Attracting a price premium for a divestiture comes down to three things: preparation, preparation and preparation. More preparation; more value.
Background:
A UK listed engineering business brought Toby in to help them acquire a global computer analytics business put up for sale by the parent firm. The buyer saw a unique opportunity to complement cutting-edge computer analytics with their current business offerings.
Unlike previous acquisitions the buyer had made, this deal was special. It represented a one-in-a-lifetime transformational opportunity to reposition themselves in the market as a digital business, to increase their capabilities, and cross-sell digital solutions to their customer base and grow revenue like never before.
BUT - There was significant difference between the preparation that the buyer understood and the detail operational, people and IP separation that was necessary for this to be a successful a going concern
