How do you manage pressure to push a deal through?

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  • #36442
    Austin Poff
    Participant

    Sometimes, especially when working on a commission base, there’s pressure to make sure a transaction goes through. How do you balance this pressure with the necessity to provide advice that is in your client’s best interest?

    #51607
    Yiwei Lee
    Participant

    In my view, the relationship is quite paradoxical as you brought up – advisors should be pushing advice to help the deal close since they are commission driven. However, it would be paramount to provide realistic advice and even cancel a deal if necessary, as if the deal is a successful (with the company’s best interest), this could create even further engagements and commissions

    #51648
    Sultan Fatani
    Participant

    Pressure. Pressure. Pressure.
    It certainly is a very crucial element that are rarely factored in, i.e. intangible!
    Nevertheless, it may be relevant that in the corporate M&A Process, there is a room fo accommodating the dynamic nature associated with the transaction: enabling continuous engagement with the management, the Seller/Buyer, Board of Directors, or even the Regulatory Body. Sometimes, with the right justifications in place, an extension of the timeline/deadline is being granted!
    So, it never harms to ask for an extension, or even entertain such valid request, if done correctly and for the right business needs!
    Good luck!

    #51893
    Abdullah Aziz
    Participant

    That’s a good question, especially since some of the advisors’ contracts contain “Success Fee.”

    From Clint preceptive, Client needs to provide a clear scope with clear borders to the advisors. Also, Client has to have his criteria and assumptions to build his own unbiased decision.

    From the advisor perspective, the advisor needs to focus on the long-term relationship with the Client and its reputation in the market by providing a balanced view on the DD findings.

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