A broad industry survey provides
a comprehensive view of organisations of interest, to support prioritising
targets to approach.
The Approach Process is designed
to quickly and confidentially narrow down the field to those that are interested
to take part.
Client goals and priorities
help define the sort of organisation we are looking for, and understanding
acceptable valuation ranges helps select those with a high likelihood of coming
to an acceptable arrangement.
ICT Strategic Services 2004
A “Heads of Agreement”
allows principals to agree key points, and others to negotiate details
Later, detailed stages must
be managed carefully to avoid extreme delays.
Initial meetings lead up to
an indicative offer to crystallise discussions of valuation and ongoing relationships.
The execution process progressively
builds trust among the principals, with third parties handling contentious
issues - this reduces the 'excess baggage' that can interfere with subsequent