Hi
This is really interesting…one area I have seen this play out is pre and post deal. I have worked in advisory firms that specialised in both but have been better in one than the other. The pre-deal side we had a higher fee structure and therefore once the deal was closed it became uneconomical for the client to keep us around. We managed to do this by not playing on the IMO space and positioning our value in one specific area…by having us stay involved we will dramatically increase the probability of the synergies being met and aligned to strategy..it worked, not always, but certainly more so than when we tried to move from pre-deal to IMO.
Many thanks
