At the October 2013 TMA Annual I spent a morning with a senior due diligence professional from a “Big 4” firm. He told me that his target clients were PE investors and lenders who were seeking better information on the quality of a potential investment company (or new debtor). At one point, I asked the due diligence professional about what role growth and top-line related issues played in most of his reports. His answer: “growth related issues usually are covered in an asterisk”. Continue reading Many Ignore Top-Line Issues in the Due Diligence Process
Tag Archives: Turnaround Management Association
Steps a TM Firm Can Take to Potentially Win More Projects
In my 12 years at one of the TMA’s “Finest” firms, I saw that firm win many competitive pitch’s by using a unique business development process that included:
- Performing detailed pre-pitch research
- Tailoring the presentation to the client more so than to itself
- Focusing the presentation on more than the financial
- Using operational consulting “carrots”
Continue reading Steps a TM Firm Can Take to Potentially Win More Projects