Targeted deal sourcing delivers 70% closure rate and over $350m in M&A deals for boutique investment bank
Posted by | Fuld & Company
A West Coast boutique investment bank engaged Fuld & Company to develop a comprehensive business development plan tailored to its sector and geographic focus. By optimizing sell-side M&A deal sourcing and expanding its market presence, the bank significantly increased its pipeline of high-quality opportunities.
Objective
The bank wanted to enhance its sell-side M&A deal sourcing capabilities and strengthen its brand presence to ensure a robust pipeline of high-quality opportunities.
Solution
Fuld implemented a detailed strategy to boost the investment bank’s deal flow and amplify its market presence:
- Identify opportunities: We conducted in-depth research across target sectors to identify emerging trends and potential sell-side opportunities. This included analyzing market dynamics, competitive landscapes, growth projections, M&A and capital raising activity, and optimal deal sizes for the bank.
- Brand building and network expansion: We focused on three key initiatives:
- Thought leadership: We positioned the bank as an industry thought leader by developing and executing a robust content strategy that included newsletters, in-depth reports, whitepapers, and blogs, targeting clients and stakeholders.
- Conference engagement: We identified seven key industry conferences in North America and Europe, compiled a list of over 1,000 attending companies, prepared targeted marketing materials and organized meetings, opening new business opportunities.
- Network expansion: We helped the bank to expand its network for potential client acquisition by connecting with business owners through targeted relationships with accountants, law firms, and wealth advisors.
- Expanding outreach: We broadened the bank’s outreach activities using email campaigns and CRM tools to reach more prospects and distribute marketing materials, positioning the bank as a trusted advisor for growth and transition plans.
Impact
The targeted approach delivered significant results for the investment bank:
- Increased deal flow: The bank secured nine new sell-side M&A mandates – a 50% increase from the previous year – and built relationships with over 20 companies planning to go to market within the next 12 to 24 months.
- Successful deal closure: We supported the bank throughout the deal lifecycle, achieving a 70% closure rate on mandates received, with a total deal value worth over $350m. The bank is currently working to close 2 additional mandates.
