episode 

Navigating International Deals

Jeff Baker

Kison speaks with Jeff Baker, EVP, Mergers, and Acquisitions at InComm to discuss the complex world of international deals. Jeff talks about how to handle culture clash, why asking questions goes a long way, making sure you watch out for illegal activities, and more.

Jeff Desroches
VP of Corporate Development at Atlas Copco
Ivan Golubic
Former VP Corporate Development at Goodyear
Erik Levy
Group Head Corp Dev and M&A at DMGT PLC
Kison Patel
CEO at DealRoom

Navigating International Deals

3 Aug
with 
Jeff Baker
Or Listen On:

Navigating International Deals

Navigating International Deals

“International deals are hard and if you go in there thinking it’s going to be your way, you're destined to fail.” - Jeff Baker

Culture clash

When doing international deals, there are going to be a lot of differences in behavior, cultures, language, mindset, and even the way they do meetings. So you have to be very flexible and adapt to whoever you are talking to. If you enter into an international deal with a closed mindset, you are going to fail. 

How to make international deals successful

The best thing that you can do is to ask questions. Learn from the management team and the people that you are talking to on the sell side. Understand that just because you do it one way doesn't necessarily mean it's going to be effective in the international market.

Also, approach the deal and make it a partnership. Most entrepreneurs that are selling their company have a vested interest in seeing their company succeed, so the last thing they want to do is destroy it.

Challenges in International deals

The biggest challenge in international deals is Language, especially if the country doesn’t speak english. You are going to have to hire an interpreter and hope she does a good job and no meanings get lost in translation. 

Also, diligence is going to be very different. All the contracts are in local language, all the financials are going to be in local currency. So you also have to get third party help to translate all that. 

Beware of Illegal Activities

One of the biggest threats in international deals is making sure that the company that you’re acquiring is not involved in any kickbacks or bribes and things of that nature. It’s illegal in the U.S. to buy a company that has violated the FCPA, and the buying company is going to take full accountability on that. So that has to be part of your diligence and you have to determine that early to stop the deal if ever those activities are present. 



special guests

Jeff Baker
EVP Mergers & Acquisitions, at Incomm

special guests

Jeff Baker
EVP Mergers & Acquisitions, at Incomm

Hosted by

Kison Patel
episode 

Episode Transcript

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