Management Presentation
Definition
A management presentation is the session, and accompanying deck, in which the leadership of a business being sold presents it to a serious buyer during due diligence. It goes beyond the information memorandum: management talk through the strategy, the numbers, the customer base, the team and the growth plan, and answer the buyer's questions directly. For the buyer it is a chance to test the quality and depth of the management team — itself an intangible asset — and to probe the areas that matter most to their valuation. For the seller it is an opportunity to bring the business to life and defend the multiple with evidence and conviction. Management presentations usually take place after indicative offers and before, or alongside, detailed diligence, and how well they go often shapes the final price and the buyer's confidence in the deal.
Complementary Terms
Concepts that frequently appear alongside Management Presentation in practice.
The comprehensive investigation and analysis of a business prior to an investment, acquisition, or partnership. Due diligence covers financials, legal, commercial, technical, and operational areas, and increasingly includes assessment of intangible assets and productivity metrics.
The economic value of a workforce's collective experience, skills, knowledge, creativity, and health. Investment in human capital through recruitment, training, development, and retention is a key intangible asset category and a primary driver of productivity growth.
Reverse due diligence is diligence a seller, or the management team of a target, carries out on the buyer. In any deal where the seller retains an ongoing interest — an earn-out, a rollover of equity into the enlarged group, or a management team joining a private-equity platform — the buyer's quality matters as much to the seller as the reverse.
Further Reading
How to Buy a Business: Grow by Acquisition
The buy-side hub: finding, diligencing, financing and integrating an acquisition.
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