Reijmer/Russell on M&A Directions: Can We Talk? Not Necessarily

Approaching the Other Party

Here the best strategy is to let a proxy choose your words for you. By "proxy" we mean an experienced M&A adviser who understands the nuances of the situation and knows how to take the awkwardness out of the initial communication between the parties.

M&A advisers help buyers by confidentially scouting the territory, identifying the most suitable acquisition candidates, and making the buyer's intentions known to the owners in a way that will not arouse suspicion or resistance. There is almost always more openness on the seller's side when a trusted third party initiates the conversation the buyer wishes to have.