Objective
- To move an Owner lead supplied by the Marketing team to an Owner who has supplied financial documents as requested by an Acquisition Advisor and is scheduled to attend a Delivery of Value Call.
Begin
- The process begins when an off-market deal lead is called by an Acquisition Advisor.
End
- The process ends when the Acquisition Advisor invites the Owner to a Delivery of Value call with a Valuation Expert.
Stakeholders Involved
- Acquisition Advisor
- M&A Director
- Valuation Team
- Valuation Expert
- Off-Market Owner Lead
Explanation of Steps
- Owner is contacted via telephone, if no contact or ability to leave a VM – schedule to try at a later date/time. Document in CRM.
- If no answer and ability to leave a VM, leave the following VM and follow up with an immediate text and email as outlined in VM/Text/Email template. Document in CRM.
- If the Owner is contacted by phone call or responds to email with a request for a phone call. The Acquisition Advisor opens the call speaking to our valuation form that the Owner completed and to which they received emailed results.
- If the Acquisition Advisor is able to move into a conversation use the Seller Funnel Sales Document as the basis for the call.
- If the response from the Owner is: Hard NO – detail why in CRM and call back in 90 days.
- If the response from the Owner is: Soft NO – detail in the CRM and ask when to follow up and set reminders.
- Interested in moving forward – detail in the CRM and move to the next step.
- Request financial documents, issue an NDA from Acquira to the Owner and present a secure data room link for the Owner to upload to. Generated Email with links from Dealtrain. Discuss when the Owner expects to have the documents to us and note in the CRM for expected receipt with a follow up date to contact the Owner if not received.
- When documents are received, the Acquisition Advisor checks for completeness. Asking the Owner for those documents missing or others needed until all requested documents are provided.
- Notify the Director of M&A that documents are received and a valuation needs to be performed. The M&A director will inform the Valuation team to Valuation Process
- Receive feedback of additional documents or questions needed from the Owner.
- Request documents/answers from Owner. Document in CRM. Follow up until received.
- Supply requested/received documents/answers.
- Once the valuation has been completed the valuation team places the completed valuation (where?) (and this notifies the Valuation Expert) and notifies the M&A Director and Acquisition Advisor that it is complete.
- Acquisition Advisor notifies the Owner that valuation is complete and invites/introduces the Valuation Expert on the email to set up the Delivery of Value Call. Be certain to include the Valuation Expert’s Calendly link in the email.