Strategic Insight: Turning Down an Acquisition Offer to Unlock Future Growth Potential
Problem
Company Overview: A leading privately owned supplier in the energy and infrastructure sector was approached by a potential buyer interested in acquiring the business. The company faced significant challenges, including:
1. Acquisition Evaluation:The potential seller hadn’t got their business ready to sell and wasn’t experienced in business acquisitions and the potential buyer’s approach required a thorough evaluation of the company’s current value and potential future growth opportunities;
2. Operational Performance:The company needed to assess its operational performance and identify areas for improvement to enhance its market position;
3. Future Growth Potential:Understanding the long-term growth prospects and the impact of market trends on the business was crucial for making an informed decision.
Solutions
Comprehensive Business Evaluation: Stoke Consulting was engaged to provide strategic guidance and support throughout the acquisition evaluation process. The consulting team implemented the following key actions:
1. In-Depth Analysis
- Conducted a detailed review of the company’s financial performance, operational capabilities, and market position.
- Assessed the potential buyer’s offer in the context of the company’s current and projected future value.
2. Strategic Recommendations:
- Identified key areas for operational improvement and strategic growth.
- Highlighted opportunities to enhance the company’s value through targeted initiatives and market expansion.
3. Negotiation Support:
- Provided expert advice and support during the negotiation process with the potential buyer, sometimes taking the lead role.
- Ensured that the client’s interests were prioritised and that the evaluation of the offer was based on comprehensive data and strategic insights
Outcomes
Decision to Decline Acquisition Offer: After four months of thorough negotiations and strategic evaluation, the company decided to decline the acquisition offer. The decision was influenced by several key factors identified through Stoke Consulting’s analysis:
1. Recognition of Growth Opportunities:
- The evaluation revealed significant opportunities to improve the business and increase its value in the future.
- Market analysis indicated that the sector was entering a growth phase, offering substantial potential for expansion.
2. Strategic Improvement Plan:
- Stoke Consulting provided a detailed plan to optimise operational performance and capitalise on market trends.
- Recommendations included enhancing customer relationships, diversifying the product range, and entering new geographic markets.
3. Increased Business Value:
- The company’s leadership recognised that implementing the strategic recommendations could significantly increase the business’s value.
- By focusing on long-term growth and operational excellence, the company positioned itself to achieve higher returns in the future.
Conclusion: This case study highlights Stoke Consulting’s role in providing strategic business evaluation and negotiation support for a leading supplier in the energy and infrastructure sector. Through comprehensive analysis and expert guidance, the client was able to make an informed decision to decline the acquisition offer, recognising the potential for substantial future growth and increased business value. The strategic improvement plan provided by Stoke Consulting set the foundation for the company’s continued success and market leadership.
Do you want to start getting your business optimised for a future potential sale? Stoke Consulting can help. Reach out to us today.
Stoke Consulting
Chris Read
Leveraging his extensive leadership and entrepreneurial background, Chris consistently leads high-performing teams of leaders to outstanding business achievements. He excels in unravelling the intricacies of challenging business scenarios, crafting strategic plans and business cases while fostering deep trust including during executive coaching. This comprehensive and high integrity approach significantly elevates business performance for his clients, helping them to exceed expectations. Chris’ experience includes successfully leading multiple $1B+pa businesses with full P&L responsibility across nine countries and 800 reports to starting, building and selling his own e-commerce business, all the while building high performing teams of leaders.
