legal red flags in diligence: contracts, consents, liabilities [00:57:00] Biggest deal mistakes and how to avoid them Questions, comments, concerns, compliments? Follow Kison Patel and M&A Science on LinkedIn to connect and stay up to date with the podcast.…
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M&A Science
1 Lessons from 90+ Deals: Questex CEO, Paul Miller on Cultural Fit, Value Creation & Post-Close Audits 57:46
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Play Later Play Later Lists Like LikedPaul Miller , CEO of Questex Paul Miller joins us to share his extensive experience in M&A, having led more than 90 acquisitions throughout his career. Paul reveals how Questex uses a proactive, buyer-led approach focused on culture, strategic alignment, and integration discipline. The conversation dives into the importance of early relationship-building with potential targets, auditing post-close success, and developing internal M&A capability—even when the team has no prior deal experience. Paul also shares candid advice on international deals, when to walk away, and how to avoid the common trap of "deal fever." 💡Things you will learn: Why cultural fit and people issues often make or break a deal How to proactively source and warm up acquisition targets What to include in your M&A integration playbook and audit process When and why to walk away from a deal—even post-LOI Turn Your Chaos into Control: Tired of chasing updates across spreadsheets and email threads? Discover how DealRoom helps corporate development teams bring order to M&A. 👉 Learn how you can run a repeatable, buyer-led process. 💡 Episode Chapters Intro and Guest Background – 00:00:00 Biggest Lessons Learned from 90+ Acquisitions – 00:03:00 Proactive Buyer Outreach and Building Relationships Early – 00:04:00 Assessing Culture and People Fit in Target Companies – 00:13:00 How to Approach Founder-Led vs. Institutional Sellers – 00:10:30 Retaining or Replacing the CEO Post-Close – 00:17:00 Customer Diligence and Walking Away Post-LOI – 00:19:30 Developing a Structured, Data-Driven Deal Process – 00:25:00 Integration Playbook and Post-Close Audits – 00:31:00 Empowering the Full Exec Team to Source Deals – 00:37:30 The Importance of Learning by Doing in M&A – 00:32:30 Hardest Deal: Cultural Surprises in a China Acquisition – 00:42:00 Questions, comments, concerns? Follow Kison Patel for behind-the-scenes insights on modern M&A.…
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M&A Science
1 How ZRG’s CEO Built a 17-Deal M&A Engine with Larry Hartmann 58:58
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Play Later Play Later Lists Like LikedLarry Hartmann , CEO of ZRG Partners Larry Hartman, CEO of ZRG Partners dives into aligning strategic M&A with scalable growth. Larry shares how he transformed ZRG into one of the fastest-growing executive search and talent advisory firms through 17 acquisitions in just four years. They break down how to compete with strategic buyers, incentivize founders post-close, maintain deal momentum, and choose the right private equity partner to fuel long-term value. Things You Will Learn How to compete with strategics and win deals through culture and upside Structuring founder incentives: equity, earnouts, employment, and non-competes Why proprietary deal flow beats auction processes—and how to build it The role of private equity in accelerating M&A strategy and funding ________ Try FirmRoom for Free This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Chapters: [00:01:00] – Larry’s entrepreneurial background and ZRG’s origin story [00:03:30] – Lessons from being acquired by American Express [00:04:30] – Competing with strategics: The second bite of the apple and culture [00:07:00] – Keeping founders engaged post-close with rollover equity and vision [00:09:30] – When M&A became central to ZRG’s growth strategy [00:11:30] – Building the internal M&A team: CFO, corp dev, and beyond [00:14:00] – Structuring founder incentives and employment contracts [00:18:30] – Buyer-Led M&A in action: Vision planning and relationship-building [00:24:30] – Retaining and incentivizing key non-founder talent [00:30:30] – ZRG’s approach to integration: Do no harm, add value gradually [00:35:00] – Managing valuation gaps and founder expectations [00:43:30] – Finding the right PE partner and running a dual-track growth strategy…
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M&A Science
1 4 Ways to Grow a Multi-Site Business While Protecting Core Values with Clare Roberts 53:34
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Play Later Play Later Lists Like LikedClare Roberts OBE, Founder and CEO at Kids Planet In this episode of M&A Science, Clare Roberts shares her journey of founding Kids Planet and growing it into one of the UK’s largest childcare providers with 225 nurseries. She reveals how she balanced organic growth with strategic acquisitions while staying true to her company’s values. Clare discusses the importance of culture in M&A, managing seller relationships, and how to maintain operational quality during rapid expansion. If you’re scaling a business and want to do it without losing sight of what matters most, this is an episode for you. Things you will learn: How to maintain company culture during rapid M&A growth The benefits of blending organic growth with acquisitions How to build trust with sellers and integrate their teams smoothly Why proactive leadership and transparency are key to successful integrations Episode Chapters [00:01:00] Clare’s background and founding story of Kids Planet [00:09:30] Transitioning from private investment to private equity support [00:12:00] Lessons on choosing the right PE partner beyond capital [00:15:00] Sourcing deals and balancing culture fit in acquisitions [00:23:00] Typical deal structures: flexibility with freehold vs. leasehold [00:26:00] Buyer-led M&A: simplifying the process for sellers and prepping for integration [00:29:00] Integration strategy and the role of personalized support [00:32:00] Embedding and maintaining culture in newly acquired businesses [00:37:30] Common challenges post-acquisition and how to solve them [00:43:00] Exploring international expansion and lessons from growing in new markets [00:46:30] Clare’s advice for new roll-up strategies and maintaining operational quality [00:49:30] Craziest things seen in M&A and why lifestyle businesses pose risks…
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M&A Science
1 Managing Risks and Liabilities in M&A with Tina Kassangana 1:06:25
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Play Later Play Later Lists Like LikedTina Kassangana , Corporate & M&A Lawyer, Associate at Moritt Hock & Hamroff LLP Tina Kassangana joins usto explore how legal counsel manages risk throughout the M&A lifecycle. With firsthand insight from a practicing M&A attorney, this conversation dives into the real-world complexities of diligence, purchase agreement structuring, reps and warranties, and navigating disputes post-close. Whether you're a first-time buyer or a seasoned dealmaker, Tina offers sharp, practical guidance that demystifies the legal side of dealmaking. Things you will learn: The three main stages where legal risks arise in M&A—and how to mitigate them Why reps and warranties clauses and disclosure schedules are critical How to align buyer-seller expectations in earnouts and seller financing Legal strategies to prevent conflicts in multi-agreement deals Bookmarks Intro and Tina’s Background – [00:01:00] Early M&A Risk Identification – [00:05:00] Buy-Side LOI and Risk Management Roleplay – [00:06:30] Earnouts vs. Seller Financing and Structuring Strategy – [00:08:00] Escrow, Reps and Warranties Insurance Deep Dive – [00:11:00] Asset vs. Stock Deals and Contract Transfer Issues – [00:13:00] Post-Close Risk & Working Capital Disputes – [00:25:30] Disclosure Schedules and Rep Breaches – [00:28:30] Conflicting Terms in Multi-Agreement Deals – [00:35:00] Post-Close Litigation Triggers (Earnouts, Employment, Equity) – [00:38:00] Jurisdictional Conflicts and Governing Law – [00:39:00] How AI Is Changing Contract Analysis – [00:55:00]…
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M&A Science
1 Buyer-Led M&A: How To with Carson Group's Michael Belloumini 57:49
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Play Later Play Later Lists Like LikedMichael Belluomini , Senior Vice President, Mergers and Acquisitions, Carson Group Kison sits down with Michael Belluomini to unpack how Carson Group scaled its M&A strategy—shifting from internal partner investments to sourcing proprietary external deals at volume. Michael shares tactical insights into managing concurrent transactions, building a sourcing engine, and executing with precision. Things You’ll Learn: The differences between Buyer-Led and Seller-Led M&A—and when to use each How Carson Group built a scalable sourcing engine across multiple deal channels Strategies for managing 3–5 concurrent deals without burning out internal teams Why culture fit and trust are non-negotiables in M&A success Episode Chapters [00:01:00] Michael’s background in M&A and move to Carson Group [00:05:30] Building equity partnerships with independent advisors [00:07:00] Carson’s first external acquisition and shift to full ownership deals [00:08:30] Sourcing strategies: banker-led vs. proprietary sourcing [00:10:30] Key differences between internal and external M&A transactions [00:12:00] The case for buyer-led M&A: process control and long-term outcomes [00:17:30] How Carson builds proprietary pipeline using data, outreach, and coaching [00:20:00] Structuring outreach and qualifying prospective sellers [00:22:30] Building trust in the process and winning deals beyond valuation [00:31:00] Integration strategy and Carson’s one-stage close model [00:35:00] Managing 14 deals in one year with a lean team and specialized roles [00:37:00] Why Carson adopted DealRoom to streamline pipeline and diligence [00:41:00] How to reduce seller fatigue and coach through diligence [00:44:00] Culture fit as a non-negotiable deal criterion [00:50:00] The craziest thing Michael’s seen in a deal [00:52:00] What sellers do after exiting—and why finding your “next” matters…
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M&A Science
1 How Barry-Wehmiller Built a $3.6B M&A Machine Fueled by Culture with Bob and Kyle Chapman 1:03:41
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Play Later Play Later Lists Like LikedBob Chapman, Chairman and CEO, Barry-Wehmiller Kyle Chapman , President, Barry-Wehmiller In this episode of M&A Science, Kison Patel sits down with Bob Chapman and his son Kyle Chapman to explore how Barry-Wehmiller built a $3.6B global business through 140+ acquisitions—by putting people first. Bob, known for pioneering the "Truly Human Leadership" philosophy, and Kyle, who co-founded BW Forsyth Partners, share how culture, transparency, and stewardship shape every deal they do. They dive deep into how Barry-Wehmiller evolved from a broken family business into a global leader in capital equipment and engineering services—and why their approach to M&A prioritizes care for people over financial engineering. From pre-close transparency to post-close adoption, this episode is a masterclass in using M&A as a force for good. Things You’ll Learn Why cultural alignment is more important than revenue synergies in M&A How “Truly Human Leadership” became a core differentiator in their acquisition strategy How to build a scalable M&A machine rooted in values, not just valuation Tactical guidance on structuring buyer-led deals with long-term success in mind _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Chapters [00:00:00] Introduction to the mission behind M&A Science [00:01:30] Barry-Wehmiller’s origin story and early business model [00:07:00] Pivot to M&A as a growth strategy after financial struggles [00:10:00] Use of EVA (Economic Value Added) in valuation of private company equity [00:14:00] Building a strategic advantage through people-first culture [00:21:00] Cultural assimilation during acquisitions and why legacy matters [00:27:00] Tactical integration planning with transparency from day one [00:30:00] The evolution from distressed to underperforming acquisitions [00:36:00] Why Barry-Wehmiller doesn’t rely on cultural due diligence [00:44:00] Advice for first-time acquirers—what to look for and avoid [00:51:00] Kyle’s journey from private equity to leading Barry-Wehmiller [00:54:00] The future vision for Barry-Wehmiller and global impact…
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M&A Science
1 How to Build a Global M&A Machine with Local Expertise Part 2 40:35
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Play Later Play Later Lists Like LikedSindre Talleraas Holen , Head of M&A at Visma In Part 2 of this global M&A masterclass, Sindre Holen pulls back the curtain on Visma’s deal execution strategy, valuation methodology, and post-close philosophy. Visma has quietly become one of the most disciplined and prolific acquirers in Europe and LATAM. How? Through extreme clarity on what they buy, why they buy it, and how they operate post-close. Sindre and Kison dig into the nuance of buying software companies in different geographies, how Visma thinks about valuation (hint: rule of 40—and sometimes 50—matters), and why the company chooses to “onboard” rather than “integrate.” This episode is a candid, behind-the-scenes look at how to structure deals, manage cultural differences, and stay true to a scalable M&A playbook. Things you will learn: How Visma sets valuation ranges across different growth brackets and geographies Rule of 40 vs. Rule of 50 and how it impacts multiples Why Visma prefers local advisors over centralized consultants in new markets Inside Visma’s onboarding vs. integration philosophy _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Learn why you Shouldn't use Excel for Dilligence If you’re bouncing between Excel trackers, email threads, shared drives, and separate VDR, you’re not alone-but you are wasting time. Join us for 20 minutes of practical ways to save hours, stay on track, and move deals forward faster. Join us live and see the difference. Register Now ________ Bookmarks [00:00:00] – Recap and Starting Part 2: Risk Awareness in Global M&A [00:01:30] – Analysis Paralysis: Knowing When to Say Yes or No [00:04:30] – Visma’s Scalable Diligence Function & Internal Capabilities [00:06:00] – Tapping Freelancers, Ex-Corp Dev Talent for First-Time Deals [00:07:30] – The Strategic Spectrum: PE Mindset vs. Strategic Buyer [00:09:00] – Visma’s “Onboarding,” Not “Integration” Philosophy [00:11:00] – Building Long-Term Founder Relationships Post-Close [00:13:00] – Standardization: Reporting, Tech, and Cybersecurity Rigor [00:14:30] – The Rule of 40... or 50? And Why It Matters [00:20:00] – Earnouts: Bridging Price Expectations Through Growth [00:28:30] – Closing Over 90% of LOIs: Visma’s High Deal Certainty [00:30:00] – What to Do Before Entering a New Geography [00:33:30] – Leveraging Local Advisors, Bankers & Cultural Guides [00:39:30] – Visma’s Expansion Into Latin America via Accidental Entry [00:41:00] – Why LATAM is Surprisingly Ahead in SaaS & Regulation [00:43:00] – The Role of Humility and Trust in Global Expansion [00:46:30] – Trends in SaaS M&A: Consolidators, Rollups & Capital Influx [00:49:00] – Craziest M&A Deal Toy: A Stuffed Eagle…
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M&A Science
1 How to Build a Global M&A Machine with Sindre Talleraas Holen Part 1 46:51
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Play Later Play Later Lists Like LikedSindre Talleraas Holen , Head of M&A at Visma In Part 1 of this two-part episode, Kison sits down with Sindre from Visma, one of Europe’s most active acquirers in the B2B SaaS space. With over 350+ acquisitions under its belt and a stronghold across Europe and Latin America, Visma has cracked the code for scaling globally while maintaining local authenticity. Sindre shares how Visma transformed its M&A function from a two-man team to a global machine spanning 20 M&A professionals—and 16,000 employees acting as an extended sourcing engine. He walks through Visma’s origin story rooted in M&A, how a bold cold email launched his own career, and the foundational philosophies behind Visma’s buyer-led approach to deal execution. Think You'll Learn: The surprising power of a cold email—and how it helped launch Visma’s M&A team Why Visma prioritizes local presence and cultural nuance in M&A sourcing and negotiation How internal alignment and operational champions drive deal success The three golden rules for successful M&A at Visma _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Learn why you Shouldn't use Excel for Dilligence If you’re bouncing between Excel trackers, email threads, shared drives, and separate VDR, you’re not alone-but you are wasting time. Join us for 20 minutes of practical ways to save hours, stay on track, and move deals forward faster. Join us live and see the difference. Register Now ________ Episode Timestamps: [00:00:00] – Introduction to the Guest & Visma’s M&A History [00:03:30] – The €100M Sale That Funded Visma’s Acquisition Journey [00:05:00] – Sindre’s Bold Cold Email That Launched His M&A Career [00:09:00] – The Three Pillars of Visma’s M&A Approach [00:10:00] – Aligning Deals with Equity Story & Internal Champions [00:12:00] – Why M&A Is Always Local: Cultural & Regional Nuances [00:16:00] – Building a Global M&A Team Embedded in Each Region [00:17:30] – Trust and Cultural Dynamics in Deal-Making [00:20:00] – Evolving from Seller-Led to Buyer-Led M&A Strategy [00:21:30] – Proactive Deal Sourcing and Filtering Inbound Leads [00:27:00] – Building Trust with Local Sellers & Country-by-Country Differences [00:29:30] – Rapid Acquisitions vs. Long-Term Relationship Deals [00:31:00] – Case Example: 13-Year Dialogue Before Acquisition [00:35:00] – Country-Specific Negotiation Dynamics & Deal Structures [00:38:00] – Advice for First-Time International Buyer…
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M&A Science
1 Transforming M&A: Lessons in Culture, Growth, and Purpose with Ron 'Omani' Carson 58:25
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Play Later Play Later Lists Like LikedRon “Omani” Carson, Founder and Chairman at Carson Group | Founder of Omya We sit down with Ron “Omani” Carson, founder of Carson Group, for a wide-ranging conversation about transformation—both professional and personal. From launching a financial services firm out of a college dorm room to building a national platform with over $30 billion in assets under management, Omani shares the gritty beginnings, his early lessons in love affair marketing and systemization, and why his first M&A deal nearly broke him. But the real story unfolds around age 50, when Omani underwent a profound mindset shift—from fear and scarcity to love and abundance. This new lens on leadership reshaped Carson Group’s culture, unlocked purpose-driven M&A, and set the stage for launching Omya, his newest venture focused on helping entrepreneurs align joy, legacy, and impact. This episode is more than M&A—it’s a masterclass in reinvention, authentic leadership, and building businesses that matter. Things you will learn: How to scale a firm through systemization and “love affair” client marketing What went wrong in Carson Group’s first M&A deal—and how they rebounded How trauma and personal evolution can drive professional reinvention What “conscious capitalism” looks like in a modern financial firm _______________ What is the Buyer-Led M&A™ Virtual Summit Only two weeks left to register! This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Chapters: [00:01:00] Dorm room origins and cold-calling farmers in Nebraska [00:07:00] Early success, burnout, and chasing money without fulfillment [00:10:30] Love affair marketing, process systemization, and client growth [00:18:00] Lessons from their first M&A deal: culture clash, team turnover, missed red flags [00:23:30] Partner program and minority investments: a better M&A model [00:27:00] Personal transformation at age 50 and the birth of “Omani” [00:35:00] Embracing spirituality, mental wellness, and psychedelic therapy [00:40:00] Impact investing, farming regeneration, and the trillion-dollar goal [00:46:00] How Carson’s culture shifted—and made M&A better [00:51:00] 7-day water fasts, health optimization, and living life with intention [00:55:00] The craziest M&A moment: the painful first acquisition…
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M&A Science
1 Private Equity in Healthcare: Legal Challenges and Best Practices for 2025 with Andrew Bab 52:27
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Play Later Play Later Lists Like LikedAndrew Bab , Partner & Co-Chair of the Healthcare Group at Debevoise & Plimpton LLP In this episode of M&A Science, Andrew Bab joins Kison Patel live in New York to dive into the fast-changing legal landscape facing private equity deals in healthcare. From emerging state-level regulations and reverse CFIUS to FDA policy shifts and CVR litigation, Andrew offers a masterclass in legal diligence and deal structuring. They also explore how political scrutiny and increasing regulatory complexity are driving the need for more proactive, buyer-led approaches in healthcare M&A. Things you will learn: How state-level regulation is changing the game for healthcare deals What private equity needs to know about DEI rollbacks and False Claims Act liability Impacts of recent Delaware case law and why some firms are leaving the state When to use CVRs in pharma M&A and the litigation risks they carry How new HSR rules and antitrust dynamics are shifting auction timelines _______________ What is the Buyer-Led M&A™ Virtual Summit This isn’t just another webinar—it’s an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now: DealRoom.net/Summit ________ Episode Timestamps: [00:01:30] Andrew’s background and overview of Debevoise & Plimpton’s healthcare practice [00:03:00] Regulatory updates: DEI rollbacks, reverse CFIUS, foreign direct investment [00:05:30] National security laws expanding into tech, steel, and social media [00:06:00] Antitrust enforcement differences between Trump and Biden administrations [00:09:00] Delaware case law: MFW, Molus, Crispo and corporate governance implications [00:15:00] State-level regulation of healthcare deals (e.g., CA OHCA, MA law) [00:18:30] FDA’s AI guidance and post-Chevron court deference [00:21:00] CVRs in pharma: structuring, litigation risk, and buyer incentives [00:29:00] Put/call deal structures for PE–strategic healthcare partnerships [00:32:30] HSR form overhaul and implications for auction vs. proprietary deals [00:34:30] Increased scrutiny of PE under False Claims Act and integration risk [00:44:00] Political scrutiny of PE in healthcare and rising public pressure [00:47:00] “Craziest M&A moment” – Mercury in the House of Orion delays closing…
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M&A Science
1 Private Equity in 2025: Market Shifts, Strategy, and the Rise of AI 1:11:47
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Play Later Play Later Lists Like LikedHugh MacArthur , Chairman of Global Private Equity Practice, Bain & Company In this episode of M&A Science, Hugh MacArthur joins us to discuss the evolution of private equity over the last three decades—from the early days of deal-making and bespoke financing to today’s hyper-competitive, tech-driven landscape. Hugh shares how Bain’s private equity practice scaled from an entrepreneurial idea to one-third of the firm's global business and dives into what differentiates top-performing firms. We explore sourcing strategies, value levers, post-acquisition success, and how PE firms are adapting to rising interest rates and new technologies like AI. Things you will learn: How Bain & Company built and scaled its private equity practice from scratch The shift from margin improvement to growth-oriented value creation strategies How private equity firms are evolving sourcing and financing models The future of deal execution using AI and specialized data tools _______________ What is the Buyer-Led M&A™ Virtual Summit This isn’t just another webinar—it’s an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now : DealRoom.net/summit ________ This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Chapters: [00:01:30] – Hugh’s background and the founding of Bain’s PE practice [00:03:00] – Evolution from buyouts to a broad private assets approach [00:04:30] – Bain’s entrepreneurial origins in private equity [00:07:00] – Commercial due diligence: Bain’s unique differentiator [00:12:30] – Market valuation trends and EBITDA multiples over 30 years [00:14:30] – Industry sector evolution: from industrials to tech and healthcare [00:20:00] – The impact of software and growth on value creation [00:22:30] – Changes in deal sourcing: proprietary to competitive [00:24:30] – Rise of private credit and changes in deal structuring [00:29:30] – Value creation strategies: growth vs. cost-cutting [00:33:00] – Buy-and-build strategies and integration challenges [00:55:00] – Role of AI and advanced analytics in deal execution [01:00:00] – Growth of private markets and increased retail access [01:04:00] – Common mistakes PE firms make during acquisitions…
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M&A Science
1 How to Navigate Bankruptcy and Restructuring in M&A 1:05:51
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Play Later Play Later Lists Like LikedBen Beller , Partner at Sullivan & Cromwell LLP Ben Beller, Partner at Sullivan & Cromwell LLP, joins the podcast to walk through how companies can strategically navigate bankruptcy and restructuring during M&A. Drawing from experience on major cases like FTX and Silicon Valley Bank, Ben shares practical insights into Chapter 11 processes, planning strategies, liability management transactions, and how buyers can successfully acquire distressed assets. A must-listen for corporate development professionals, acquirers, and M&A legal teams looking to build competency around distressed transactions. Things you will learn: The differences between Chapter 7, 11, and 13 bankruptcies and when to use each How liability management transactions work and their growing role in restructuring What buyers need to know about acquiring businesses in bankruptcy _______________ What is the Buyer-Led M&A™ Virtual Summit This isn’t just another webinar—it’s an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now ________ This episode is sponsored by FirmRoom. The World’s Most Intuitive Virtual Data Room With AI Contract Analysis No Per-Page Fees. No B.S. Just Smarter, Faster Deals. Get started with your free trial today! ________ Episode Timestamps: [00:04:00] Ben Beller’s background and major bankruptcy cases (FTX, SVB, Mallinckrodt) [00:07:30] Chapter 7 vs. Chapter 11 – key differences [00:11:30] Signs companies should begin planning for bankruptcy [00:14:00] Prepackaged vs. prearranged vs. freefall bankruptcies [00:17:30] Importance of lender relationships and communication [00:22:00] Role of private credit and debt trading in distressed situations [00:28:00] Liability management transactions explained: dropdowns, up tiers, and more [00:35:00] Trends in liability management and how they defer bankruptcy [00:41:00] M&A in bankruptcy: How buyers can seize opportunities [00:46:30] Understanding stalking horse bids and auction dynamics [00:54:30] Common mistakes in buying businesses out of bankruptcy [01:01:00] Bankruptcy reform trends and cost implications…
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M&A Science
Ashish Achlerkar, Founder and Chairman at NearU Starting a business from scratch is challenging, but Ashish Achlerkar, Founder and Chairman of NearU, took a unique path—leveraging M&A as a tool for entrepreneurship. In this episode of the M&A Science Podcast, Ashish shares how he transitioned from investment banking to building a multi-state, multi-million-dollar business in the skilled trades industry. Ashish’s journey is a masterclass in leveraging M&A for business expansion, focusing on strategic acquisitions, cultural alignment, and operational efficiency to build a thriving company in an industry ripe for disruption. Things you will learn: Entrepreneurship through acquisition – Why M&A is a tool, not an end goal How to evaluate industries for acquisition – Why the skilled trades industry was the perfect fit Building a scalable business post-acquisition – The importance of training and technology Working with private equity – How to find the right partner and maintain control What is the Buyer-Led M&A™ Virtual Summit This isn’t just another webinar—it’s an interactive experience designed to give you the tools and strategies to lead your M&A deals with confidence. This half-day event brings together corporate development leaders and M&A experts to explore Buyer-Led M&A™, showing how you can take control of every stage of the deal. Register Now Episode Timestamps: [00:01:30] Ashish’s Journey from Banking to Entrepreneurship [00:02:30] Lessons Learned from the Entrepreneurial Journey [00:07:00] Defining Purpose and the ‘Why’ Behind Entrepreneurship [00:10:30] Making the Leap from Corporate to Startup Life [00:13:00] Selecting a Sector Through First Principles Thinking [00:18:00] Building the Investment Thesis for NearU [00:26:30] Executing the First Deal with a Bootstrap Approach [00:31:30] Sourcing Deals Through Relationships & Reputation [00:37:00] Challenges in Early and Scaling Phases [00:40:00] Working with Private Equity While Preserving Vision [00:48:00] Final Reflections: Transparency, Integrity & Doing the Right Thing…
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M&A Science
Michael Hoy , Executive Vice Chairman, Great Day Improvements In this episode of the M&A Science Podcast, Michael Hoy, Executive Vice Chairman of Great Day Improvements, joins Kison Patel to discuss how a people-first approach drives M&A success. With 4,500 employees and $1.5 billion in revenue, Great Day Improvements has grown through strategic acquisitions while maintaining a strong culture. Michael shares insights on harmonizing financials post-acquisition, leveraging growth synergies instead of cost-cutting, and building trust to ensure smooth integrations. Things you will learn: How to scale M&A by focusing on people instead of cost-cutting The importance of trust-building and transparency in integrations Why aligning financials and data early ensures a smoother transition How to foster a culture that drives sustainable growth ___________________________________________ Save your seat at the Buyer-Led M&A Masterclass to gain practical strategies to take control, reduce inefficiencies, and drive lasting value in your deals. https://hubs.ly/Q03bF7vS0 ___________________________________________ Trailer Timestamps: [02:00] Introduction to Michael Hoy and Great Day Improvements [05:04] The value of a people-first M&A strategy [07:09] Leveraging growth synergies instead of cost-cutting [16:14] Building a strong referral-based growth model [23:11] Aligning financials post-acquisition [35:05] The decision-making philosophy [42:30] Importance of trust and transparency in integrations [50:45] Cultural challenges in M&A and lessons learned…
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M&A Science
Gwen Pope , Senior Managing Partner and Head of Platform Solutions Tiger Team M&A and Tracie Smith , Senior Partner and Head of GTM Solutions at Tiger Team M&A Together, Gwen and Tracie dive into the complexities of serial acquisitions, discussing how large strategic acquirers can develop repeatable frameworks to streamline execution and maximize deal value. From building a North Star strategy to decision-making frameworks, they cover what it takes to successfully integrate multiple acquisitions while maintaining strategic alignment. Whether you're leading M&A for a large enterprise or looking to optimize your acquisition playbook, this episode is packed with insights on structuring M&A functions, avoiding common integration pitfalls, and ensuring leadership alignment. Things you will learn: How to structure an M&A function for repeatable success Why decision-making frameworks are crucial for integration The role of executive leadership alignment in deal execution This episode is sponsored by DealRoom BI . Harness the power of real-time data to make data-driven decisions by building, visualizing, and sharing interactive M&A reports seamlessly. Visit DealRoom.net to learn more. Episode Chapters [00:00:00] – Introduction [00:02:00] – The backgrounds of Gwen Pope and Tracie Smith [00:05:30] – Common integration challenges for large serial acquirers [00:08:30] – The importance of a repeatable M&A model [00:14:00] – Why education is key for executive leadership teams [00:18:30] – Overcoming integration fatigue and long-tail execution [00:26:00] – Structuring an M&A function: centralized vs. decentralized models [00:36:00] – How to establish a decision-making framework [00:49:00] – Handling unexpected challenges and reducing reliance on leadership for decisions [00:56:00] – Why a decision log is essential for integration success [01:05:30] – Crazy M&A stories and key lessons learned…
Mimi Wu , Partner at Sullivan & Cromwell When a company is struggling financially, M&A can be a lifeline—but navigating distressed deals is a whole different game. In this episode of the M&A Science Podcast, Mimi Wu, Partner at Sullivan & Cromwell, breaks down how Chapter 11 bankruptcy, 363 sales, and creditor negotiations come into play when businesses are in distress. Mimi has worked on some of the biggest restructuring cases, including FTX and Silicon Valley Bank, and she’s here to explain how distressed M&A really works—without the legal jargon. Whether you’re an investor, a corporate executive, or just curious about how companies handle financial trouble, this episode is packed with insights. Things you will learn: What is Chapter 11? – How bankruptcy protects businesses and gives them time to reorganize The Power of a 363 Sale – Why buyers love these deals and how they can acquire assets “free and clear” Negotiating with Creditors – What happens when companies can’t pay their debts, and the options they have Finding Deals in Bankruptcy – How investors and buyers can identify distressed M&A opportunities before they hit the auction stage ______________ This episode is sponsored by DealRoom AI. Forget spending hours reviewing diligence contracts. Automate the extraction and analysis of key information and create quick summary reports. Harness the power of Buyer-Led M&A with DealRooms proven framework. Visit DealRoom.net to learn more. Trailer Timestamps: [00:03:01] – What is Distressed M&A? Key Differences from Traditional M&A [00:05:32] – Chapter 11 Bankruptcy: How It Works and When to Use It [00:06:30] – 363 Asset Sales: Selling a Business in Bankruptcy [00:09:11] – Why Companies File for Bankruptcy: Common Triggers [00:10:36] – The Automatic Stay: Protecting Companies During Bankruptcy [00:14:00] – Alternatives to Bankruptcy: Negotiating with Creditors & Raising Capital [00:18:30] – How the Bankruptcy Sale Process Works: Auctions & Market Checks [00:20:41] – Credit Bidding & How Creditors Influence the Sale [00:24:02] – The 363 Auction Process: How Bidding Works [00:26:39] – Stalking Horse Bids: What They Are & How They Work [00:29:30] – How Sale Proceeds Are Distributed Among Creditors [00:33:00] – Case Study: Carrier & Ketafenol Bankruptcy Sale [00:39:35] – Finding Distressed M&A Opportunities: Buyer Strategies [00:42:00] – The Craziest Thing Mimi in Distressed M&A…
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M&A Science
1 How to Navigate Antitrust Complexities in M&A 1:03:11
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Play Later Play Later Lists Like LikedKaj Rozga , Senior Antitrust Counsel at ABB Antitrust scrutiny in M&A is at an all-time high, and companies must be prepared to navigate evolving regulatory challenges. Kaj Rozga, Senior Antitrust Counsel at ABB, brings a unique perspective, having worked both inside the FTC and in private practice, advising on antitrust strategy, compliance, and M&A transactions. In this episode of the M&A Science Podcast, Kaj breaks down the latest antitrust trends, regulatory risks, and strategic approaches to managing antitrust concerns in M&A. He shares how dealmakers can proactively assess risk, structure deals to mitigate scrutiny, and use antitrust as a negotiation tool. Thing’s you will learn: Antitrust in M&A – What business leaders need to know How regulators evaluate mergers – Key triggers for scrutiny Industry rollups & market consolidation – Why private equity is under the microscope Navigating second requests & regulatory delays – How to prepare for costly reviews What not to do between sign and close _________________________________ This episode is sponsored by Buyer-Led M&A™ . Take control of your deals._________________________________ Episode Timestamps: 00:02:30 - Guest Introduction: Kaj Rozga’s Background & ABB Overview 00:07:00 - Antitrust Trends: Government Levers & Key Enforcement Themes 00:13:00 - Substantive Antitrust Challenges: Vertical Competition, Industry Roll-ups & Expanded Deal Horizon 00:21:00 - Government Positioning & Impact on Deals 00:30:00 - Mandatory Filings & Second Requests 00:38:00 - Best Practices for Document Control & Risk Mitigation in M&A 00:48:00 - Gun-Jumping & Pre-Closing Coordination: Managing Compliance Risks 00:54:00 - Structuring Deals to Avoid Antitrust Concerns 01:02:00 - Using Antitrust Considerations in Negotiation…
John Cerasuolo , CEO of Leap Partners Creating a successful roll-up strategy requires a unique combination of industry expertise, strategic planning, and leadership. John Cerasuolo, CEO of Leap Partners, has mastered the art of acquiring and integrating businesses in the home services industry, including HVAC, plumbing, and electrical services. With 19 acquisitions in less than three years, Leap Partners is rapidly expanding across the Southeast with a people-first approach. In this episode of the M&A Science Podcast, John shares how to build a roll-up machine from scratch. He discusses selecting the right industry, pitching to investors, sourcing and executing deals, and the critical role of leadership and culture in scaling a business. John also explains how to foster strong relationships with business owners and private equity partners, along with key lessons learned from executing high-volume M&A. Things You’ll Learn: How to build a roll-up strategy from scratch Understand how to pitch to investors and raise capital without an initial deal in place Gain insights into sourcing and executing deals with a people-first approach Discover the importance of rapid integration and operational efficiency Hear how to build strong relationships with business owners and private equity partners _________________________________ This episode is sponsored by DealRoom BI . Harness the power of real-time data to make data-driven decisions by building, visualizing, and sharing interactive M&A reports seamlessly. Visit DealRoom.net to learn more._________________________________ Episode Timestamps: [00:00:00] Introduction & The Importance of M&A Reporting Automation [00:02:00] Guest Introduction: John Cerasuolo's Background & Key Lessons from the Navy [00:07:00] The Role of Private Equity in Roll-ups [00:10:30] Building a Roll-up Machine: Step-by-Step Guide [00:13:45] Sourcing Deals & Choosing the Right Industry [00:21:20] Securing the Right Investment Partner & Negotiating Terms [00:30:30] First Deal & Launching Leap Partners [00:33:00] Building a Strong Pitch to Business Owners & Characteristics of Leadership [00:40:00] Integration Strategy & Operational Efficiency [00:45:00] Partnership with Business Owners & Culture Building Post-Close [00:48:30] Craziest Thing Seen in M&A & Final Thoughts…
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M&A Science
1 Corporate Development Strategy in High-Volume M&A 1:09:37
1:09:37 Play Later Play Later Lists Like Liked1:09:37
Play Later Play Later Lists Like LikedJeff Giles, Executive Vice President at Core & Main M&A at scale requires more than just financial analysis—it’s about building relationships, understanding cultural fit, and executing a seamless integration strategy. With over 60 deals under his belt, Jeff Giles, Executive Vice President at Core & Main, has a proven track record of leading high-volume, buyer-led M&A. In this episode of the M&A Science Podcast, Jeff shares his expertise in strategic acquisitions, relationship-driven deal sourcing, and post-merger integration. He discusses the critical role of culture in M&A, how to prioritize acquisition targets, and why technology is essential for managing complex transactions. Things you will learn: Buyer-led M&A – The power of proactive deal sourcing Building a strategic market map – Core vs. adjacent markets How to assess culture in M&A – What makes a deal truly successful Negotiation tactics in valuation gaps – Closing deals with the right structure Integration planning – Ensuring a smooth transition post-close _________________________________ This episode in sponsored by DealRoom AI . Forget spending hours reviewing diligence contracts. Automate the extraction and analysis of key information and create quick summary reports. Harness the power of Buyer-Led M&A with DealRoom's proven framework. Visit DealRoom.net to learn more. _________________________________ Episode Timestamps: [00:00:00] Introduction & Guest Background [00:03:00] Building Market Maps & Identifying Opportunities [00:11:00] Developing Relationships in Buyer-Led M&A [00:19:00] Expanding into Adjacent Markets [00:24:00] Prioritization of Acquisition Targets [00:31:00] Evaluating Cultural Fit & Integration Risks [00:38:00] Building Trust & Transparency with Business Owners [00:42:45] The Due Diligence Process [00:50:00] Managing Bid-Ask Spread & Valuation Challenges [00:55:00] Integration Planning for M&A Success [01:01:00] The Role of Technology in M&A [01:06:00] Surprising Moments in M&A…
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M&A Science
1 Navigating Large-Scale M&A Deals and Legal Complexities 50:17
50:17 Play Later Play Later Lists Like Liked50:17
Play Later Play Later Lists Like LikedJohn Orbe, Senior Associate General Counsel – M&A at Emerson Large-scale deals come with layers of complexity—from regulatory challenges and cross-border negotiations to structuring transactions that align with long-term business strategy. Having the right legal approach can make or break a deal. In this episode of the M&A Science Podcast, John Orbe joins us to break down what it takes to execute high-stakes transactions. He shares insights on the differences between large and small deals, how legal teams can be a strategic partner in M&A, and why cross-border transactions require more than just legal know-how. Things you will learn: Big vs. small deals – Unique challenges and hidden complexities When to involve legal in M&A – Structuring LOIs the right way Cross-border deal challenges – Cultural, regulatory, and legal considerations How technology is reshaping M&A – AI, automation, and data room efficiencies Avoiding post-closing disputes – Drafting airtight agreements Trailer Timestamps: 00:00:00 Introduction 00:03:17 Entering the M&A World 00:05:26 M&A as a Team Sport 00:07:18 Transition from Law Firm to In-House Counsel 00:10:35 Differences Between Large and Small M&A Deals 00:15:42 M&A Deal Strategy and Business Risk 00:25:10 Legal Due Diligence Process 00:30:22 Cross-Border M&A Complexities 00:35:40 Technology and AI in M&A 00:40:15 Managing External Legal Counsel 00:45:00 Negotiation Strategies in M&A 00:50:30 People and Cultural Considerations in Deals 00:55:10 M&A Deal Execution and Closing Challenges 01:00:20 The Future of M&A and Legal Innovation 01:05:45 Craziest M&A Stories and Lessons Learned…
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M&A Science
1 Lessons from the Trenches: Mastering Tech M&A, Integration, and Carve-Out Strategies Part 2 1:02:12
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Play Later Play Later Lists Like LikedDr. Amit Monga , Founder and CEO of SARAPOINT Every deal tells a story of risk, strategy, and the relentless pursuit of value. With M&A evolving into a core function across industries, simply following old playbooks is no longer enough. You need insight, discipline, and a strategy tailored to today’s fast-moving, multi-dimensional landscape. In this episode of the M&A Science Podcast, Amit Monga, Founder and CEO of SARAPOINT, joins us to unpack the intricacies of software valuation, integration challenges, and structuring carve-outs that unlock hidden value. Things you will learn: Trends in software valuation: EBITDA vs. revenue multiples How growth impacts valuation and attracts buyers Navigating deals with difficult CEOs Challenges in carve-outs from the buy-side Key differences between buy-side and sell-side M&A This episode is sponsored by DealRoom AI . Forget spending hours reviewing diligence contracts. Automate the extraction and analysis of key information and create quick summary reports. Harness the power of Buyer-Led M&A™ with DealRoom's proven framework. Visit DealRoom.net to learn more. Episode Timestamps: 00:00 Intro 02:31 Trends in software valuation: EBITDA vs. revenue multiples 05:22 Venture capital vs. private equity mindsets 07:48 Who is lending on software deals 09:13 Convincing someone to sell their company 12:41 How growth impacts valuation and attracts buyers 15:46 How to approach your first acquisition 18:54 How to pitch a deal to Founders 22:15 Navigating deals with difficult CEOs 27:46 Challenges in carve-outs from the buy-side 31:36 Networking to find carve-out deals 35:28 Structuring optimal deals for carve-outs and founder-owned businesses 41:46 When to take on investments and build a platform 45:25 Key differences between buy-side and sell-side M&A 50:21 Surprises and lessons learned in M&A 55:09 How M&A strategies have evolved 58:25 Craziest thing in M&A…
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M&A Science
1 Lessons from the Trenches: Mastering Tech M&A, Integration, and Carve-Out Strategies Part 1 48:37
48:37 Play Later Play Later Lists Like Liked48:37
Play Later Play Later Lists Like LikedAmit Monga , Founder and CEO of SARAPOINT M&A is a minefield of uncertainties, let alone the tech space. Missteps in integration, cultural clashes, and unforeseen risks can quickly derail even the most promising deals. That’s why understanding what could go wrong is critical. Dr. Amit Monga, Founder and CEO of SARAPOINT, shares lessons from the trenches to help you anticipate challenges and mitigate risks. Learn how to navigate integration, manage carve-outs, and turn M&A uncertainty into opportunity with actionable insights from a seasoned expert. Things you will learn: Key lessons from the trenches for corporate M&A success Balancing proactive and opportunistic M&A strategies Handling opportunistic deals outside core strategy Evaluating deals that don’t fit the M&A thesis Maintaining control during M&A execution ******************* This episode is sponsored by DealRoom AI . Forget spending hours reviewing diligence contracts. Automate the extraction and analysis of key information and create quick summary reports. Harness the power of Buyer-Led M&A™ with DealRoom's proven framework. Visit DealRoom.net to learn more. ******************* Episode Timestamps: 00:00 Intro 03:17 The power of an engineering background 03:48 Key lessons from the trenches for corporate M&A success 06:51 Balancing proactive and opportunistic M&A strategies 08:39 Building and managing an M&A pipeline 10:32 Handling opportunistic deals outside corporate strategy 12:35 Balancing synergies and opportunistic deals 14:54 Deciding how much to integrate a company 17:59 Evaluating deals that don’t fit the M&A thesis 23:06 Planning integration based on partnerships and synergies 25:02 Becoming a buyer-led M&A organization 27:05 Working with the sell-side during M&A processes 30:46 Maintaining control during M&A execution 32:40 Balancing the M&A process management with bankers 34:48 Handling proprietary deals without an advisor 38:34 Scenario: Balancing opportunism with communication in competitive processes…
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M&A Science
1 Navigating the Current M&A Cycle, Regulatory Impacts, and 2025 Market Dynamics for Corporate Development Leaders 33:10
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Play Later Play Later Lists Like LikedJoe Mantone , U.S. Financial Institutions News Desk Manager at S&P Global Market Intelligence (NYSE: SPGI) The M&A market isn’t what it used to be. Deal volumes are rising, but they remain a shadow of the record highs of 2021. Add to this the challenges of regulatory hurdles, high interest rates, and uneven global recovery. Corporate development leaders are left asking: where do we go from here? In this episode of the M&A Science Podcast, Joe Mantone of S&P Global Market Intelligence unpacks the latest trends, challenges, and opportunities in the M&A cycle. You’ll learn the latest insights to stay ahead in a volatile market and prepare for the opportunities 2025 promises to bring. Things you will learn: The state of M&A, recovering from the 2022 downturn How regulatory challenges are reshaping deal strategies What corporate leaders need to know about private equity and credit trends The rise of AI and sector-specific opportunities for 2025 Actionable advice for corporate development teams in a volatile market ******************* This episode is sponsored by S&P Global Market Intelligence . Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It’s the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights . DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today. ******************* Episode Timestamps 00:00 Intro 06:03 Current state of the M&A market 07:45 Distinguishing the current M&A downturn 08:51 Factors driving global M&A 10:14 M&A blindspots to lookout for 12:38 How Fed rate cuts will affect M&A 13:38 Financing M&A deals in a changing market 15:22 Investor sentiment and the future of IPOs 16:17 Impact of market volatility on corporate M&A 17:12 Cross-border M&A: Lessons from Asia Pacific and Europe M&A Activity 20:19 How to prepare for the heightened regulatory scrutiny 21:43 Strategies for mitigating regulatory risks 22:24 M&A insights from earnings calls 23:53 Increased investment banking recruiting 24:48 Practical takeaways for corporate M&A teams 25:40 The future of M&A: Trends to watch in 2025 28:13 Emerging sectors for 2025 29:55 Craziest thing in M&A…
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M&A Science
1 Optimizing Your Corporate Development Team 1:16:34
1:16:34 Play Later Play Later Lists Like Liked1:16:34
Play Later Play Later Lists Like LikedAndrew Kelley III - VP of Corporate Development and Ventures at Five9 ( NYSE: FIVN) Achieving success in M&A requires more than identifying opportunities—it demands a thoughtful approach to relationship-building, thorough due diligence, and strategic alignment. Without these key elements, even well-intentioned deals risk falling short of their potential. In this episode of the M&A Science Podcast, Andrew Kelley, VP of Corporate Development and Ventures at Five9, shares his expertise on navigating the complexities of corporate development. From building strong relationships to prioritizing due diligence and leveraging emerging technology, Andrew provides actionable insights for driving successful deals. Learn how to overcome common pitfalls, foster alignment, and build a strategic M&A framework. Things You Will Learn: Strategies for building relationships and sourcing deals effectively How to prioritize and execute efficient due diligence Identifying and overcoming bid-ask spread challenges The role of culture in deal success and integration ******************* This episode is sponsored by S&P Global Market Intelligence . Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It’s the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights . DealRoom AI also sponsors this episode. DealRoom AI accelerates the due diligence process by automating the extraction and analysis of key information from M&A documents, reducing contract analysis time by up to 80%. Trusted by leading M&A practitioners, this tool streamlines reviews, minimizes risk, and saves legal costs significantly. For more details, visit the DealRoom AI page today. ******************* Episode Timestamps: 4:13 Overview of Experience in Corporate Development 7:17 Foundational Skills for M&A Success 17:39 Efficiency and Prioritization in Due Diligence 22:00 The Role of Culture in Integration 23:22 Green Flags in the Deal 27:12 Red Flags in the Deal 33:18 Predicting Actual Value 37:46 Key Players in Your Letter of Intent 41:01 Relationships in Corporate Development 44:46 Supporting Your Team While Holding Them Accountable 49:01 Dealing with Bid-Ask Spreads 54:35 Building External Relationships 1:08:22 Future of Corporate Development…
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