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Masterclass Moments

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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  • 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…

  • 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…

  • From Management Meetings to LOIs: Moments from Paul’s M&A Masterclass

    After a successful round of management meetings, it’s time to request a formal Letter of Intent (LOI) from potential acquirers. Paul Giannamore shares his proven approach for handling acquirer questions without revealing weaknesses. By skillfully curating the responses and maintaining an agnostic stance on the preferred buyer, you can keep all parties engaged and drive…

  • From IOIs to the Management Meeting: Moments from Paul’s M&A Masterclass

    How do you drive buyers to increase their offers when selling your business? In this clip, Paul Giannamore explains how introducing competition and using a structured bidding process can make a huge difference in deal outcomes. By setting clear expectations and requiring buyers to “buy” access to management meetings, you put yourself in a position…

  • The Power of Controlling the Timeline: Moments from Paul’s M&A Masterclass

    In M&A, the timeline isn’t just a schedule—it’s a powerful tool for building leverage and maximizing deal value. Paul Giannamore explains how setting deadlines and establishing a structured process, from NDAs to parallel proposal reviews, creates competitive pressure among buyers. Discover how seasonality impacts timing, why non-solicitation clauses are critical, and what information you must…