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Building future Growth by incorporating a Strategic partner

Case Study 8

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'As a result of our work, a deal was closed at a price that established reasonable and sustainable contractual terms.'

Selling a minority participation to a strategic industrial player

Our client, a major player in the optics and audiology sector in Spain, had the ambition of becoming the main retailer in the premium segment of hearing aid for the north of Spain within the following 5 years, while maintaining its position at the forefront of innovative products, providing the best quality service and attracting the best audiologists.

In order to achieve its goals, our client aimed at selling a minority participation to a strategic industrial player, which was set to provide valuable product knowhow and commercial knowledge. Thus, the purpose of our project was to find a suitable partner and help our client successfully close a satisfactory deal.

Company valuation

Our approach to the project was to compose a list of potential targets which was prioritized in a short list to identify the best fit.

A 5-year Business Plan was detailed after analysing the financial statements, resulting in a company valuation using different methods. We managed the negotiation process, from initial talks, including value discussions, through LOI to the final contractual terms and documents working alongside our clients’ lawyers.

As a result of our work, a deal was closed at a price which acknowledged our client’s potential and established reasonable and sustainable contractual terms which set the basis for a solid and lasting partnership.