M&A Science Corporate Development Strategy in High-Volume M&A
Feb 10, 2025
Jeff Giles, Executive Vice President at Core & Main, specializes in high-volume M&A with a history at top firms like Emerson Electric. He discusses the vital connection between cultural fit and successful acquisitions, emphasizing relationship-building in deal sourcing. Jeff shares his strategic insights on market mapping and highlights the importance of technology for effective integration and transaction management. With over 60 deals under his belt, he reflects on negotiation tactics and the complexities of ensuring a smooth post-merger transition.
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Proactive Outreach
- Core & Main's acquisitive reputation precedes them, making outreach easier.
- Business owners often approach them directly, simplifying deal origination.
In-Person Meetings
- In-person meetings are invaluable for building relationships.
- Use the "I'll be in town" approach to initiate contact and build rapport.
First Meeting Goals
- In initial meetings, focus on understanding the owner's motivations.
- Learn about their goals, what drives them, and their concerns for their people.