TRANSACTION INTERVIEW 81 If you plan to sell a stake in your business, start to look at it as a purchaser would. There are expectations to be met on both sides that are particular to each person, each company and each specific business. So even if we are already used to a client or an industry, one of the virtues of a good advisor is being open to identifying and addressing these particular situations. Once the advisory is performed with empathy, deep technical knowledge, ethics and respect, the challenges do not become problems, but only puzzles to be solved. At the end of the day, in an M&A deal, the parties that are on different sides of the table throughout the negotiation become one side soon afterwards, so a challenge for the other party is a challenge for our client as well. The key is to always pursue a deal that is truly good for everyone. How did you overcome them? With empathy, deep technical knowledge, ethics and respect. Having a pro-solution attitude is the way to solve any challenge What is most important to keep in mind during stake purchases of this sort? There are so many things to keep in mind at each step of a transaction. You should start by understanding your market and having a comprehensive view of your business from an outside perspective, not just as an owner. If you plan to sell a stake in your business, start to look at it as a purchaser would. You also need to gain a certain amount of knowledge about how M&A deals actually work to get your expectations levelled, and you should look for both fellow business owners who have done a similar deal, but also a good M&A advisor that you find trustworthy. Remember that your fellow owner’s experience might be a good benchmark, but that might have been a different deal in a completely dissimilar context than the ones you might face. You need someone you can trust on your side, and who knows what he/ she is doing. If you have those things in mind, you will probably become aware of all the others – and they will be many. Legal Advisor to Faxon Química LTDA: Legal Advisor to Skion Water:
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