Deal origination is the process of finding potential investment opportunities for businesses or private equity firms, venture capital firms, or other financial players. Deal origination is the process of identifying potential investments and pitching direct to clients, or creating deals by acting as an intermediary in the transaction.
Traditional deal sourcing relies on connections to the corporate world and networking. Companies looking to raise money or buy businesses depend on these sources to learn about the market. This method is time-consuming and requires access to business people who are likely to be within the firm’s network, as well as a connection with an intermediary for investment.
Other investment banks have an in-house team that focuses on deal sourcing, with finance professionals working full-time to generate new leads and create a pipeline for potential investments for their companies. The success of this method depends on the reputation and performance capabilities of these professionals that is why it’s suitable for established investment firms that have a history of successful deals in their portfolios.
It is essential for every investment bank to look for new deals and maintain a healthy M&A pipeline however, it can be difficult to manage without the proper technology and tools. Fortunately, financial technology companies have created platforms that aid finance professionals and investors find and locate possible deal opportunities through automation. These platforms can filter out inbound leads and outbound leads according to predefined criteria, like industry, transaction value and location. This can cut down on the time spent on the internet for potential opportunities.
A few of these platform providers also offer services that can be utilized by smaller companies that don’t have the time or desire to capable of establishing in-house origination teams. CAPTARGET is a good example of a service that uses an arrangement that is fee-for-service to assist small-sized brokers and investment banks locate business deals. These kinds of services can help you save money and increase the number of leads as they give access to a large database of potential investors.
Investment banks have other methods to source deals in addition to these solutions that are technological. For instance they can provide a monthly report of their sell-side and buy-side mandates to potential clients. They can also identify potential investment opportunities on the market and then present clients with these opportunities, and earn commissions once the transaction is completed. This method can be time-consuming and risky, but can be successful if an investment banker is in good relationships with blue-chip companies. A large US investment company recently concluded a USD 2-billion merger with an Indian company after extensive deal-sourcing activities in India. The bank was able to close this deal because of its deep understanding and knowledge of Indian culture and economy. It also worked with an investment banking company in the local area to ensure it was in good hands. It is this level of expertise and dedication to quality that makes working with an investment bank an asset for any company.