The Vault series

Insight on what matters - so you can transform your business.

Let's Make a Deal! 5 Tactics for Becoming a Better Negotiator — PART II

14 May 2019

Read Part I Many people think talented negotiators were born with innate skills. And although there is an element of truth to that, it’s also true that good negotiating skills can be learned....

Let’s Make a Deal! 5 Tactics for Becoming a Better Negotiator—PART I

14 May 2019

Whether you think of yourself as a negotiator or not, the reality is that we all negotiate. To some extent, we negotiate every day. We negotiate with our spouses. We negotiate with our kids (who tend...

The Packaging Industry — 4 Trends Driving M&A Activity

25 March 2019

Today’s packaging industry M&A activity remains heightened and shows no sign of slowing down. In the first half of 2018, there were 156 acquisitions of packaging companies totaling $40.9B, a pace...

Best Practices for M&A Due Diligence: Avoiding Nightmares & Optimizing Value

27 February 2019

Best Practices for M&A Due Diligence: Avoiding Nightmares & Optimizing Value Due diligence is a critical part of acquiring or selling an asset or stock. It’s the process of “kicking the tires” and...

Blockchain–Trends & Transactions

07 December 2018

Blockchain–Trends & Transactions Blockchain is quickly shaping out to be an established enterprise technology. There are new  technologies and capabilities emerging almost daily, as well as new job...

Understanding Working Capital in M&A Transactions

06 December 2018

In most M&A transactions, the parties arrive at a purchase price by multiplying the target company’s earnings before interest, taxes, depreciation, and amortization (EBITDA) by an agreed-upon...

Best Practices for Responding to Inbound M&A Solicitations

02 November 2018

Every day, business owners are approached by third parties interested in buying their business. These buyers could be individuals, direct competitors, or private equity groups. Even if you’ve never...

Understanding Representations & Warranties Insurance

06 September 2018

Until recently, representations and warranties insurance (RWI) was rarely incorporated in M&A transactions. Perhaps it was misunderstood? Or did the lack of competition in the marketplace hinder the...

Bridging Valuation Gaps With Creative Deal Structures

04 September 2018

Valuation gaps between buyers and sellers are not uncommon; it’s why we have negotiations. Every seller has a number in his head, and it’s very rare that buyers agree with it. The seller is focused...

Doing it Right: How to Capitalize on Leads After a Trade Show

12 July 2018

BIO is over for another year. You’ve come away with a more than passable Boston accent and a fistful of business cards like a bad Uno hand. Now what? For most of us, our primary objective at trade...

The Seven Habits of Highly Effective Data Rooms

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