Raising the Bar – Receiving More Value from Your Carve-out
Divestiture Survey Report 2013: Sharpening your strategy
Although strategic, rather than financial, factors are considered the most important drivers in the survey, companies remain intent on achieving the expected value, and an impressive 85 percent of sellers reported being satisfied with the value of their most recent divestiture. Sixty-eight percent of surveyed executives reported receiving the value they expected, while 17 percent walked away with a price that exceeded expectations.
In Deloitte's experience, sellers are now focusing more on preparation than they have in the past. However, sellers also want faster deal closure. Shortening the gap between putting an asset on the market and closing the deal often means less time for diligence. To adjust for this change in deal mechanics, sellers should develop a detailed separation plan: mobilizing resources around the deal execution and transition and preparing themselves to support the buyer’s diligence needs and mitigate the operational challenges that the buyer will likely face in closing the deal.
Increasing the number of bidders for increased value
Forty-five percent of surveyed executives at the companies that received less value than expected for their last deal indicated a limited number of bidders was an important factor. The fact that the number of surveyed bidders was chosen by nearly one-half of both those receiving more value and less value than expected reinforces Deloitte’s experience that sellers who want to increase sales price should avoid single-bidder, exclusive deals. While these deals can be attractive for reasons other than price, multiple bidders can increase the seller’s leverage for improved terms overall. Additionally, a well-run auction, with proper levels of preparation by the seller, can actually be more timely than a single-bidder, exclusive deal, due to the competitive nature of the process..
Read more about our findings and insights around divestiture deal values in our Raising the bar – receiving more value from your carve-out chapter in our Divestiture Survey Report 2013.
To continue learning about the key insights and findings from our Divestiture Survey Report 2013, access our results in the following ways:
- Explore our interactive PDF and easily navigate from chapter-to-chapter to read about the trends that mean the most to you.
- Download our infographic and learn about some of the key takeaways in the report and the data behind them.
- Access our print-friendly report and read our chapters.
- Read online featured content from additional sections of our report:
- Economic uncertainty makes divestiture planning a challenge
- Strategic factors important in driving divestitures
- Finding the “right fit,” at home and abroad – foreign and domestic buyer trends
- Shorten the waiting game – closing your deal
- Transition Services Agreements (TSAs) – planning now for post-close
- If at first you don’t succeed…consider putting your business back on the market
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