TRANSACTION INTERVIEW 99 Please tell us more about the transaction and the expertise that GJC Advisory brought to the process of advising the MBI team. SEA Transport was built by the founding directors and has grown by providing exceptional customer care to clients. The team has worked hard to build the reputation of the business and they have a fantastic customer base that has centred around this amazing customer service. It was apparent early in the process that the vendors had a clear value expectation and transaction certainty was important to them. Listening to the client and ensuring they got the right deal at the right time was a key priority for us. It was such a fantastic business that we truly wanted them to get them the deal they deserved. Lots of advisors have the right contacts and can push an MBI through but retaining the reputation of the business and keeping these high levels of customer service post purchase was a priority for us. What are the key considerations that you take into account when advising on an acquisition in this capacity? It is important to work closely with the client and be transparent about what they need and what they are looking for. Using an advisor who understands the market and being honest about client values and expectations is what is important. We focus these findings on building and articulating a detailed buy-in plan to generate funder interest and confidence. By presenting a solid MBI plan to the right funders, in the right way, we can negotiate the right terms for the management group. This gives the best chance of making the transition to company ownership happen. Our expertise spans debt financing, equity financing and everything in between. We have plenty of experience and have seen and helped businesses in all sorts of situations, which means we have the skills to respond to whatever the needs of the client are. Some advisors do not have that knowledge and are limited in the funding options available, which means vendors can get stuck in situations that might not be the best arrangement for them or the future of the business. How did you work with Ward Hadaway and the other involved firms to ensure a satisfactory outcome for all? We believe in being that energetic advisor. During this transaction we got along with all the firms involved amazingly. Tenacity and good communication are needed and I think the speed at which the deal went through is testament to the strength of the relationships forged with the advisory team. We always kept close to each other and to the client; putting an arm around a shoulder when things got intense went a long way. Strong financials, governance and detailed growth plans coupled with the right advisors is gold dust – or ‘the secret sauce’ as we like to coin it at GJC. Gavin Jones GJC Advisory It is important to work closely with the client and be transparent about what they need and what they are looking for.
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