Knowing when to walk away

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Sometimes, it's better to walk away from a deal

Challenge:
The owner of Signia Partners, a leading market research and consulting firm, had been building his company for nearly 10 years. In the summer of 2001, he decided that the timing was right to sell, and Kaulkin Ginsberg was selected to advise the company. But on 9/11, the landscape changed, clients began deferring their research projects, and we knew valuation and deal structure would not be as strong as once expected.

Solution:
Over the next four years, we worked with Signia. On two occasions, we advised our client to forego deals on the table in favor of building up the business, because we understood that a quick and easy sale was not in line with his long-term goals. As a result, we were able to sell Signia to FIND/SVP for favorable deal terms in the spring of 2005.

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