My Daughter Interviews Me About M&A | Holiday Special Episode with Shyla Patel
Release Date: 12/15/2025
Building Your M&A Reputation: Why Relationships Beat Transactions Every Time with Andrew Cohen
M&A Science
Andy Cohen, Vice President of Corporate Development at F5 Andy has built a career that proves M&A is fundamentally about relationships, not just transactions. With 30 years of experience and 60 deals closed across high-growth tech companies including Citrix, Acquia, and F5, Andy has cultivated the kind of reputation where every CEO he's worked with will take his call tomorrow. In this conversation, he reveals why zero-sum thinking kills deals, how to convince people to sell without convincing them to sell, and why walking away on principle matters more than closing at any cost. ...
info_outline
My Daughter Interviews Me About M&A | Holiday Special Episode with Shyla Patel
M&A Science
In this special father-daughter episode, My daughter interviews me on my new book on Buyer-Led M&A™. We break down the framework built from over 400 practitioner interviews—covering why traditional M&A is flawed, how to shift from reactive auction-chasing to proactive deal sourcing, and why integration planning must begin during diligence. Things you will learn: Why integration planning during diligence (not after) determines deal success How the five pillars of buyer-led M&A transform reactive processes into strategic engines Why proactive deal sourcing beats bank-led...
info_outline
How to Score Culture Fit in M&A with Sharon Van Zeeland
M&A Science
, Vice President of Strategy and Corporate Development at Rockwell Automation brings a unique engineer's perspective to the softest parts of M&A. In this episode, Sharon reveals how Rockwell developed a systematic scoring system for evaluating culture fit during due diligence—complete with numerical rankings across key dimensions like decision-making authority, adaptability, and mission alignment. She also shares unconventional tactics for getting deals across the finish line, from negotiating hunting rights to sponsoring 4th of July parades, and explains why marrying your diligence...
info_outline
Making M&A Boring (And Why That’s a Good Thing) with Leon Brujis
M&A Science
, Partner and Co-Head of U.S. at 65 Equity Partners shares how his firm is redefining private equity through non-control investments in founder-led businesses. In this conversation, Leon breaks down why the best companies are never for sale, how immigrant adaptability translates to investing success, and why boring, disciplined deal-making consistently outperforms flashy transactions. He also walks through his framework for negotiating term sheets and building relationships that span years before cutting checks north of $200 million. Things You'll Learn Why non-control "partnership capital"...
info_outline
Integration Starts with Hiring, Not the Deal with Brandon Batt
M&A Science
– Chief People and Transformation Officer at Quadient joins us to discuss how successful M&A integration starts long before you sign an LOI. Brandon shares how Quadient built M&A capability across the organization through strategic hiring, created a transformation office that breaks down traditional silos, and executed portfolio transformation through dozens of acquisitions and divestitures. Learn why the secret to integration success isn't just about playbooks—it's about building M&A muscle into your team from day one. Things You'll Learn Why hiring for M&A experience...
info_outline
Strategic M&A Framework: IFS's Acquisition Playbook with Rachel Hindley
M&A Science
, Vice President of Corporate Development, IFS oversees transformative acquisitions for the global leader in industrial AI and enterprise software. In this episode, Rachel shares how IFS navigates the unique dynamics of having three major private equity backers—EQT, HG, and TA Associates—while executing strategic deals that enhance their portfolio. She breaks down IFS's four acquisition archetypes (product bolt-ons, customer migration, market entry, and new platforms), explains why integration and value creation must be separated, and reveals how the company is adapting its...
info_outline
Mastering Carve-Out Transactions with Keith Crawford
M&A Science
, Global Head of Corporate Development and M&A at State Street Corporation , Global Head of Corporate Development and M&A at State Street Corporation, brings over 20 years of expertise executing some of the most intricate custody business carve-outs in financial services. In this episode, Keith breaks down the realities of carve-out transactions—from proactive deal sourcing and dependency mapping to navigating TSAs and post-close integration. He shares hard-won lessons on avoiding common pitfalls like scope creep, third-party contract renegotiations, and employee retention challenges...
info_outline
Integration-Led M&A: Cisco's Approach to Deal Success Part 2 with Johanna Jaakola and Tesia Hostetler
M&A Science
– Integration Lead, Corporate Development Integration Team, Cisco – Leader, Acquisition Integration Practice, Cisco , Integration Lead on Cisco's Corporate Development Integration Team, and , Leader of Cisco's Acquisition Integration Practice, continue their deep dive into Cisco's integration-led M&A framework. In Part 2, they reveal how integration planning shapes diligence, how value drivers guide surgical execution, and what it takes to coordinate a 180-person M&A community. From day one employee experience to go-to-market complexity and the Splunk mega-deal, this episode...
info_outline
Integration-Led Diligence: Cisco's M&A Approach with Johanna Jaakola & Tesia Hostetle
M&A Science
– Integration Lead, Corporate Development Integration Team, Cisco – Leader, Acquisition Integration Practice, Cisco , Integration Lead on Cisco's Corporate Development Integration Team, and , Leader of Cisco's Acquisition Integration Practice, share how one of the world's most prolific acquirers structures deals for success. This episode breaks down Cisco's integration-led diligence model, where integration leads orchestrate due diligence from the deal thesis stage, ensuring strategic alignment and execution readiness before ink hits paper. Learn how Cisco's structured approach to...
info_outline
When Integration Beats Roll-Ups with Tim Hall
M&A Science
- Managing Partner and Founder, brings 29 years of private equity experience to this conversation about what actually works in buy-and-build strategies. After launching Brenton Point in 2024 following a 20-year run at CI Capital Partners, where he completed 200+ acquisitions across 12 platforms, Tim breaks down the independent sponsor model and why integration—not just aggregation—is the real value driver. He walks through building platforms from scratch, the executive-first strategy for fragmented markets, and how standardized integration playbooks turn acquired companies into...
info_outlineIn this special father-daughter episode, My daughter interviews me on my new book on Buyer-Led M&A™. We break down the framework built from over 400 practitioner interviews—covering why traditional M&A is flawed, how to shift from reactive auction-chasing to proactive deal sourcing, and why integration planning must begin during diligence.
Things you will learn:
- Why integration planning during diligence (not after) determines deal success
- How the five pillars of buyer-led M&A transform reactive processes into strategic engines
- Why proactive deal sourcing beats bank-led auctions every time
____________________
This episode is brought to you by S&P Global.
Today's episode of M&A Science is brought to you by S&P Global Market Intelligence.
If you're in corp dev or PE, you know the pain — good private company data is hard to come by. Everyone's still chasing clean, reliable, up-to-date data. I started out using CapIQ Pro for public comps, but didn't realize until recently how deep their private company coverage has gotten. Over 58 million private companies, global reach, and actually usable for real deal work.
This isn't surface-level. You get real metrics — ownership, financials, funding rounds, even asset-level insights. So if you're still toggling between a dozen tools trying to piece together the picture, maybe it's time to stop guessing and start sourcing better.
Learn More Here:
https://www.spglobal.com/market-intelligence/en/solutions/products/private-company-data?utm_source=podcast&utm_medium=video&utm_campaign=MAScienceH225
__________________
Buyer-Led M&A™: The Framework is Now Available
Traditional M&A is broken. Buyers chase auctions. Sellers control the process. It's reactive, inefficient, and exhausting.
After 300+ episodes of M&A Science, I've taken insights from the world's top corp dev leaders and distilled them into a practical framework for taking control of your M&A pipeline—how to source deals directly, build relationships earlier, and stop being auction-chasers.
If you'd like to build a proactive M&A program that founders actually want to engage with, you can grab your copy.
https://dealroom.net/resources/ebooks/buyer-led-m-a-tm-the-framework
_________________
Everything You Need to Learn Modern M&A — In One Membership
Access proven templates, frameworks, and real operator insights — all designed to help you learn faster, make smarter decisions, and run Buyer-Led M&A with confidence.
Sign up now with promo code "FOUNDER" for 50% off at checkout.
https://www.mascience.com/membership
__________________
Episode Timestamps
[00:00:00] Introduction to Buyer-Led M&A – Kison introduces his new book and the framework for flipping traditional M&A from reactive to proactive deal-making.
[00:05:30] The M&A Science Origin Story
[00:08:30] The Maturity Curve Problem – Why companies make catastrophic mistakes on their first deal and how the buyer-led framework accelerates learning.
[00:12:30] Integration Is Where Value Lives – Understanding that the real work starts after close and why planning integration early prevents people from quitting.
[00:19:00] M&A Has a Design Problem, Not an Execution Problem – Why focusing on closing deals instead of making deals successful creates systemic failure.
[00:25:00] The Five Pillars of Buyer-Led M&A – Breaking down never M&A on impulse, unified tools, synchronized diligence-integration, scalability, and win-win approaches.
[00:37:30] The Three Coats of Conviction – How reactive positioning, integration negligence, and model mirage derail even well-intentioned deals.
[00:49:00] What Elite Buyers Do Differently – Early alignment, clear accountability, defined operating models, and building M&A as an organizational muscle.
[00:54:00] Proprietary Deal Sourcing Beats Auctions – The house-buying analogy that illustrates why doing the hard work of finding your own deals creates better outcomes.
[01:00:30] The Single Most Important Takeaway – Own your assumptions, validate them through rigorous work, and lead the process instead of letting sellers drive it.
Questions, comments, concerns?
Follow Kison Patel for behind-the-scenes insights on modern M&A.