Companies are bought, because they are sold

Every entrepreneur hopes that if they build it, someday someone will come knocking at their door with a large check. But what does it take to get someone to knock on that door? And, how do you make sure your caller actually has a large check? Selling. Companies are...

Deal Strategy and Objectives

The cornerstone to a successful negotiation is strong internal alignment on the objectives and structure for a deal. More often than not, companies will enter into a negotiation process in a reactionary position and gloss over, or skip entirely, the internal...

A bird in the hand is worth two in the bush.

The classic adage teaches that it is better to have a certain, but perhaps lesser than expected, outcome than the possibility of something greater that may never come. This lesson holds true for dealing with biopharma transactions. The difficulty of managing an offer...

Negotiation Tactics: How to Maximize Deal Value

A simple question plagues every deal maker – ‘Is this a good deal?’  Often it’s a matter of perception, viewed in the context of similar transactions or comparable companies. It can also be evaluated financially with a variety of methods incorporating discounted cash...