6533b821fe1ef96bd127b006
RESEARCH PRODUCT
Equity-worthiness and equity-willingness: key factors in private equity deals
Pasquale Massimo PiconeArturo CapassoRosario Faracisubject
FinanceMarketingEquity riskbusiness.industryPrivate equity; Pre-deal negotiation; Worthiness and willingnessPrivate equity secondary marketEntrepreneurs; Financing; Pre-deal negotiation; Private equity; Worthiness and willingness; Business and International Management; Marketing;Private equity firmSettore SECS-P/08 - Economia e Gestione delle ImpreseEntrepreneursPrivate investment in public equityClub dealPrivate equity fundPrivate equityPrivate equityEconomicsEntrepreneurWorthiness and willingneWorthiness and willingnessFinancingBusiness and International ManagementbusinessEquity capital marketsPre-deal negotiationdescription
While access to private equity funds (PEFs) provides a unique opportunity for firms to set up sturdy growth paths, how PEFs select companies is an unknown process to entrepreneurs and business owners. This study aims to offer insights regarding the private equity market to entrepreneurs searching for external capital. We analyzed a novel dataset of 240 pre-deal negotiations between small- and medium-sized Italian companies and a closed-end fund. Results indicate that the successful closing of a deal depends on more than just the target firm's equity-worthiness (i.e., the company's ability to meet the expectations of a private equity investor). In fact, there is another dimension: the target firm's equity-willingness (i.e., the company's motivations to accept an outside equity investor). We summarize the results of our study by building a 2x2 positioning matrix on the basis of the target firm's equity-worthiness and equity-willingness. This matrix enables entrepreneurs to grasp how private equity investors evaluate their firms.
| year | journal | country | edition | language |
|---|---|---|---|---|
| 2014-09-01 |