By Tom Schramski, PhD, CM&AA
Volume 3 Issue 6 March 14, 2016
There is an unfortunate term in the world of M+A intermediaries when they discuss a difficult, or even disastrous, transaction attempt: the “unrealistic expectations” of a potential seller. It is not uncommon for advisors to blame a failure on the seller’s resistance to adopting transactional expectations more in line with the “real world.” In my experience, this reaction misses the point and is a disservice to the client.
A more self-observant perspective considers the following:
M+A advisors are not gods and when they try to live in the heavens, the fall can be a long one. It’s better to be a circumspect mortal professional and be engaged in a partnership that respects the client’s dreams, while assisting as needed in the journey.
Tom was the Founder and Managing Partner of VERTESS. He was a Certified Merger & Acquisition Advisor (CM&AA), consultant, and Licensed Psychologist with over 35 years of very successful national experience in the healthcare marketplace, including co-founding and building a $25 million behavioral health/disabilities services company. Tom represented sellers and investors across the healthcare spectrum and was recognized for his executive leadership in the 2005 Entrepreneur of the Year issue of Inc. Tom passed away in December 2018.