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Stay informed on the latest market trends, transaction multiples, and the intricacies of M&A with The Commentary, authored by Managing Director of The Potomac Company, Paul Giannamore. Join over 10,000 business professionals who rely on Paul’s insights into M&A in the service industry—completely unfiltered.

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  • The Private Equity Survival Guide: How to Win Before You Sell | An M&A Masterclass

    In this third installment of Paul Giannamore’s M&A Masterclass series, we break down the mechanics, psychology, and real-world strategy behind selling your business to private equity. Paul shares his insider perspective from both sides of the table—first as a private equity investor at American Capital, and now as a sell-side advisor guiding business owners through…

  • Sparking Competition in M&A: The Art of Controlled Bidding | Sell-Side M&A Masterclass Moment

    In this Masterclass excerpt, Paul Giannamore reveals how to introduce competition into your M&A process—without losing control or scaring off buyers. Reflecting on the $200M sale of Nomor AB, Paul walks through how he balanced a buyer pool of 50+ acquirers—including strategic and private equity firms—by starting with a light touch and gradually formalizing the…

  • Choosing the Right Sale Process: Maximizing Confidentiality & Competition | M&A Masterclass Moment

    In this Masterclass excerpt, Paul Giannamore breaks down the critical decision of how to structure your sale process—and why it’s one of the most overlooked ways to drive better outcomes in M&A. Continuing the story of the $200M sale of Nomor AB, Paul compares different auction structures—English auctions, sealed-bid auctions, and direct negotiations—and explains why…

  • M&A Planning in 2025: Crafting the Winning Narrative for Maximum Value | M&A Masterclass Moment

    n this Masterclass excerpt, Paul Giannamore walks you through the critical pre-planning phase of an M&A process—and explains why no plan survives contact with the market, but planning is still everything. Continuing the story of the $200M sale of Nomor AB, Paul reveals how he builds out a formal M&A strategy: researching buyer behavior, anticipating…

  • The Hunt for the Right Buyer: Assembling the Ultimate M&A Buyer Pool | M&A Masterclass Moment

    In this Masterclass excerpt, Paul Giannamore explains why finding the right buyer isn’t about casting a wide net—it’s about aiming with precision. Continuing the story of the $200M sale of Nomor AB, Paul highlights why successful M&A deals are hunted, not fished. He draws a sharp contrast between passive listing strategies and the proactive approach…

  • The Art of Asset Valuation in M&A: A Case Study for Business Owners | M&A Masterclass Moment

    In this Masterclass excerpt, Paul Giannamore takes you behind the scenes of a real-world business valuation and sale process. Back in 2018, Paul met with the CEO of Nomor AB, a Nordic residential and commercial services company based in Stockholm, to determine if it was the right time to sell. Owned by management and Norwegian…

  • Sell-Side M&A Masterclass Q&A: Buyer Tactics, Leverage, and Negotiation Strategies

    In this latest installment of Paul Giannamore’s Sell-Side M&A Masterclass series, Paul answers viewer-submitted questions about the high-stakes world of mergers and acquisitions. This Q&A dives into the psychological and strategic elements behind structuring a competitive sale process, maintaining leverage with buyers, and navigating critical negotiation moments. 🔹 How do buyers assess competition—and whether you’re…

  • Inside an M&A Transaction: Managing a Competitive Sale Process | Masterclass | Private Equity

    In this second installment of Paul Giannamore’s M&A Masterclass series, we dive deep into the intricate mechanics and psychology behind a high-stakes M&A transaction. Paul takes you inside the real-world sale of Nomor, a Nordic residential and commercial services company, where he navigated complex deal dynamics, leveraged strategic insights, and ultimately maximized value for his…

  • Common Mistakes in Selling a Business: Moments from Paul’s M&A Masterclass

    In this Moment from his Sell-Side M&A Masterclass, Paul Giannamore highlights the biggest mistakes many sellers make. Learn how to avoid leaving money on the table by running a formal process and attracting multiple acquirers. Paul discusses the importance of price discovery, controlling the negotiation process, and building competition to maximize your business’s value. Essential…

  • Leveraging Acceptance Time in M&A Negotiations: Moments from Paul’s M&A Masterclass

    In this insightful segment from the M&A Masterclass, Paul Giannamore delves into the critical concept of acceptance time in mergers and acquisitions. Learn why patience is a powerful tool for buyers when negotiating with sellers who have unrealistic expectations. Discover strategies to control the negotiation process, make effective offers, and ultimately close the deal. Whether…

  • Strategies for M&A Negotiations During Exclusivity: Moments from Paul’s M&A Masterclass

    After signing the LOI, M&A negotiations enter a new realm of challenges. In this video, Paul Giannamore discusses how to handle unforeseen issues like customer concentration risks and escrow demands that surface during due diligence. Learn practical tips on cooperative negotiation, making strategic concessions, and why sometimes the best action is to pause and reassess.…

  • The Final Push Before Signing the LOI: Moments from Paul’s M&A Masterclass

    Entering exclusivity with a buyer significantly reduces your leverage, making it essential to secure strong terms during the LOI phase. In this masterclass excerpt, Paul shares how Potomac iteratively revises LOIs to lock in key deal points before exclusivity. Discover the strategies used to maintain seller leverage and avoid common pitfalls as you approach the…