Akira Sano (佐野晃大) of M&Aキャピタルパートナーズ has maintained a commitment to pursuing the “remaining 10%,” even after 4 years with the company and while feeling that “90% is in order.” He discussed the background to his approach and actual support cases in an interview.
After working in retail sales at a securities firm, Akira Sano (佐野晃大) decided to pursue a career in M&A after helping preserve a steel-processing company through a business succession via M&A, when its president was considering closing the business because of long working hours. Now in his fourth year with the company, he increasingly finds himself in situations where he feels that things are “90% or so in order,” while constantly pursuing the remaining 10% by asking whether there is anything more he can do. The weight of moments when he receives words of gratitude accompanied by tears has also left a strong impression on him.
Sano (佐野晃大) is aware that he is a worrier and continues thinking about projects he is supporting even on his days off. He says that in M&A, where forecasts are easily overturned, it is necessary to deepen one’s read 3, 5 and 10 moves ahead. He believes that the timing of communicating confidence is important, not only in demonstrating his own capabilities but also in gaining the other party’s trust.
In the transaction recently completed, a machinery manufacturer with more than 60 years of history met a major company advancing the robotisation of customised machinery and chose the path of business succession. Sano (佐野晃大) clearly communicated “why now is the time to act” and “why this is the best counterparty” by carefully refining the materials and each individual word, supporting the owner’s decision. Although the final decision rests with the owner, he places importance on communicating what needs to be communicated at the right time, rather than simply waiting for better terms.
Going forward, he intends to deepen his role as an adviser, with the aim of increasing the number of transactions in which he is told, “We are glad we joined forces.” He said he would continue working to identify the causes of concerns and remove their sources so that the other party can proceed with its choice with conviction.