Form Tiger Teams
Seeking the right M&A fit is, in many respects, a specialized project that spans technical, financial, market and even human resource components. Therefore, companies that pursue that path often assemble their own internal "tiger teams," made up of individuals who can represent these components.
"We have a small team that is involved in the ongoing search for the right companies," said Jay Kirby, vice president of networking at Lumenate, a Dallas-based channel partner. "We look at a lot of companies that initially appear to be a good fit. Maybe 90 percent of those get eliminated for one reason or another. It takes 10 or 12 [prospects] to maybe get one company that we will seriously pursue. Then we have a secondary team that looks at the opportunity more broadly once they've crossed the first threshold."