Last year around this time uncertainty reigned supreme, and conversations focused around adjusting to the new normal and digital networking. This year we’re seeing an uneven resurgence of deal flow and a significant push to uncover under the radar intermediaries, as well as questions on how to stand out from the crowd as a deal originator.
To address those issues we recently released our long-planned data access expansion. This release provides Business Development professionals unprecedented insight into the M&A ecosystem and its participants, adding detailed Sponsor, Lender, Law Firm, and Accountant Firm & Professional data to the roster of sell-side Intermediary contacts.
In the spirit of Spring Cleaning and putting 2020 behind us, let’s highlight prime areas to focus one’s time to maximize business development efforts and brainstorm ideas for new angles on sourcing.
1. Query Center
The Query Center on the SPS Dashboard provides one-click access to key sourcing analyses such as LTM Missed Deals and Advisors New to Target. Those clients who submit deal data for their confidential market coverage analysis also have access to the Bid-Buy Report, providing Firm-level competitive intelligence on deals they bid on. With the release of the data access expansion, SPS clients now see full Sponsor Professional details as well as Lender Firm and Professional data on these same reports.
One key but often overlooked report on the Query Center is The Strike Zone. Focusing on those missed deals that were moderately marketed to potential Sponsor buyers, The Strike Zone allows Business Development professionals to narrow down their universe of missed deals to a “Goldilocks Zone” to optimize their outreach efforts.
2. Pipeline Activity
The real-time intelligence of the Pipeline Activity tool identifies those logged opportunities that are still on the market vs those that have closed. Intuitive filters allow PE Firms to screen by deal stage, intermediary, description, industry among other fields and simplify the process of circling back on previously sourced opportunities to generate organic deal flow.
Given the level of disruption in M&A markets the past year, few tools anywhere provide such highly actionable data on relevant potential targets. Better yet, high priority deals can be flagged for follow up through an email alert after a certain amount of time has passed.
3. Conference Evaluator
Minimize time spent preparing for conferences and maximize your ROI by prioritizing only those events with bankers relevant to you. A simple copy and paste into the Conference Planner cross references conference attendee lists against the SPS database and returns a cleansed file with the firms and professionals in attendance that have closed deals relevant to your investment target over the past three years.
Pre-screen potential conferences for relevant attendees, identify relevant professionals at an event you are already registered to attend, and cleanup contact lists, CRM data, or any unstructured list of names for relevancy.
Part two is available here.
Last week’s deals today
February 21 – 27
~105 deals traded
Deal of the week
MSHS Group (aka Motor Services Hugo Stamp Inc.), a Fort Lauderdale based provider of maintenance, repair, and overhaul services for marine and power generation applications, was acquired by MPE Partners (fka Morgenthaler). Cross Keys Capital acted as the sell-side financial advisor. Silverman Schermer provided sell-side legal advice and BakerHostetler provided buy-side legal advice for this transaction. No terms were provided.
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