This is the first in a series on The DVS Group Tenets – the principles, philosophies, values that guide our merger and acquisition work. Find the other posts in the series here.
The “Purple Squirrel” tenet guides the way The DVS Group gets great deals done for our clients.
Put simply, the “Purple Squirrel” philosophy is finding the right fit—the company, the business owner or the capital that checks every box for your deal.
What are those boxes? It depends. Every deal has a different Purple Squirrel because every deal involves different people who have different definitions of success. Your Purple Squirrel is the answer to both your tangible and intangible needs. Whether you are buying or selling, finding the Purple Squirrel requires going beyond
the numbers to find the right match.
Ultimately, your success in a merger & acquisition deal hinges on your ability to define your Purple Squirrel and to be a Purple Squirrel from the perspective of a potential buyer or seller. Sound overwhelming? It is. This process is not easy, but the DVS team is here to help. We sit down with you and lead you through questions and potential scenarios designed to help you define your desired outcome. For most of our clients, it’s not the most money, but the right money that matters. It’s about fit.
Take Randy Edge, for example.
Randy came to The DVS Group ready to acquire a business of his own after a successful career in engineering, consulting and banking. Randy’s father, an architect and entrepreneur, inspired Randy’s entrepreneurial spirit and desire to be solely responsible for the success of a company. Randy watched as his father navigated downturns in the economy, expanding and contracting his business over time. Randy deliberately drove his diverse educational and professional background towards his aspirations of becoming an entrepreneur. Throughout his career, Randy had charted a course to become a Purple Squirrel business owner and was ready to find his Purple Squirrel business.
Randy worked with The DVS Group to connect with current business owners who could be interested in selling their business. We introduced him to our distinct direct mail process, which sources potential sellers. Through this process, 80 proprietary opportunities with businesses across three states were identified for Randy. Through conversations with these business owners, Randy pinpointed the qualities that made a business a Purple Squirrel to him. Eventually, Instore Design Display (IDD) and its offshoot, Clear Impact Acrylics (CIA), emerged as acquisition options. These two companies were intertwined in creativity, success, customers and history, but they had different ownership structures. They needed a well-rounded owner to bring them together and capture their true growth and operational potential. They needed a Purple Squirrel.
We often find ourselves manufacturing serendipity in our deal making. In Randy’s case, that was certainly true. Both sides of the table – the buyer and the seller – were surprised by the quality of the fit between the two groups. The deal closed with both sides satisfied. The deal included Small Business Administration and conventional loans, creative management structuring, a smooth management transition, and a consolidation of entities. Purple Squirrels connected.
The Purple Squirrel matters in buying or selling a business. This tenet plays a central role in shaping The DVS Group processes and how we get great deals done. Stay tuned—for the next several weeks we’ll share more stories of how The DVS Group tenets led to great deals for our clients.
In the meantime, read this story about another Purple Squirrel match and the lessons learned from the process.