M&A Science
Partnering Before Purchasing: How Booz Allen Wins Proprietary Deals Early
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Show notes
Chrissy Cox, VP & Head of Corporate Development, Booz Allen Hamilton
"If we get a banker inbound for a company and we've never heard of it before... it's probably too late." That's Chrissy Cox's rule at Booz Allen Hamilton. It's also why about 80% of the firm's deals involve a company it already had a relationship or partnership with.
Chrissy explains how her team maps capability gaps with market leaders, looks at hundreds of companies a year, and keeps targets on a watch list until they're actionable. Liberty IT sat on that list for years before a proprietary deal. She also covers testing culture from the first meeting (including the CEO answer that ended a process on the spot), what made the PAR Government carve-out hard, and why one market leader now owns each integration.
Chrissy's team pulls business leaders, bankers, and PE portfolios together "to create one pipeline," and she's clear it can't be "1-inch deep." DealRoom Pipeline keeps every target, deal note, contact, and email in one view, with PitchBook data flowing in automatically. See how it works: click here.