What sets us apart

Time has a completely different meaning to us

 

Most of our deal makers and business development people have been professional athletes, coaches and general managers. In that arena, you are only as good as your last game. A bad week or even a bad night can cost you your job…

 

When we encounter a difficult situation we are used to dealing with it immediately. In a hockey or football game, we make critical adjustments to our strategy on the spot. If you have a weakness you correct it immediately or continue to get beat. We are used to finding solutions in a matter of hours or minutes, not months.

 

The pace of the ever-changing business landscape gets exponentially faster every day. The longer it takes to get a deal to the closing table, the more sure you can be that some of the initial paradigms have shifted. And time is a deal killer. When we are selling a profitable company that has market share and revenues that other people want, we leverage that demand to create urgency, and buyers that we have dealt with for years now understand that they need to step up and act decisively or wait until next time…

 

 

 

 

We are very aggressive

We feel fortunate that none of us learned this business from other brokers or M&A firms. We started by selling businesses we owned, doing deals with the same approach and intensity we applied in our athletic careers. We had no idea how our competitors went about their business, but when we finally took a look at them we realized that they are utterly passive in every way. They rely on the internet to be found by prospective clients, and they rely on the internet for their listings to be found by buyers.

 

A company has to reach a certain level to afford an in-house director of acquisitions. Which means that the people who would be willing to buy your company are probably busy running their own company, not perusing internet websites to see which brokers have listed something they may want. We don’t wait around for busy people to stop what they’re doing to find the opportunities we are offering. In every deal we’ve ever done, we offered our services to a willing seller for whom we had immediate pre-existing qualified buyers.

 

 

 

 

We understand synergy and know how to use it

 

Every time a business changes hands, there are clear cut winners and losers. And we leverage that to our advantage in every deal we do. The winners are everybody associated with the buyer. His supplier gains another account. His banker earns fees for lending the money and strengthens his balance sheet with the daily deposits. His attorney and accountant have a new entity to take care of and bill for services.

 

The losers are everyone associated with the seller. His suppliers, his bankers, and his professional providers all lose accounts they had fought hard to gain and keep. We ruthlessly use these synergies on your behalf. When you hire us you are also hiring an army of people who have an incentive to see the deal go down as a win instead of a loss.

 

 

 

 

We have a very long reach

 

Having played major league sports in major league cities, we know the people you need to connect with. The same people that used to buy season tickets to watch us play are the investment bankers and private equity groups that can write the check that will set you free. We subscribe to very expensive services that keep us in touch with active private equity groups, hedge funds and family offices, and when we have identified the right buyers, we are only a sky box invitation away from a meeting. That’s hard for our competitors to beat

 

 

 

 

We can think on our feet

 

We have yet to see a competing advisory firm that wasn’t extremely process oriented. The day that we got good at this business is the day we realized that no two deals ever go down the same way. Every buyer and every seller is a unique individual with a different set of buttons.

 

And we know how to push the right ones. We are psychologists above all. We observe and understand the subtle nuances of the people we are dealing with. We played a lot of poker and chess back in the day, and those strategies are still with us. Sometimes we have to do an inordinate amount of hand holding and choreography. Sometimes we just get need to get out of the way. But we understand that business deals are done by people, and we quickly and intensely assess the motives and desires of every player and act and react to fluid developments while steering the deal to the closing table.

 

 

 

Our Sphere of Influence can be measured in several ways

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Geography

Industry

Relationships

We do business in every major league market. These cities are incredibly diverse, but people’s basic needs do not vary.

There are seventeen industry sectors we pay attention to. Each sector has its subsectors and each subsector has many niches. We are the definitive market makers in many of those niches

The Mergers and Acquisitions business is at times like every other business… it’s all about who you know.  We know a lot of people.

We think a little differently

We're Market Makers

A market maker is a bank or brokerage company that stands ready every second of the trading day acting as a seller to all buyers and a buyer to all sellers. A market maker in gold sticks to gold and doesn’t try to sell soybeans, pork bellies or real estate. He knows everything there is to know about his market. Who is buying, who is selling, if supply is up, if demand is down and a dozen other daily indicators. There is very little going on in his market that he doesn’t know about.

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We're Risk Takers

Calculated risk takers, that is.  We live in the real world with real expectations. Whether we are investing for our own account or in partnership with others, we  understand that a good opportunity doesn’t stay on the market long, and a great deal rarely ever sees the open market. Your chance of thriving in today’s corporate acquisition market is only as good as your ability to quickly and competently analyze risk and reward – and then act decisively.

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We're Rule Breakers

When you look at the firms advertising their business brokerage services anywhere in the country, you will notice that most of them are franchisees of one of half dozen or so national agencies.

 

What this tells us that is that about half dozen guys are writing the playbook for the majority of the industry. What they have in common is a process-heavy method of selling a company. A great example of this happened to us a short while ago.

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© Players Capital Group 2016

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What sets us apart

We think a little differently

We're Market Makers

We're Risk Takers

We're Rule Breakers