2017 Business Excellence Awards

14 Acquisition International - Business Excellence Awards 2017 “For every project we take about two months to draft an extensive information memorandum about the company, comprising sixty to eighty pages. Because for us, addressing the potential buyer in the sincerest way possible is one of the key criteria for success,” comments Michael Keller on his thorough approach. His team of consultants seek and identify the potential buyers of a company throughout the world. They are supported by an international network, which the owner has established over several decades. Due to his many years of experience from the selling side, today Keller is able to professionally address potential clients by drawing on an extensive network of banks or holding presentations at professional speaking events and in forums. As part of this approach, Michael likes to individually approach each of his clients and to take into account the client’s personality in order to take preventive action in the possible case of animosities or even full-scale escalations in this highly emotional industry. “The structure of each company is unique, and so are the individual requirements for the M&A consultant. With every single case, we strive to recognize and eventually realize the exact value of a company,” stressing Keller’s high demands. During the sales processes, all parties involved need to be closely coordinated. This includes all decision makers, but possibly also external consultants as well. To ensure all elements of this process come together at the conclusion of the project, all financial, legal and tax aspects of the transaction need to be appropriately evaluated and considered. “The strong emotional character of the M&A industry cannot be stressed too much,” comments Keller. “To design every single transaction process in a preferably balanced manner continues to remain an essential factor! In this way, undesired situations at the final stage may be prevented. A little anecdote: During my long career, in lawyer appointments I have witnessed lawyers panicking and seek cover under desks.” Thanks to his industry expertise and unique approach, Michael himself is the difference between Keller & Coll and its competitors. His key strategy is the in-depth approach. Superficial fact books as presented by his competitors do not meet his standards. He aims to go further and be better. Helpful is his level-headed thoroughness. Collating an in-depth and detailed information memo about every single company, Keller & Coll. present themselves as a sincere M&A boutique and business contact for potential buyers. “Of course, we are not an independent accounting firm,” explains Keller the procedure, “we owe our clients full loyalty and aim to present the company in the best light possible. It goes without saying that we always hold to the truth.” Despite all differences, Michael Keller will never drop a negative comment about his competitors. The consultant is fully aware of his market position and has no need to denigrate others. In his market segment, he believes to have about forty serious and respectable competitors. One of the most fascinating aspects of Michael’s work is the human side of his projects. “Although I am one of the oldest and most experienced consultants in my industry, every single working day I am learning new things,” the deal-maker says enthusiastically. Throughout the many decades of his career and despite accumulating vast experience, Keller maintains an alert and open mind. In this way, he has managed to learn a great deal about humans, coupled with just the right amount of empathy. “M&A is a people’s business,” says the seasoned consultant with obvious delight. Because Michael Keller has that special connection with people. A fact that he has been able to prove in more than 1,000 transactions which he has accomplished during his working life. He has learned to continuously adapt to the most different kinds of people that he has had to deal with, to get a feel for them and show understanding. These are skills which are definitely a must for a successful M&A consultant. “In my everyday business, when managing the individual projects I handle from five up to fifty people per company,” says Micheal, “and the most amazing thing with the people I meet is their diversity. I encounter both evil and wonderful personalities. With some people, I’m happy to see the back of them after the project is finished, whilst with others, I’m sad to say goodbye. The human character is simply fascinating.” His view of things becomes obvious when talking to Michael. Although he specifically uses his profound knowledge of people to successfully conclude transactions. Yet he has been able to maintain his human side, and negotiations are always on this personal level. This is certainly another aspect of his successful career path. Keller is a member in many significant social bodies and takes care of people in Germany, as well as in South America, Africa or Israel, a country which is close to his heart. He is, among others, Chairmen of the Mair Panim Advisory Board, one of the most important help organisations in Israel. Currently, compared to most of his competitors, Michael spearheads the market thanks to decades of experience. Yet his activities do not merely concentrate on the buying and selling of companies. Besides more than 20 years of M&A business activity, Keller has been a recognized authority as a lecturer at various universities in Frankfurt, Oestrick- Winkel, Stuttgart and Witten-Herdecke. Here also, Michael’s strong commitment is a long way from seeing an end. His expertise, for example, is welcome as the head of the work group Succession of the German M&A Association or in the economic committee of the German Employer’s Association. In addition, the M&A authority holds more than thirty speeches every year, gives interviews in the German media such as Bloomberg TV and n-tv, or reports on behalf of ARD from the Frankfurt stock exchange as an acknowledged expert of the M&A scene. In addition to his extensive commitment, Keller also enjoys writing for various publications. Presently he is cooperating, among others, with the well-known Professor Staudt of the University of Geneva, and is writing another specialist book about M&A themes of his knowledge area, due to be published this year. Overall, Michael and the entire M&A industry can look back at the successful past years. “In particular 2015 and 2016 were good M&A years,” the consultant sums up the recent economic past. Looking at America, however, he is quite concerned. “The new US President Donald Trump is unpredictable regarding his actions and strategies, throwing the entire world in a state of insecurity, not only from an economic point of view,” says Michael in a less reserved manner than usual; in fact, he stresses his desire to be quite clear and pointed in this respect. He is truly concerned about the current political situation this year and the prospects for 2018. Because in his opinion, it is not only America that has problems; in Europe, too, something is looming on the horizon emitting clear signals for the future. The political swing to the right, which seems to be omnipresent in Europe, is most certainly not welcomed by the economy,” says Keller, taking a closer look at the local situation. “Managers are concerned and hesitant; the political situation in Europe is unfolding directly on our doorstep and markets are facing great uncertainties. The emerging right-wing parties are gaining a foothold in an increasing number of countries and are of great concern to both the economy and many citizens,” explains Keller. “These factors of uncertainty naturally have an impact on the M&A industry.” This potential for an uncertain future does not only grow with the quality of threats. There are several single factors that result in an unpredictable future regarding the imminent political developments. In addition to these problems, there are, for example, more issues such as the Brexit and the escapades of the Turkish Prime Minister Erdogan, leaving all of Europe in a state of uncertainty. Ultimately, looking at Michael it is hard to imagine that he would ever retire. Of course, when talking about the future, the mere thought about this is a long way away. Keller will tomorrow take his position exactly where he is located today: In the centre of his passion. Asked about the future outlook for Keller & Coll., the exceptionally successful consultant raises up his hand even further. Michael’s consultancy will continue to act on an international level, and this will remain the future focus. His past as an M&A pioneer will continue to set the mark in the future. Keller & Coll. was not only the first German M&A contact; the M&A boutique was also the first to have an office of its own in the Chinese capital of Beijing. Ever the pioneer, Michael established the small-cap industry in Germany, i.e. the professional sale of small companies. The current cross-border share of 60 per cent is expected to go up even further, a wish that Michael Keller has for his company. As such, we can look forward to further pioneering steps towards more international activities.