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Can Time Kill Your Business Sale?

Garry Stephensen

Article Author: Garry Stephensen
Position: Managing Director
Read time: 4 mins

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In the realm of mergers and acquisitions (M&A), time emerges as a pivotal factor that can either propel or hinder deals. The intricacies and variables inherent in the sales process underscore the significance of efficient time management, a notion encapsulated by the common adage in M&A circles – "time kills deals" - A phrase that encapsulates the notion that the longer the duration of an M&A transaction, the higher the likelihood of encountering obstacles that may lead to the failure of the deal.

Time in a deal, can be viewed a double-edged sword. A mixed blessing as it were. Both sides need time to carefully consider the deal, however extended period of time introduce risks that threaten the deal. Diligence must be balanced with expediency. While the RBA pulls the levers to tighten the Australian economy, investors are becoming increasingly risk-averse as their yeild margins tighten. This fiscal conservatism can lead to prolonged delays and a decline in the success rate of business sales.

This article delves into the critical aspect of time management in M&A transactions, shedding light on the specific challenges faced by Australian businesses and emphasizing the role of advisors in enhancing the prospects of a successful transaction, supported by relevant statistics and data.


Can Time Kill Your Business Sale?


Impact of Time on M&A in Australia

Deal Fatigue

Comprehensive due diligence is integral to successful M&A, but prolonged processes can result in diminishing returns. Key stakeholders may lose interest, financial conditions may change, or unforeseen issues may arise. Statistical analysis reveals a correlation between extended due diligence periods and a decline in stakeholder engagement, emphasizing the need for timely execution.

New Competition

Extended transaction processes provide opportunities for new competitors to enter the market, potentially eroding the competitive advantage that initially motivated the M&A decision. Comparative analysis of Australian business landscapes highlights instances where prolonged deals have led to shifts in competitive dynamics.

Economic Fluctuations

Australia's dynamic business landscape is subject to constant evolution, economic fluctuations, and regulatory transformations. Prolonged deal-making processes heighten the risk of external factors impacting the value proposition or strategic fit of transactions. Statistical data indicates a direct correlation between extended timelines and a decrease in deal success rates.

As seen in the Financial Review and the Courier Mail.


Changes to Operations

Delays in finalizing deals expose businesses to potential operational disruptions. Unforeseen events, such as serious injuries, the loss of key clients, or the resignation of crucial employees, can significantly impact the rationale behind the transaction. Case studies from Australian M&A scenarios highlight the tangible effects of operational disruptions on deal outcomes.

Financial Risks

Extended timelines introduce uncertainty into the financing process, with interest rates, credit conditions, and market sentiments subject to change. Data from Australian financial markets demonstrates the impact of prolonged transactions on financing uncertainty, with tangible consequences on projected financial returns.

View our track record of business sales.



Strategies for Efficient M&A Transactions

To navigate these challenges, the team at Lloyds Business Brokers Melbourne can help you. Australian businesses can benefit from actively managing the M&A process and leveraging experienced advisors. The following strategies, supported by industry data, exemplify how businesses can optimize time in M&A transactions:

Regular Communication

Advisors facilitate transparent and open communication among stakeholders. Analytical data underscores the positive impact of daily communication in managing expectations and preventing misunderstandings that could lead to unnecessary delays.

Planning and Execution

Dedicated M&A advisors bring expertise in structuring and executing deals efficiently. Statistical evidence indicates that deals led by experienced advisors tend to have shorter timelines and higher success rates.

Advisors bring a wealth of experience and understand the nuances of the trade. Data-backed studies showcase instances where contingency planning has played a crucial role in maintaining momentum during challenging phases of the transaction.

Working in Parallel

Seasoned advisors implement parallel workstreams, managing multiple aspects of the deal simultaneously. Data-driven insights affirm that this approach ensures progress on multiple fronts, mitigating the risk of bottlenecks.

Experienced advisors invest considerable time in proactive due diligence, identifying and resolving potential issues before presenting a business to buyers. Comparative analysis demonstrates a positive correlation between proactive due diligence and smoother transaction processes.


In conclusion, the efficient management of time is paramount in M&A transactions for Australian businesses. By implementing these strategies and relying on experienced advisors, organizations can enhance the likelihood of successful and timely deals in the dynamic Australian business landscape.

Business Broker - Garry Stephensen

Garry
Managing Director
Business Broker - Karen Dado

Karen
Director NSW
Business Broker - Geoffrey Tulett

Geoffrey
Lloyds Corporate Partner - Mergers & Acquisition Specialist
Business Broker - Edward Alder

Edward
Director Victoria
Business Broker - Kevin L Sutherland

Kevin
Director International Business Sales
Business Broker - Dianne Reynolds

Dianne
Research Director and Corporate Broker

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