Strategic glad-handing
I recall conversations with a number of Asian GPs on how to invest in family-owned businesses that account for such large number of potential acquisition targets for private equity funds in the region. The formula seemed pretty straightforward. It begins with a period of networking with a prominent member of the company, preferably the Chairman or CEO, and the clear – but not too pushy – communication of a keenness to invest.
The courtship follows, initiated through establishing trust at social events. Eventually, the GP will slowly sow the seeds of change by giving little nuggets of advice on how to run the business. Maybe...
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