An M&A buyer realized he couldn't close deals by talking mechanics to unrepresented sellers. He learned the EPI methodology's three pillars—de-risking, attractiveness, and readiness—then earned his CEPA credential to actually understand what sellers need.
And so what I realized is in our buy-side representation is that I was missing some parts of my toolkit in terms of being able to talk to that selling business owner who is often under— not represented at all. I needed more skills to be able to talk to them about not the transaction or what the acquisition would feel like, but I needed to understand their world a little bit better. And so when I learned about EPI and their ability to teach the concepts in their methodology about de-risking and attractiveness and readiness, That I saw those as really valuable topics that I needed to add to my skill set in order to be a better facilitator of these transactions on behalf of our buyer, but also to help, you know, you want to have win-win scenarios. And so you want to bring value to the seller in that equation too. So that was really the driving force for me to get my CEPA, which was strengthening my ability to exist in the M&A space.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
