S-12 JANUARY 19-25, 2015 CORPORATE GROWTH & M&A Advertisement BEST PRACTICES INDEPENDENCE BEGINS WITH A CAPITAL “G” . Since our founding by the Pew Family in 1956, we’ve remained client-focused, financially sound, and proudly independent. As a privately-held trust company with $27 billion under management, we’re in a position of strength and we never struggle with competing priorities. Instead, our team of experts crafts a long-term view of your financial future and measures success solely by how well we manage wealth, from one generation to the next. www.glenmede.com Glenmede’s services are best suited for those with $5 million or more to invest. To learn more, please contact Linda Olejko at 216-514-7876 or linda.olejko@glenmede.com CLEVELAND • MORRISTOWN • NEW YORK PHILADELPHIA • PRINCETON • WASHINGTON, DC • WILMINGTON derstand that a lawyer, accountant, or investment banker provides a critical skill set to every transaction setting. Much has been discussed Increasingly, however, being about the recent surge in the a “broker,” “scrivener,” or M&A market. The driv“bean counter” is not enough ers are easy: low interest either. Clients want someone rates, private equity, and who can solve their problems, slow organic growth. And drive the right outcome, and as a result, many M&A represent their best interests. professionals are swamped. This level of service requires a But the activity has been deep understanding of the eleuneven, and many other pro- DORSEY ments of a deal and your role. fessionals find themselves Ultimately, a client wants to underutilized and looking for close the deal, but not at any cost. solutions. Here are a few ideas. Pay your dues. Reputations in Get specialized. Finding an M&A M&A are built over time. Closed professional is as easy as performing deals lead to more deals. As they say, a Google search. Clients want to know “tombstones beget tombstones.” The who handled the last deal in their problem is that M&A is a cyclical industry, the key drivers of the deal, business and even the best M&A proand your knowledge of the key parties fessional struggles in the down times. in the deal. The most efficient way And in the good times, you have to to provide the right answers to these take full advantage of the opportuniquestions is to focus on an industry or ties presented, which means working a specialized service in M&A, like restructuring or ESOPs. Your specializa- long hours and handling tight deadlines. So, over time, only the people tion combined with your deal history that love the deal business stay in just might be the perfect fit when the the deal business. And those are the client calls. And clients and referral ones who are the most successful in sources will find you. good times and bad. Be a professional. Not everyone can be an industry expert, and not every Sean Dorsey is the founder and CEO client believes industry knowledge of League Park Advisors. Contact him is the only, and certainly not the dispositive, criteria for selecting an at sdorsey@leaguepark.com or M&A professional. Most clients un216-455-9990. M&A at the crossroads BY SEAN DORSEY Crain’s Cleveland Business Custom Publishing