Home Company Sale Identifying Suitable Buyers
Home Company Sale Identifying Suitable Buyers

The Importance of Buyer Selection in the M&A Process

The strategy for selecting the most adequate potential buyers is an integral part of a sell-side process. Should the business be sold to a competitor, a customer or supplier, a financial investor or an international group looking to expand its presence in the company's market or country? It is essential to identify and qualify buyers based on their positioning in the value chain, ability to successfully integrate a business, track record in completing transactions at the expected price and reputation.
The nature of the buyer—whether a corporate or financial investor (private equity, family offices, business angel)—plays a decisive role in this initial phase. An approach that combines sector expertise, industry insight and strategic analysis is the most relevant to qualify potential buyers and ultimately maximise value creation when conducting a sale process.

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Victanis’ experience at identifying and qualifying attractive Buyers

Successfully identifying and qualifying potential buyers for the business you want to sell is a strategic project in itself.  

Victanis addresses this well in advance with our clients willing to dispose of their company. This comes as a result of a number of discussions with our clients in the context of workshops focused on industry knowledge, market structure, the company’s technological and industrial differentiation, its geographical presence, its customer base, and its own characteristics in terms of size, unique selling points and market share.  

Based on the results of this joint exercise, the seller's personal and professional requirements are incorporated into the discussions to develop the criteria for searching for and selecting the appropriate potential buyers.  

We pride ourselves on the thoroughness of our work to suggest to sellers a limited list of finely qualified prospect buyers.  

 

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Expert and Experienced: Achieving Success with our Senior Industry Experts

Our team consists of seasoned professionals with deep industry networks and sector-specific expertise, ensuring every project is backed by strategic insight and returns of experience.

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Local footprint: Leveraging our In-Depth Cultural and Market Knowledge

With extensive knowledge of the countries and cultures we operate in, we succeed in matching the unique dynamics of each market and business case and in delivering seamless and respectful cross-border projects.

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Professional and Hands-On: Relying on executable strategies

We offer a hands-on, project-driven approach to strategy and M&A, specializing in cross-border transactions with a focus on delivering tangible results through tailored, detail-oriented execution.

European leader in railway engineering with strong expertise of on-board and trackside equipment

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Challenges

IKOS Consulting is a consulting and services company whose growth is fast and driven by the adoption of common standards in Europe in the rail sector. IKOS wanted to position itself quickly and efficiently on the German market.

Approach

The approach of Victanis was to define with its client its main goals in Germany for the next ten years, in terms of positioning (business model, core expertise), growth strategy, customer targets and solutions to be provided in the context of major structuring rail projects in Germany and Europe more generally. Victanis relied on its good knowledge of the market and services providers to the German railway industry to help Ikos define its future positioning in Germany.

Results

This strategic analysis led IKOS Consulting to invest in Germany and create its German entity in Berlin. Victanis assisted Ikos in the creation of its subsidiary and in the recruitment of its manager. Victanis continues to support IKOS in its operational development in Germany (operational coaching, customer meetings, negotiation assistance, ...) and has since assisted IKOS with the creation of its subsidiary in the United Kingdom.

M&A support to constellation, INC, Canadian Software Group, in the acquisition of EUREKA TECHNOLOGY, a french TMS Software Specialist.

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Challenges

Constellation is a software group dedicated to vertical markets with a focus on the Transport & Logistics sector.

Victanis was required to identify a number of companies in France within the Transport & Logistics sector and approach of selected number of French TMS players..

We also needed to work at the technological level to understand the different solutions, on-premise, SaaS, provide  to customers..

Approach

  • Victanis mapped all the players acting in the Transport & Logistics  software French market .to  get a full understanding of size and type of services provide by these companies.

  • Once Victanis has produced this long list, we have selected a number of companies based on  Constellation criteria.  Then, Victanis approached 15 to 20 players with the objective to present Constellation project and open a discussion with willing partners.

Results

  • Victanis was able to present Constellation with 5 companies open to discuss strategic partnership.

  • Constellation bought Eureka Technology. Victanis supported the Canadian group during all the different phases from Identification, to target approach, valuation, Due Diligence and closing.