Objective
- To identify an existing AE or to create a new AE which executes either an Accelerator+ Agreement or a Success Fee Agreement to pursue an off-market deal sourced by the M&A team.
Begin
- The process begins when an off-market deal has been communicated to the Sales Director along with a list of available AEs to communicate with for first right of refusal.
End
- The process ends when an existing or newly created AE executes either an Accelerator+ Agreement or a Success Fee Agreement as required to pursue the off-market deal.
Stakeholders Involved
- Head of Accelerator
- Sales Director
- Sales Team
- M&A Team
- Accelerator AE
- Outside Sales Prospect
- Acquira Bookkeeping
Explanation of Steps
- The Head of Accelerator shares the off-market deal pertinent information and links to any data room with the Sales Director along with a list of Accelerator AEs identified by the TAS Director as the best applicants to communicate the deal to, by priority.
- The Sales Director assigns a Sales Associate to contact all priority AEs by email, inviting them to review an attached REDACTED Deal Intro Document and to respond if they have interest in potentially moving this deal to the issuance of an LOI.
- AEs responding with interest are required to execute an Acquira NDA. The Sales Associate must review Close to verify if an NDA is on record prior to sharing information. If there is no NDA in Close the Sales Associate will email a NDA via PandaDoc for electronic signature before next steps.
- Upon receiving the executed NDA from the AE the Sales Associate will upload the executed into Close and then modify and send the Off-Market Deal Introduction Email to the AE.
- Sales Associate answers all emails from potential deal AEs and instructs them toward next steps.
- All AEs responding with a desire to move forward are advised of the requirement to choose either the Accelerator+ Agreement option or the Success Fee Agreement option. These agreements are emailed as blank copies attached for the AEs review.
- All AEs have access to the REDACTED data room for the deal. Whoever steps up first with the desire to issue an LOI gets to offer the LOI after they execute one of the contracts.
- If an AE desires to move forward, and executes either of the agreements, the Sales Associate follows the basic Accelerator+ Sales Process where upon completion and receipt of funds the Sales Associate then introduces the AE to the M&A team where seller introduction calls and pre-LOI level conversations are held.
- If the AE agrees to pursue the deal, the M&A team moves forward by executing an LOI with the seller and instructs the seller that this AE/buyer is performing required SBA and financial items prior to executing the LOI.
- Upon completion of the countersigned LOI the M&A team Deal Flow Customer Relations introduces the AE and deal to TAS via the TAS Introduction Email and the process for the Sales and M&A teams is COMPLETE
- If a compatible Accelerator AE is NOT identified or the progression to countersigned LOI with an identified Accelerator AE is not successfully completed, the Sales Director re-initiates the process with the next identified current AE or begins the process of introducing the deal to potential sales opportunity targets which the sales team have previously identified as outlined in the Process – No Existing AE for Off-Market Deal.