In finance, Mergers & Acquisitions (M&A) refers to the process where companies are combined or acquired to achieve strategic growth, efficiency, or market advantages.
Mergers and acquisitions (M&A) transactions have a buy-side and a sell-side. The sell-side team represents the seller and works to market the business to potential buyers, while the buy-side team represents the acquirer. For the buyers or acquirers, the focus is on acquiring the right target with minimal risk and maximum strategic or financial upside. So it requires a lot of due diligence, valuation analysis, and strategic assessment.
Read on to understand the entire buy-side M&A process and get some practice questions to prepare for finance interviews.
What Is a Buy-Side M&A Process?
The buy-side M&A process refers to all the steps a company, private equity firm, or investor goes through to identify, evaluate, and acquire a target company. Most buyers work with investment banks or advisory firms to ensure a successful acquisition that maximizes value and aligns with their strategic or financial objectives. The process is as much about avoiding bad deals as it is about finding good ones.
Buyer Motivation and Acquisition Strategies in Buy-Side M&A
Buyers pursue acquisitions for many reasons, but the two primary drivers are synergies and return on investment.
Strategic buyers who are usually companies within the same or adjacent industries are motivated primarily by synergies. These are the benefits a buyer expects from combining two businesses. They can be cost synergies, such as reducing overhead by merging operations and consolidating facilities, or revenue synergies, like cross-selling products to each other’s customer base.
For financial buyers or sponsors like private equity firms, the major motivation is return on investment. They look for companies with strong cash flow generation, opportunities for operational improvement, or potential for add-on acquisitions that build platform value.
In most cases, the buyer's motivation affects integration which is all about how the acquired company will be absorbed into the buyer’s operations. Some acquisitions involve full integration, where the target is merged into the buyer’s existing business, while others keep the target as a standalone subsidiary. The chosen strategy depends on the buyer’s objectives, the target’s capabilities, and cultural fit.
Key Steps in the Buy-Side Process
A buy-side process follows a clearly structured sequence that guides buyers step by step through the transaction; from the initial definition of their acquisition criteria to the final closing.

1. Defining Acquisition Criteria
Based on the buyer's motivation, the buy-side process typically starts with defining acquisition criteria. This means setting clear, specific guidelines that describe the ideal characteristics of a company to acquire. It includes factors like industry, size, financial performance, geographic location, growth potential, and strategic fit with business goals.
2. Target Screening
Then target screening begins, where potential acquisition candidates are identified based on the acquisition criteria. This stage usually involves building a long list of potential targets and narrowing it down through preliminary analysis.
3. Due Diligence
Once a target is identified, the buy-side team conducts due diligence. This is a detailed investigation into the target’s financials, operations, legal position, and market outlook. It is crucial for verifying the accuracy of the information provided and uncovering any hidden risks.
4. Valuation
Valuation follows, where the buyer estimates the target’s worth using methods such as Discounted Cash Flow (DCF), comparable company analysis, or precedent transactions. The valuation informs the buyer’s initial offer and negotiation strategy.
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