Management advisers – what value do they bring to the negotiating table? | Deloitte UK has been saved
Richard Bevan-Williams, an associate director in Deloitte’s advisory corporate finance team, looks at how management advisers can help management teams see a transaction smoothly executed to completion.
When it comes to raising capital, buying or selling a business, many business leaders turn to their trusted advisers to help them navigate the complexities of the transaction.
But what about when management teams need to seek independent advice? This is when management advisers come to the forefront and business leaders call on the experts that excel in this area.
Advisers play an important role in supporting management teams in many scenarios, for example when a management buy-out – or buy-in – is on the horizon. Offering tailored advice for each and every transaction, the first thing advisers bring to the table is a deep understanding of the dynamics, and sometimes conflicts, management teams can face during a transition of ownership. Not only that, as experts in their field, they provide management with the additional expertise they need to carefully navigate complex negotiations to ultimately deliver a successful outcome that all parties can agree on.
For instance, take me and my colleagues in Deloitte’s management advisory team. As a trusted adviser working alongside management, we take the time to understand their drivers, goals and future ambitions, and are focused on their best interests.
This year has seen a huge rise in M&A activity, with many businesses being divested, bought or sold. With this ongoing competitive and transactional environment not looking to slow down anytime soon, trusted advisers are becoming even more important to management teams as opportunities arise.
At Deloitte, set aside from the traditional buy side and sell side roles, the team of specialist management advisers we have in the South West and Wales work closely with our clients, usually management teams but occasionally an individual senior executive, to ensure they have an informed understanding of their options in the transaction and the support they’ll need in negotiating an outcome that suits them.
We will provide all the information and advice our clients need to make informed decisions at all stages of the process, and when necessary, coaching and prompting management to ask the right questions at the right time.
Negotiations are just one stage of a deal where independent advice is welcomed by management teams. But when choosing an advisor, management needs to consider: What else can the adviser bring to the table? What additional expertise may we need to get the best outcome for us?
At Deloitte, our experts are connected to a large network of local, national and international colleagues and we have access to multi-disciplinary, global teams that have strong sector expertise in a variety of industries that we can call on should the need arise.
With this at our fingertips, working collaboratively and tailoring our response for each transaction, our management advisory experts have a wealth of experience in and are able to provide independent, un-biased advice to management in many areas, including:
Looking at this in more detail, our clients welcome this hands-on approach and we believe it can add yet more value to the relationship. It can be explained as a way to provide additional financial and reputational benefits to the management team, such as:
In my view, management advisers will continue to play a pivotal role in M&A for the foreseeable future as we continue to see an uptick in deal activity.
The impact of the pandemic in 2020 resulted in significant disruption to business strategies and fast-tracked many companies to seek out opportunities outside their existing operations to bring in-house critical capabilities or access new markets, as a way to strengthen their value proposition. As such, management advisers will continue to support management teams as they look for future investment, new acquisitions or a planned exit.
Whether you are just starting to consider the potential future options for your business, or are in the middle of an ongoing transaction, my colleagues and I would be happy to talk you through your options.
Richard is a Director in Deloitte’s Advisory Corporate Finance team, covering the South West & Wales region. He has over 8 years’ experience of providing M&A advice to owner-managed and family owned businesses, private equity houses and large corporates on a wide range of transactions. Richard also helps lead Deloitte’s national Management Advisory team, providing independent advice to management teams during M&A transactions, particularly those involving private equity.