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Deal origination in investment banking entails finding deals on the buy-side (working with private equity firms to locate companies to invest in or acquire) and on the sell-side (working with companies who want to raise funds or exit). It’s not just a vital element of a successful investment banking, but is now an essential part of every business seeking to expand. This article will review the most important dos and don’ts for successful deal creation and some of the most effective strategies that new-school companies are using to improve their efficiency.
Traditionally, businesses have relied heavily on deal flow, which is sourced through their relationships with intermediaries and business owners. This is not an effective method to increase the quantity of deals or the quality. It’s time-consuming and difficult to establish precise goals and forecasts when the number of lead sources fluctuates.
Many investment banks are now focused on sourcing outbound deals. This approach involves looking for specific types of deals in areas where the investment banker has knowledge and has a network of contacts. This is increasingly done via online platforms like Axial which provides an accessible database of deal information.
In addition to this, many investment banks employ technology to automate their search processes and make the process of sourcing leads easier and more efficient. This lets them concentrate on building and managing their relationships with intermediaries and improving their ability to identify and connect to the most suitable investment opportunities at the right time.