Successful deal execution is the result of timing, focus, skill and, most importantly, a cool mind. Deal professionals who are adept in their execution are able to spot a lapse in real time, convey complex concepts clearly, record details, resist the tendency to ignore the complexities and create a calm effect on the people around them. It’s not only their investment get more skills that allow them to do this, but a set of specific skills.
Deal execution is crucial to converting a proposed acquisition into a real closed deal. This includes everything from identification and screening, to final negotiations and integration. Investors need to be able to manage the entire process effectively, which may include a gated approval process, a multi-staged diligence process as well as a 100-day operating plan. A better understanding of the global capital markets is a important factor in facilitating this however there are a range of other factors that contribute to the tools for successful execution, such as a clear strategy, proper resourcing and incentivisation with a focus on culture and sheer competence.
Keep in mind that the other side is experiencing the same feelings you are. It can be easy to let perceived slights and misunderstandings undermine negotiations. To mitigate this, it’s good to enter negotiations with a mind that is open to the possibility of concessions, but always make sure you offer something of value in return. This could be in the form of a new asset or a more flexible timeframe or even a commitment to working together long-term.
