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
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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
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
Kaj 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.
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
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This episode is sponsored by Buyer-Led M&A™. Take control of your deals.
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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
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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.
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Episode Timestamps:
Jeff 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
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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.
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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
John 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
Dr. 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
Amit 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
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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.
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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
Joe 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
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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.
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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
Russ Hartz, VP of Corporate Development at Ansys, and Carey Pugh, Director of Corporate Integrations at Ansys (NASDAQ: ANSS)
The fastest way to sabotage an M&A deal is to let the deal team and integration team work in silos. Too often, companies nail the transaction only to fumble on execution because the people closing the deal and those delivering the value aren’t aligned.
In this episode of the M&A Science Podcast, Russ Hartz, VP of Corporate Development at Ansys, and Carey Pugh, Director of Corporate Integrations at Ansys, unpack how keeping deal and integration teams synchronized can make or break an M&A deal's outcomes.
Things you will learn:
The positive business outcomes of early integration
Managing integration planning milestones
Kickoff meeting structure
Adapting integration approaches to cultural differences
Building a strong partnership between deal and integration teams
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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.
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Episode Timestamps:
00:00 Intro
04:49 Integration planning starts early
07:55 The positive business outcomes of early integration
15:22 Balancing strategy with practicality in early integration planning
21:50 Proactive integration planning
23:58 Managing integration planning milestones
25:11 Kickoff meeting structure
33:07 Adapting integration approaches to cultural differences
30:29 Key factors considered during diligence
44:31 Building a strong partnership between deal and integration teams
46:50 Key traits to look for in an integration partner
49:36 Aligning the deal and integration teams
52:18 Best practices for synchronizing the deal team and integration team
58:52 The power of buyer-led M&A - When you get to the point
1:04:23 Creating a seamless people experience in buyer-led M&A
1:06:43 Craziest thing in M&A
Lisa Marchese, Head of Corporate Development at American Express AXP (NYSE)
Culture is one of the biggest M&A killers. Some of the biggest deal failures in history are due to culture clashes that resulted in value leaks and destroyed companies. Bringing culture to the forefront of transactions can help increase deal success.
In this episode of the M&A Science Podcast, Lisa Marchese, Head of Corporate Development at American Express, discusses proactive deal sourcing with culture in mind.
Liked today's episode? Unlock over 60 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “academy20%” on the sign-up page for a 20% discount, available on either monthly or annual plans. https://www.mascience.com/academy
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If you’re a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com.
This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/
“This is the first time I’ve been acquired by a company that felt like it had a soul.” That’s what John Derusso was told after leading an integration. John is the Director of Corporate Development Integration with Cisco Systems and has been for the past four years.
0:00-0:10 John’s background with Cisco and supply chain
0:13-2:12 Successful acquisitions
2:12-6:42 Retaining people
6:42-9:36 Big picture view of integration
9:36-13:30 Excitement and adrenaline in integration (step-by-step process)
13:30-20:21 Planning considerations, diligence, and key indicators of success
24:22-30:20 Taking care of customers
30:20-42:19 Complexity, decision-making, and communication
42:19-46:37 Degree of integration (depth and speed)
46:37-52:25 Difficult aspects of integration
52:25-End Lifetime lessons learned and key traits
M&A Science by Kison Patel (kison@dealroom.net)
DealRoom: Data Science and AI for M&A (www.dealroom.net)