GRAPH Papers® Commercial Diligence Best Practices

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056

Gaining Momentum Around Price Early in Diligence

By Jeff Merkle   VIDEO

During the diligence window, savvy investors are increasingly seeking early signals on the pricing opportunity – for both valuation and value gen considerations. Gaining an understanding of the pricing opportunity starts with a walk-through of multiple pricing factors. Chief among the various diagnostics is the pricing waterfall - the walk-down from list to pocket price, and identification of…
054

Brand Equity: Institutionalized or Individualized?

By Jeff Merkle   VIDEO

Evaluating the degree to which Brand Equity lies with a target company versus with individual sales and service reps of the company should be a key exercise in Commercial Due Diligence - for both the benefit of valuation and for value gen opportunity assessment. Determining the clues that enable methods for institutionalizing the relationships drives strength of recurring/repeat revenue,…
053

Jack of All Trades, Master of None: The SaaS Breadth vs. Depth Diligence Dilemma

By Hailey Messenger

What do you want to be when you grow up? This classic question isn’t often examined when it comes to tech (and SaaS) companies seeking growth equity capital.
052

Diligence Considerations for Healthcare Provider Investments

By Lynt Johnson, MD, MBA

Private equity interest and deal activity for healthcare providers has certainly accelerated over the past decade. Platform acquisitions are particularly targeted as opportunities for back-office efficiency and revenue growth – and to address pricing power imbalances with the ever-focused payers.
049

Understanding Matters…Hospital Medical Technologies: Who Makes the Big Spend Decisions and How Do They Get There?

By Lynt Johnson, MD, MBA

Most new hospital medical technology purchases hit the capital procurement process. Capital purchasing decisions by hospitals can often be a complex maze of processes that impact the timeliness of consideration and final approval and allocation of funds for procurement. Typically, items above a certain monetary threshold meet the institutional requirement to be vetted through a capital purchasing…
041

Winning in the Swing States – Commercial Due Diligence Lessons from Political Strategy

By James Tetherton

2024 will see national elections in both the US and the UK.* In both cases, the election will be won and lost in a handful of key marginal seats (or “swing states,” for US readers) - constituencies where the winning margin at the last election was less than 5% of the vote.
036

Maximising the Effectiveness of Early-Stage Commercial Diligence

By James Tetherton

We’re seeing a pronounced shift - from clients across the Private Equity landscape – towards conducting more, and earlier, “pre-deal” commercial work.
035

Don’t Wait for the Findings, Align on the Yardstick…Upfront

By Mark Stein

It’s always a bit too much of a race – to pull together the issues, align on what matters most, and then deploy the activities to nail an effective electronic survey to supplement the interviews to measure the commercial diligence matters.
034

The Battlefront for the Keystone Position in an Ecosystem

By Jeff Merkle

Direct competition between ecosystems – iOS vs. Android; Twitter (or "the X"*) vs. Instagram (Meta) – is often studied and constantly the subject of various tech press and opinion pieces. There are many good reasons for this that all analogize to the same reason journalists love to cover competitive tournaments:
033

CDD Plan of Attack: Risk of Overstatement of Digital Disruption Signals (and Opportunity)

By Ania Camilla Dulnik

The risk of ‘digital disruption’ is pertinent to almost every industry today. Naturally, acquirers look for signals that a target company will be able to brace the oncoming winds of change and enhance its products and services to meet the demands of an increasingly connected and digital world.

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