Gartner Research

How to Achieve the Best Outcome for Your Company When It Is Being Acquired

Published: 23 May 2019

ID: G00378358

Analyst(s): Max Azaham , Joe Skorupa


Being acquired is a strategic alternative that tech CEOs must consider as you scale and expand your companies. Understanding the process prepares tech CEOs to negotiate with acquirers and maximize shareholder value when timing is right is for an exit.

Table Of Contents



  • Prepare for M&A Scenarios by Understanding the Process and Forming a Working Group
    • Establishing a Working Group
    • Preparing for Engagement
    • Soliciting Transaction Advice on Strategic Alternatives
  • Develop a Strong Negotiating Position Through Credible Alternatives
    • Identifying Alternative Strategic Acquirers
    • Financial Acquirers
    • Alternate Outcomes
  • Project the Value You Bring to Avoid the Trap of Stand-Alone Assessment
    • Negotiate Around What the Acquirer Can Achieve With Your Company
  • Establish Your Walkaway Position at the Outset of Negotiations
    • Know Your Strategic Alternatives Before Negotiating With Acquirers
    • Understand Your Acquirers Negotiating Approach to Maximize Shareholder Value

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