Dealmaking for Corporate Growth by Simon P Haigh

Author:Simon P Haigh
Language: eng
Format: epub
Publisher: Oak Tree Press

4: PLAYERS

Great things in business are never done by one person. They’re done by a team of people.

IT entrepreneur, Steve Jobs

This chapter demonstrates how important the players involved in a deal are to the successful outcome of a deal.

Core deal team roles

Generally speaking, while there are many potential categories and variations of deal team members and most roles often overlap, there are a few common core deal team roles:

Strategist: This is the person who ultimately determines the deal strategy, the deal zone parameters and often the deal finances. He or she may not be pivotal to the actual face-to-face deal discussions, but they will play an essential role in setting the deal direction;

Dealmaker: This team member obviously leads the face-to-face deal discussions around the proposal, right through to the deal close;

Interpreter: This team member usually focuses on information-gathering and determining the other side’s positioning and requirements. He or she is a diligent listener and watches and listens out for all verbal and non-verbal clues, and then recommends changes in deal direction if necessary;

Coordinator: This team member needs to be as objective as possible, as he or she runs the deal process by keeping the discussion on track and managing the agenda and summaries. This role is particularly important in multi-issue deals, which are bound to get tense and difficult at times. A coordinator needs to be both firm and serene;

Implementer: This team member is expert in successfully implementing the outcomes from a successful deal. I find this role is often lacking in a deal team and that the people making the deal will not always implement it operationally (which often leads to suboptimal results).

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