Most M&A deals fall short of their goals or outright crash and burn. Achieve personal and financial success with the nontraditional skills of The Seller Whisperer.
Ignacio Macias and Carlos de Torres recognize that the acquiring of a company is only half the deal, the value-creation of the newly combined companies completes the deal. Just as the horse whisperer brought a uniquely empathic, heartfelt, and mutually trusting emphasis to equine communication, the seller whisperer can apply these nontraditional skills to mergers & acquisition deals for long-term success.
The Seller Whisperer unfolds a very human approach to a process long characterized by hard numbers and harder hearts through the following:
- A cutting review of the failures of traditional M&A and how a more heartful mindset locks in the most rewarding deals
- How to identify ideal acquisition targets with an entrepreneurial approach
- Strategies for pain-free due diligence and win-win negotiations
- The art of integrating two organizations for hypergrowth success
- Learn from successful real deals illustrated in the book
- Ignacio and Carlos review every step in the M&A process giving strategic and tactical tips to improve your M&A success
Lower-middle market solutions that these two M&A operators have "whispered" to sellers have resulted in some of the most hyper-rewarding hypergrowth deals of the last twenty years with many more to come. This book unfolds a very human approach to a process long characterized by hard numbers and harder hearts—and to what end? Again, it’s because the traditional approach produced such uneven results that the fresh thinking of these M&A operators is so important to anybody looking to buy or sell a company.
Just as the horse whisperer brought a keenly empathetic, heartfelt, mutually trusting emphasis to equine communication, seller whisperers are applying these same nontraditional skills to M&A deals—resulting in more personally rewarding and financially successful deals for all parties involved.
Preface
Introduction
Do Captains of Industry Really Act This Way?
Rewarding the Entrepreneur with Empathic M&A
Wheres That Sure Path to Hypergrowth?
Preparing the Exit of a Lifetime 5: Connecting with Great Companies
Best Financial Deals Are People Deals
Not about Valuing a Seller, about Adding Value
Building Relationships You Can Bank
Due Diligence, or How I Learned to Love the Proctologist
Negotiations, Another Word for Problem-Solving
Duct-Taping a Pippin to a Red Delicious
Bringing It All Together
IGNACIO MACIAS grew his European company Healthcare Management Consultancy for twenty years before attaining a 40x exit and turning to technology company investmentclosing forty-five deals successfully by taking a radically different approach to M&A hypergrowth. In coming to the US, Ignacio has focused on lower middle-market deals growing net profit by 700 percent in three years and multiplying enterprise value from $7 million to more than $100 million.
CARLOS DE TORRES has partnered with Ignacio Macias on M&A deals while managing multi-billion-dollar operations for Google as Head of EMEA Venture Capital and Private Equity and Managing Director of Cloud Operations, and previously at Microsoft as Vice President for Partner Relationships, as well as in other senior leadership positions in the US, Canada, and Spain.
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