Sign On How do I find the right business partner?
Cash Confessions is a video series that shares advice, relevant experiences, and practical tips on real concerns facing middle market businesses. Each episode addresses topics including expense management, supplier relationships, and how a commercial company can differentiate itself in the marketplace.
In this first episode, Optimal Healthcare shares best practices in finding the right business partner when a company is ready to grow through a merger or acquisition.
Transcript: How do I find the right business partner?
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[Enrique Rosales, Commercial Banking Relationship Manager, Wells Fargo] Another thing we've heard from our clients. We're looking to merge but need to find the right partner. How do we choose someone who aligns with our vision?
[Manny Losada, CEO & President, Optimal Healthcare Solutions] Great question. Because I've lived it for the last year and a half as we transition and integrated with, the Keralty organization.
So, as Optimal, we've been involved with a privately held business, in the medical distribution supply chain space. As ownership was sunsetting, that asked me to come and run and grow the business. Five years went by, add another two for COVID. So, we went through the period where the theme and the mission of the company was to keep Optimal operational.
So as that happened, the investment side of the business and the merger discussions started. My commitment to our team was to preserve the fabric of Optimal and selection of a partner. As we went through, 14 to 15 private equity venture capital firms, I quickly knew that this was not the path. And, even consulting with Wells Fargo at the time, my plans, through that process, we narrowed down to more of a strategic. And when you talk of or with strategic, you have to find somebody that speaks your language. And in our case, it's both English and Spanish. And, through a reference in the industry, we were connected with, the Keralty organization. As they were looking to expand the U.S. business, our Optimal story by fate started to come together. As I was explaining what our intent for the future would be, it started to match up to their needs. And I think we're just at the beginning, now we're getting started.
[Enrique Rosales] That's great to hear and thanks for the background. I think it's very relevant for a lot of our clients.
[Rosa Viasana, Director of Quality and Inventory, Optimal Healthcare Solutions] I would definitely say that having trust from the beginning, Manny said, we will never enter into a partnership where our company is in jeopardy. It is always going to be someone that's going to protect the people and someone that's going to protect the assets and ensure that we can grow. And, even if we had to grow slowly, that we were going to grow with a solid foundation. And he was adamant about that from the beginning. Absolutely guiding us down the right path. So, I think that says a lot.
[Alsacia Pulliza, Lead Controller, Optimal Healthcare Solutions] For these, companies that are looking for a new partner just take the time, right. Just look for the correct people or the correct company to join your company. And I think that that's a key. That happened with Optimal, right? They took the time to find the correct partner, and it has been amazing, really.
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