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

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

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.

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

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

_________________________________

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

 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

*******************

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

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
  

*******************

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

Andrew 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

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

*******************

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

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

Jason Lippert, CEO of LCI Industries (NYSE: LCII)

M&A integration is notoriously challenging—cultural misalignment, disengaged leaders, and high turnover often derail even the best-laid plans. How do you overcome these obstacles and ensure a seamless integration that drives long-term success?

In this episode, Jason Lippert, CEO of LCI Industries, shares his proven playbook for mastering M&A integration through leadership development and cultural alignment.

Things you will learn:

• Correlating culture metrics with financial performance 

• Investing in leadership development for a stronger frontline

• Proactive culture development for new team members

• Exploring AI to enhance customer service

• Identifying strong leadership during diligence

*******************

This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you’re looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata

This episode is also sponsored by DealRoom. Harness the power of Buyer-Led M&A™ with DealRoom's proven framework. Streamline your acquisitions, from sourcing to integration, for smarter, more strategic deal-making that drives growth and value. Visit DealRoom.net to learn more.

*******************

Episode Timestamps:

00:00 Intro

07:37 Evolving from seller-led to buyer-led M&A strategies

10:43 Capital allocation and acquisition strategy in a public company

13:08 Defining and measuring company culture through core values

15:56 Culture as a driver of value in M&A integration

19:50 Assessing and transforming culture in M&A pre-LOI

21:45 Leveraging culture as a competitive advantage post-LOI

22:52 Building a playbook for culture and leadership integration

25:25 Fostering personal and professional growth plans for employees

33:23 Measuring success through culture and leadership metrics

37:30 Using culture to build trust and drive post-acquisition success

40:31 Correlating culture metrics with financial performance

42:14 Proactive culture development for new team members

43:53 Identifying strong leadership

Adam Coffey, Founding Partner of The Chairman Group

Many M&A deals fail to deliver their promised value due to gaps in deal sourcing, diligence, and integration. Without a clear strategy and the right tools, even the best opportunities can turn into liabilities. 

In this episode of the M&A Science Podcast, hear all the expert insights from Adam Coffey, Founding Partner at The Chairman Group, on how to source the right targets, structure deals for sustainability, and integrate acquisitions seamlessly. Get your blueprint for building an empire through strategic M&A.

Things you will learn:

• How to find and close proprietary deals for business growth

• Building relationships and effective outreach strategies

• Structuring deals with financial levers for sustainable growth

• Mastering integration and building M&A expertise through experience

• Strategic exit points and the value of partnering for growth

*******************

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

04:13 How to find and close proprietary deals for business growth

10:28 Building relationships and effective outreach strategies

23:14 Structuring deals with financial levers for sustainable growth

28:34 Mastering integration and building M&A expertise through experience

35:01 Strategic exit points and the value of partnering for growth

45:20 How to perform diligence on private equity buyers as a seller

48:23 Craziest thing in M&A

Adam Coffey, Founding Partner of The Chairman Group

Scaling a business from good to great often feels like an uphill battle. Organic growth alone can be painfully slow, leaving you far from achieving your dream of building an empire. But how do you supercharge growth without losing control or falling into costly traps? Building an empire takes more than just passion—it requires a clear, strategic playbook.

In this episode of the M&A Science Podcast, Adam Coffey, Founding Partner of The Chairman Group, shares his proven framework for transforming businesses into empires, from meticulous buyer-led diligence to flawless integration strategies. 

Things you will learn:

• The framework for building a resilient and profitable business empire

• The strategic role of software in scaling M&A operations

• The power of buy and build for exponential business growth

• Building relationships and effective outreach strategies

• Structuring deals with financial levers for sustainable growth

*******************

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.

This episode is also sponsored by DealRoom's BI Reporting tool.  DealRoom's BI Reporting tool revolutionizes M&A reporting with real-time, interactive data management. Utilize Looker BI to customize, automate, and export detailed M&A lifecycle reports, enhancing strategic decision-making. For more details, check out the DealRoom BI Reporting page.

*******************

Episode Timestamps

00:00 Intro

08:09 Simplifying business growth and private equity for everyone

11:48 The framework for building a resilient and profitable business empire

19:11 The strategic role of software in scaling M&A operations

24:11 Building a scalable business through smart acquisitions

30:00 The power of buy and build for exponential business growth

39:23 Strategically structuring growth and valuation for maximum exit potential

Art Papas, CEO at Bullhorn

Growth through M&A is about strategy, timing, and bold leadership. The stakes are high, but the rewards are transformative for those who get it right. In this episode, Art Papas, CEO of Bullhorn, shares his journey from tech founder to M&A leader, and how he turned acquisitions into engines of growth. 

Things you will learn:

• The role evolution from tech lead to CEO

• The case for buyer-led M&A

• Leveraging customer insights to identify strategic opportunities

• Balancing control and growth with private equity sponsorship

• Building M&A strategies and handling private equity transitions

*******************

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.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

06:29 The role evolution from tech lead to CEO

10:21 Lessons in Discipline and Growth

16:27 The case for buyer-led M&A - We were buyer-led

20:30 Leveraging customer insights to identify strategic opportunities

25:27 Balancing control and growth with private equity sponsorship

31:30 Building M&A strategies and handling private equity transitions

32:31 The right way to integrate acquired businesses

40:22 Ensuring smooth M&A integration through detailed planning

43:48 Integration and risk planning post-LOI

46:07 Best practices for handling overlapping products in M&A

49:53 First M&A deal with Vista

54:14 Evaluating deal timing and product-market fit early

55:32 Staying close to core competencies in M&A

58:55 Expanding internationally with organic growth and M&A

1:00:43 Building relationships in early M&A conversations

1:02:14 Craziest thing in M&A

Avinash Patel, Partner at PJT Partners (NYSE: PJT)

‍

Investment bankers aren't always seen as trusted advisors; some see them as deal-pushers, prioritizing fees over friendships. The skepticism is fair, but many miss the point of what they actually bring to the table. 

‍

In this episode of the M&A Science Podcast, Avinash Patel, Partner at PJT Partners, offers an insider’s view on what investment bankers really do in M&A, from guiding strategic vision to wielding influence in complex transactions.

Things you will learn:

‍

• Why investment bankers face a reputation challenge

• Building influence and shaping strategy through relationship investment

• Working with public vs. private companies as an investment banker

• Evaluating the right private equity partner

• Finding the right advisory partnership

*******************

This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you’re looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

08:37 Why investment bankers face a reputation challenge

13:29 The role of investment bankers

17:21 Building influence and shaping strategy through relationship investment

21:36 Tailor advice and introductions for big-company impact

23:31 Example of companies turning strategic advice into growth

30:08 Working with public vs. private companies

32:21 Role play: Scaling through organic growth and strategic acquisitions

44:19 Leveraging investment bankers to identify strategic carve-out opportunities

48:29 Building selective PE relationships for carve-out deals

50:54 Evaluating the right private equity partner - willing to answer

55:47 The importance of buyer-led M&A integration planning

1:06:29 Finding the right advisory partnership

1:08:18 Craziest thing in M&A

Yogesh Gupta, President and CEO at Progress Software

In M&A, closing the deal is just the beginning. The true measure of success comes from effective execution post-close. Mastering this phase demands transparent leadership and strategic agility—qualities that can significantly influence whether an acquisition thrives or flounders.

In this episode of the M&A Science Podcast, Yogesh Gupta, President and CEO of Progress Software, explores how clear leadership and adaptable strategies are pivotal for M&A success. He shares insights into building a strong foundation and ensuring seamless integration, even before the deal is inked. 

Things you will learn:

• Crafting a clear and actionable M&A strategy

• Establishing leadership and building a foundation before pursuing M&A

• Strategic AI integration

• Ensuring fit and managing integration risk at the LOI stage

• Balancing objectivity and cultural fit in M&A decision-making

*Bonus Mini Interview: The Evolving Landscape of M&A Data with Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence.

Today, data is everything, and the M&A industry is no different. Professionals must learn to harness and utilize the power of technology and data to increase efficiency.

In this mini interview, Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence, discusses the evolving landscape of M&A data and how it impacts M&A professionals.

Things you will learn:

• Embracing AI for Enhanced Efficiency

• Leveraging Alternative Data Sources

• Utilizing Capital IQ Pro

• Accessing Private Company Data

• Workflow Efficiency through Technology

*******************

This episode is sponsored by S&P Global. S&P Global Market Intelligence has private companies covered. Whether you’re looking for your next investment or M&A target,  conducting peer comparisons, assessing counterparty credit risk, or monitoring your supply chain, S&P Capital IQ Pro's extensive private company data can give you the insights you need for a competitive edge. Uncover tangible insights on private companies by visiting spglobal.com/privatecompanydata

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Bookmarks

00:00 Intro

07:52 The reality of being a CEO in a publicly-traded company

12:29 Crafting a clear and actionable M&A strategy

15:21 Conducting diligence and understanding the business in the first 90 days

18:22 Establishing leadership and building a foundation before pursuing M&A

24:05 How the strategy evolved

25:05 Strategic AI integration

28:27 Executing successful M&A deals

30:51 Ensuring fit and managing integration risk at the LOI stage

34:26 Balancing objectivity and cultural fit in M&A decision-making

38:42 Building trust through transparency in M&A relationships

40:25 Influencing a sale by building long-term relationships

43:10 Maintaining valuation discipline in acquisition negotiations

45:31 Managing transparent employee communication

51:12 Staying agile to overcome integration challenges in M&A

54:33 Craziest thing in M&A

55:58  Bonus Interview with Jack Blazebrook: The Evolving Landscape of M&A Data 

Dr. Tianyi Jiang, CEO at AvePoint

Raising capital is only half the battle. The real challenge is fostering strong relationships with investors while ensuring your business continues to grow. It’s easy to focus on securing funds, but investors look for more than just short-term returns. Without that clarity, it’s harder to build lasting trust and keep things moving forward.

In this episode of the M&A Science Podcast, Dr. Tianyi Jiang, CEO at AvePoint, explains how to navigate investor relations and capital raising for sustainable growth.

Things you will learn:

• Engineering discipline in M&A

• Lessons in driving growth through organic and inorganic strategies 

• Building a strong distribution network

• Balancing primary and secondary capital

• Capital advantages of going public

*******************

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.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Bookmarks

00:00 Intro

04:53 Engineering discipline in M&A

07:08 Lessons in driving growth through organic and inorganic strategies

11:37 Building a strong distribution network

13:36 The importance of strategic capital raising for long-term growth

17:41 How to recapitalize and scale without losing control

20:30 Structuring a recap

22:11 Balancing primary and secondary capital

24:32 Maintaining control and avoiding founder dilution

28:42 Maximizing returns while retaining control

30:14 How going public challenges companies to maintain discipline and long-term focus

34:20 Capital advantages of going public

36:46 Structuring acquisitions and aligning acquirer and founder interests

40:20 Strategic capital allocation to drive growth

42:29 Key advice for growing, raising capital, and allocating resources

45:30 Craziest thing in M&A

Davis Thacker, Chief of Staff and Head of Corporate Development at Carta

The M&A process is notoriously tricky—everyone loves talking about getting the deal done, but few focus on the real work that comes after. Integration, valuation shifts, and cultural alignment often prove to be the biggest roadblocks to a successful acquisition. How do you avoid the common pitfalls that derail so many deals post-close?

In this episode of the M&A Science Podcast, Davis Thacker, Chief of Staff and Head of Corporate Development at Carta,  shares his expert strategies on executing successful M&A.

Things you will learn:

• Sourcing unbounded deals

• Driving accountability for successful integration

• Building consistency and early integration

• Advice on building a collaborative relationship with your CEO

• How to maintain a consistent people experience

*******************

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.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Bookmarks

00:00 Intro

07:38 Discovering unbounded deal opportunities

09:00 Sourcing unbounded deals 

13:21 Deal execution lessons: Adapting M&A strategy based on business growth

15:22 Driving accountability for successful integration

17:34 Building consistency and early integration

20:28 Working with the CEO

22:08 Advice on building a collaborative relationship with your CEO

24:01 Cultural challenges of international deals

27:42 Creating a positive people experience in M&A

31:04 How to maintain a consistent people experience

35:22 Balancing cultural integration

37:30 Mapping international growth in venture markets

39:18 Key tips for transitioning from domestic to international M&A

41:20 Navigating valuations and stakeholder interests in deal negotiations

43:29 Aligning non-price factors in M&A - Come back to culture

44:17 Craziest Thing in M&A

Todd Henrich, SVP Head of Corporate Development at Booking Holdings (NASDAQ: BKNG)

Today's M&A market conditions are volatile, regulatory scrutiny is high, and the pressure to find value is greater than ever. The risks of entering a deal without a firm understanding of today’s market dynamics have never been more pronounced. How do you ensure your strategic acquisitions stay on course?

In this episode of the M&A Science Podcast, we explore the best practices for executing strategic M&A in today's market with Todd Henrich, SVP Head of Corporate Development at Booking Holdings.

Things you will learn:

• The ripple effects of regulatory overreach on M&A and investment

• Shaping strategy through M&A setbacks

• Using M&A as a tool, not a strategy

• How global regulatory collaboration is impacting M&A activity

• Key targets and red flags when building an investment thesis

*******************

This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

05:02 The impact of changing regulations on M&A deals

08:01 The ripple effects of regulatory overreach on M&A and investment

11:40 Shaping strategy through M&A setbacks

12:49 Using M&A as a tool, not a strategy

15:59 How global regulatory collaboration is impacting M&A activity

18:13 Adapting to regulatory rules

19:21 Ensuring strategic alignment and long-term value in M&A

22:49 Sourcing deals

23:38 The Rocketmiles acquisition success story

26:48 Key targets and red flags when building an investment thesis

30:16 The AI hype

31:38 Managing the hidden costs of M&A

36:08 The importance of an integration team in M&A success

37:39 Balancing valuation and integration costs in M&A

39:19 Other reasons deals can go awry

43:39 Key lessons in M&A: Doing deals that matter

46:59 Handling surprises in M&A deals

53:21 The importance of buyer-led M&A processes for long-term success

55:09 Craziest Thing in M&A

Charles Webb, Lead Antitrust Counsel at FedEx (NYSE: FDX)

When it comes to mergers and acquisitions, everyone loves to talk about synergies, growth, and market share. However, these enticing prospects can quickly dim if regulatory compliance risks are overlooked. While not the most glamorous aspect of M&A, compliance forms the bedrock that ensures deals are legally sound and smoothly executed.

In this episode of the M&A Science Podcast, Charles Webb, Lead Antitrust Counsel at FedEx, discusses how to manage regulatory compliance risks in M&A.

Things you will learn:

• Different types of regulatory compliance risks in M&A

• Applicability of antitrust framework to companies

• The evolution of antitrust laws

• The importance of avoiding Gun Jumping

• Increased aggressiveness of antitrust regulators

*******************

This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

06:40 Different types of regulatory compliance risks in M&A

14:41 Applicability of antitrust framework to companies

20:47 Impact of HSR filing on the deal timeline

22:43 What does the HSR form look like?

24:56 How to land the narrative in a merger

28:25 The Origins of the Sherman Act

29:47 The Magna Carta of Free Enterprise

30:03 Fast forward 1914

30:36 Amendments and the Hart-Scott-Rodino Act

31:33 The evolution of antitrust laws

33:47 Risks during the waiting period

39:33 The importance of avoiding Gun Jumping

42:22 Best practices for internal communication during a deal

44:01 Understanding deal review risk in advance

46:11 What happens if a deal is rejected?

50:11 Increased aggressiveness of antitrust regulators

51:41 Real consequences for gun jumping

53:05 Balancing integration planning with gun jumping risks

57:43 The key to preparing for regulatory compliance

58:52 Craziest Thing in M&A

Henry Ward, CEO and Co-founder at Carta

 M&A has become a critical tool for companies to stay competitive in today’s fast-changing market. But success in acquisitions now requires more than just speed—it demands a strategic approach that aligns with long-term goals and adapts to industry shifts.

In this episode of the M&A Science Podcast, Henry Ward, CEO and Co-founder of Carta, shares his insights on how businesses can refine their M&A strategies to thrive in an evolving corporate landscape.

Things you will learn:

• Building the case for actionability

• How to convince founders to sell

• Valuing high-growth companies

• Bounded vs. unbounded acquisitions

• Balancing disciplined acquisitions with opportunistic ventures

*******************

This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

06:30 First failed acquisition story

09:13 Lessons learned during early deals

14:06 Building the case for actionability

16:31 Convincing founders to sell

26:06 Valuing high-growth companies

28:26 Bridging valuation gaps

31:48 Acquihires and product tuck-ins

35:39 Bounded vs. unbounded acquisitions

40:40 Lessons from unbounded M&A deals

44:22 Strategic capital allocation

46:33 Evaluating pipelines and allocating resources

48:10 How to make successful Corp Dev team and CEO relationships

50:25 Integration expectations from stakeholders

53:31 Thoughts on international expansion

56:02 Craziest thing in M&A

Camilo Franco, Director of M&A Integration and Operations and Matt Arsenault, VP of Corporate Development & Strategic Alliances at Jamf (NASDAQ: JAMF)

Too often in M&A, diligence and integration operate in separate lanes. Diligence focuses on uncovering risks, while integration is left scrambling to make everything fit once the ink is dry. It’s a classic case of working in silos, and it’s leaving value on the table. But there's a way to break down those barriers from the start.

In this episode of the M&A Science Podcast, Matt Arsenault, VP of Corporate Development & Strategic Alliances at Jamf, and Camilo Franco, Director of M&A Integration and Operations, show us how to transform these silos into synergy by aligning diligence and integration from day one.

In this episode, you’ll learn: 

• Implementing a proactive buyer-led M&A strategy

• Synchronizing diligence and integration planning

• The importance of integration-led diligence

• Building and refining the integration thesis

• Collaborating with sellers to shape a seamless integration plan

*******************

This episode is sponsored by Grata. Grata is the leading platform for private market dealmaking. With innovative AI and diligence-grade data, Grata makes it easy to find and evaluate targets from the outside looking in. Win more with Grata.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

04:46 Implementing a proactive buyer-led M&A strategy

06:21 Synchronizing diligence and integration planning

09:12 The importance of integration-led diligence

10:25 Early integration planning pre-LOI

13:05 Building and refining the integration thesis

15:58 Balancing due diligence and integration

19:10 Building confidence in early integration planning

21:53 Collaborating with sellers to shape a seamless integration plan

24:48 Measuring success from diligence to integration

27:44 Balancing aggressive integration goals with realistic expectations

29:59 Balancing AI hype with core business strategy in M&A pipelines

32:04 Best practices for evaluating intangible factors in an acquisition

33:52 Craziest thing in M&A

Jann Lau, Senior Director, Corporate Development at PayPal (NASDAQ: PYPL)

A well-crafted deal thesis is the cornerstone of any successful M&A transaction. It outlines the strategic rationale and anticipated value creation from the acquisition. However, a strong thesis alone isn't enough. To ensure the deal delivers on its promise, it's crucial to rigorously validate its assumptions and projections.

In this episode of the M&A Science Podcast, Jann Lau, Senior Director of Corporate Development at PayPal, shares key strategies for validating the deal thesis and mitigating risks associated with M&A.

Things you will learn:

• The importance of validating the deal thesis

• The risks of rushing M&A deals without proper alignment

• How to effectively validate a deal thesis

• Who takes the blame in corporate development for a bad deal?

• Other ways to streamline the M&A process

*******************

This episode is sponsored by Spearhead Corp Dev, a leading buy-side advisory firm. Spearhead combines traditional deal origination and advisory with advanced AI to help corporations and mid-market PE firms find and close more off-market deals with certainty. Their approach supercharges proprietary deal flow, providing a greater choice of opportunities. Elevate your deal sourcing by visiting spearheadcorpdev.com.

This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal. 

Ready to streamline your M&A process? Visit dealroom.net today.

*******************

Episode Timestamps

00:00 Intro

04:36 The Yahoo! acquisition

09:27 The importance of validating the deal thesis

13:42 The risks of rushing M&A deals without proper alignment

16:25 How to effectively validate a deal thesis

20:55 Example on how to effectively validate a deal thesis

26:29 Risks of not validating the deal thesis

29:42 Crafting a deal thesis 

33:31 Pitching the deal thesis

36:38 Integration as a deal driver

39:47 Who takes the blame in corporate development for a bad deal?

40:53 Key questions to nail down your deal thesis

42:09 Balancing gut instinct and stakeholder buy-in in M&A decisions

44:20 Lessons from deal surprises

46:13 When to walk away from a deal

48:16 Other ways to streamline the M&A process

50:34 Craziest thing in M&A