Best Practice Briefs Diligence Matters CDD Best Practices for Principal Investors

Discovering Repeatable Growth in your Diligence

By Jeff Merkle

Over the years, I have heard multiple M&A professionals say “we don’t underwrite hopes and dreams,” by which they mean new tactics proposed, but not tested, by Management (and their bankers). What is not discussed as often are the new tactics that have been tested…but that are destined to work just once. These tactics are what we call unrepeatable growth stimulants, UGS (or just,…