How to Build a Deal Model That Beats PE on Price

Buyer-Led M&A prioritizes strategic alignment and value creation from the outset, shifting the focus away from traditional sell-led models that often result in under-delivered deals. Jeremy Segal, Executive Vice President of Corporate Development at Progress, details how a disciplined approach to synergy modeling allows corporate teams to outbid private equity without overpaying. By leveraging internal assets like global centers of excellence and existing distribution channels, companies can optimize acquired businesses more effectively than standalone entities. Successful execution requires rigorous diligence, including the use of "orange flags" to identify potential deal-breakers early, and maintaining a willingness to walk away when information is withheld or seller motivation is lacking. Ultimately, building trust and fostering relationships with target leadership, rather than relying solely on financial metrics, remains the most effective way to ensure long-term deal success and integration.