What Buyers Want and Why M&A Pitches Keep Missing It
Kison Patel, host of M&A Science, interviews Andrew Morbitzer, VP of corporate development at Life 360, about why M&A deals frequently fail and how pitches often miss what buyers truly need. Morbitzer, with experience on both the buy and sell sides, advocates for a "buyer-led" M&A approach, emphasizing strategic alignment, proactive target identification, and tailored communication from sellers that demonstrates an understanding of the buyer's priorities and culture. The discussion also delves into the conflicting motivations between bankers and buyers and practical strategies for building trust and assessing cultural fit pre-close.
- Andrew Morbitzer, VP of corporate development at Life 360, highlights a core M&A friction: investment bankers chase swift closing fees, while corporate buyers are judged on the long-term value creation post-close. Read →
- Andrew Morbitzer, VP of corporate development at Life 360, highlights alarming data from Clayton Christensen, indicating that up to 90% of M&A deals underperform or outright fail to deliver expected value. Read →
- A significant deal Andrew Morbitzer worked on collapsed when a founder declared, "I don't think I can do this. I just don't trust you," signaling trust as a non-negotiable deal breaker. Read →