Page 1 • July 2016

A Peek into Private Funds We got the chance to converse with David Inglesfield, Regional Director at Asiaciti Trust for Client Solutions in Europe, to learn more about his firm, and to get his unique insight into the ever-evolving world of private funds. /10

2016’s Most Innovative Hedge Fund Manager: USA/Europe We spoke to Dennis Klemming, Chairman of Prudent Group, to find out more about their firm and the solutions they offer. /8

2016 Businesses of Distinction We got the chance to speak to Theresa Jester, CEO of Silicor, to find out how they continue to be a part of the solar energy revolution. /12

A Toast to Success - The Fladgate Partnership Pulling the strings behind their company is Adrian Bridge, who spoke to us about the exciting industry he works in. /14

Automating the Future We got the chance to speak to Seal Software, the leading provider of contract discovery, extraction and analytics solutions. /32

Executive Coaching Claire James at Pivotal Moment Transitions talks to us about how they support organisations when major change is afoot. /34

Plugging the Gap: Insurance, Representation and Cyber Assault NAPLIA Professional Liability Insurance. /36

Malta: An Excelling European Economy

Merger & Acquisition Afterthoughts We speak to Ben Smith at Surplus Asset Management, a company that helps other companies at times of closures, remodels, and liquidations. /59

Sparkasse Bank Malta. /38

Copperstone Capital /72

Francis Zammit Dimech Associates founder, Francis Zammit Dimech, explains why Malta has become a hub for foreign direct investment. /57

Distinguished in Dispute Resolution, 2016. Litigator of the Year - Mexico We profile Oscós Abogados. /82


Editor’s Comment Welcome to the July edition of Acquisition International Magazine. This issue begins with the news that Genpact, a global leader in digitallypowered business process management and services, announced their definitive agreement to acquire PNMsoft, a Gartner Magic Quadrantrated dynamic workflow, case management and work optimisation solutions provider based around Tel Aviv, Israel. In other news, Martindale Pharma, the UKbased international specialty pharma company recently announced it completed the acquisition of Viridian Pharma, a UK-based developer and supplier of niche pharmaceutical products. The lead feature, 2016’s Most Innovative Hedge Fund Manager: USA/Europe, is from the highly innovative Prudent Group who provide working capital to the small and midsize corporate market segment sector. Following this, Asiaciti Trust takes a peek into the ever-evolving world of private funds. Bureau van Dijk, who publish the M&A database, reveal that despite the declines witnessed in overall global M&A activity in the first half of 2016, the year appears to have started extremely well in terms of investment in the media sector. This follows a fairly slow 2015 in which $16,120million was invested across 694 deals in the second half of the year they go on to say. CEO of the Month details the Fladgate Partnership, a leading producer of quality port wine. Pulling the strings behind their company is Adrian Bridge, who reveals more about this company, and indeed the exciting industry he is a part of. I hope that you find something of interest in this informative edition, published by AI Global Media Ltd, now members of the CPD Certification Service. Jonathan Miles, Editor READ THIS MONTH’S CPD ACCREDITED ISSUE TO GAIN 6 CPD POINTS The content of the following has been certified by the CPD Certification Service as conforming to No information contained on or in continuing professional development principles

this website constitutes investment advice or an offer to invest or to provide management services and is subject to correction, completion and amendment without notice. Neither AI nor any of its associated entities are authorised to give financial advice of any nature nor are they regulated by the Financial AI GLOBAL MEDIA LTD Services Authority. (10347)

Acquisition International & Wealth & Finance INTL June Edition Online Learning


Certificate No:

June 2016 A002970 Prior to making any investment, AI recommends that any prospective investor should consult with its own investment, accounting, legal and tax advisers to evaluate independently the risks, consequences and suitability of that investment.

The CPD Certification Service, The Coach House, Ealing Green, London W5 5ER. Tel: 020 8840 4383 Fax: 020 8579 3991 E-mail: Web:

A Peek into Private Funds We got the chance to converse with David Inglesfield, Regional Director at Asiaciti Trust for Client Solutions in Europe, to learn more about their firm, and to get his unique insight into the ever-evolving world of private funds. /10

4/ News 8/ 2016’s Most Innovative Hedge Fund Manager: USA/Europe 10/ A Peek into Private Funds 12/ 2016 Businesses of Distinction 14/ CEO of the Month: A Toast to Success 16/ Sector Talk 18/ 2016’s Most Innovative Company - Kenya 19/ 2016’s Most Innovative Company - Senegal 21/ 2016 Intellectual Property Practitioner of the Year - Peru 22/ Innovation in Biotechnology: Biotech Top 50 25/ 2016 Intellectual Property Practitioner of the Year - Cameroon 26/ Distinguished in Dispute Resolution 2016 - Australia 27/ Business Elite 2016 28/ 2016’s Most Innovative Hedge Fund Manager Hong Kong 29/ 2016’s Most Innovative Hedge Fund 31/ 2016 Business Leaders 32/ Automating the Future 34/ Executive Coaching: The Secret to Sustained Success 37/ 2016 Intellectual Property Practitioner of the Year - Hong Kong 39/ Most Innovative Logistics Software Company 40/ CEO of the Month - USA 43/ Most Innovative Law Firm - South Africa

How to get in touch AI welcomes news and views from its readers. Correspondence should be sent to; Address/ Acquisition International, First Floor Suite F, The Maltsters, 1-2 Wetmore Road, Burton on Trent, Staffordshire, DE14 1LS. Tel/ +44 (0) 1283 712447 Email/ Website/

Find us on/

44/ Legal Project Management: The Forgotten Aspect of M&A Transactions 46/ Next Generation Private Banking 47/ 2016 Most Innovative Company - Ghana 48/ Most Exceptional Business Awards 2016 49/ Valuation Knows no Boundaries 51/ Ones to Watch in IP 2016 - Germany 52/ Coaching the Executives: Achieving Results with a Purpose 54/ Discover Your Purpose to Manage Your Business 56/ The Power of Energy Regulation Consultancy 57/ Malta: An Excelling European Economy 58/ A Spotlight on Bankruptcy and Insolvency 59/ Merger & Acquisition Afterthoughts 60/ Best Full-Service Patent Attorney Firm - Australia 62/ Best Boutique Litigation Firm – USA 63/ Best Woman-Owned Boutique Technology Consultants – Washington 64/ Best African American Owned Business - California 65/ Businesswoman of the Year 2016 - Shropshire 66/ Most Empowering Life Coach 2016 - Bath & North East Somerset 66/ M&A Deal Lawyers as Project Managers 69/ The 60 Seconds Interviews Centaur Asset Management Ltd Migration Consultants Australia Pty Ltd Residency Bond Program Ltd Law Square BMO Global Asset Management Diamond Logistics Property Divas Limited Silk Legal Ferguson Snell & Associates Telamon Engineering Consultants Inc 82/ Winners Directory Acquisition International - July 2016 3

News: from around the world

Genpact Agrees to Acquire Dynamic Workflow Platform Leader PNMsoft Genpact (NYSE: G), a global leader in digitally-powered business process management and services, announced on 27th June 27, 2016 that it has entered into a definitive agreement to acquire PNMsoft, a Gartner Magic Quadrantrated dynamic workflow, case management and work optimisation solutions provider based around Tel Aviv, Israel.

PNMsoft complements and easily integrates preexisting systems of records that typically host manual process work, and will act as a core component in Genpact’s digital portfolio whose roadmap comprises close to 100 digital solution components (“digital assets”). Terms of the transaction were not disclosed. Closing is subject to satisfaction of certain customary conditions and expected in the third quarter. The transaction is not expected to be material to current year financial performance. Despite the promise of digital technology and analytics, enterprises still struggle with architecting and transforming business processes that thread from the front to the back office, resulting in suboptimal customer experiences and operational performance. As a result, only about a quarter of executives are comfortable with the business impact of their digitally-enabled transformation, according to recent research conducted by Harvard Business Review Analytic Services in association with the Genpact Research Institute. Dynamic, intelligent workflow can help address this and that’s what PNMsoft combined with Genpact’s business process transformation capability sets out to achieve.

Financial services firms for example underwrite customer credit or insurance policies, and routinely struggle to ensure that employees interact with their counterparts efficiently, access the right data at the right time to make decisions such as approving a loan based on its financial conditions, or ensure that the transaction is compliant with regulations. Often, these processes are poorly documented, very manual, not scalable, and unable to learn and adapt from each transaction. This leads to dissatisfaction of clients and partners, rework, compliance issues, and often revenue loss. Genpact addresses these challenges through its Lean DigitalSM approach, which drives practical and nimble digital solution choices from its Systems of Engagement that leverage and integrate into pre-existing systems of records. For example, Genpact’s Systems of Engagement incorporate the use of Natural Language Processing (NLP) engines, machine learning and artificial intelligence (AI) techniques to completely automate exception management and transform business processes, creating a disruptive outcome for clients. PNMsoft’s iBPMS solutions will provide a core layer for further building out Genpact’s Lean Digital assets.

Sanjay Srivastava, Genpact senior vice president and Chief Digital Officer, said, “PNMsoft will help us deliver agile, focused workflow interventions tightly aligned with business outcomes, that leverage data analytics in real time, use machine learning to learn over time, and utilise integrated machine intelligence. This is really exciting for us in our Lean Digital journey with our clients.” “We are thrilled to be joining Genpact and look forward to integrating our iBPMS platform which also includes Case Management and Work Optimisation into their growing portfolio of digital assets,” said Gal Horvitz, CEO of PNMsoft. “Genpact’s global footprint, horizontal and vertical solutions and expertise, combined with our products and services, will allow us to help a wider range of clients further transform their operations. We will support our current clients with more resources, invest more in our technology, and provide solutions to Genpact clients. Our goal is to become the world leader in BPM and dynamic workflow.” PNMsoft is a global provider of Intelligent BPM Software (iBPMS) solutions with offices in Israel, the United Kingdom, the United States, Portugal and Germany. PNMsoft Sequence™, the company’s Intelligent Business Process Management Suite, uses unique HotChange® technology to enable rapid build and change of high availability workflow applications, while maintaining lifecycle governance. PNMsoft HotOperations™ provides Case Management and Work Optimisation solution. PNMsoft is on Gartner’s iBPMS Magic Quadrant. More information on PNMsoft’s solution portfolio is available at www. For additional information, visit

4 Acquisition International - July 2016

News: from around the world

News: from around the world

Warburg-HIH Invest Acquires Office Property in Poland - Office scheme at Aleja Pokoju 5 acquired within the framework of an individual mandate for an institutional investor; - Prime location in Krakow’s new Central Business District; - Completed in 2016, the modern building provides a gross lettable area of 13,694 sqm. In July 2016, Warburg-HIH Invest Real Estate (Warburg-HIH Invest) acquired an office scheme located at Aleja Pokoju 5 in the Polish city of Krakow within the framework of an individual mandate for an institutional investor. The transaction was structured as an asset deal; the asset being sold by the renowned Polish property developer Grupa Buma. The high-quality office scheme, completed in 2016, is located in the new Central Business District close to the historic town centre of Krakow. Office developments in this location and the expansion of the ring roads for the purpose of optimising the transportation access will upgrade the area even further. The property at Aleja Pokoju 5 has nine upper storeys and a gross lettable area of 13,694 square metres. Due to the flexible structure, the layout options permit up to four units on each floor. The property is BREEAM certified (“very good”) and equipped with a smart building automation system that ensures a high degree of energy efficiency. The building’s 163 underground parking spots are supplemented by 27 surface parking spots. The multi-tenant property is currently occupied by 13 different tenants, and shows an occupancy of 83 percent. The majority of tenants represent globally active groups from a variety of industries. The average remaining lease term is approximately six years. “Poland is the country with the fastest economic growth in Europe, and is predicted to keep growing at an annual rate of 3.5 percent through 2018. Due to a growing number of office jobs, there is a shortage in office accommodation despite a high number of construction projects. It is in this environment that the office scheme at Aleja Pokoju 5 presented a sustainably attractive investment opportunity,” said Andreas Schultz, Managing Director at Warburg-HIH Invest and in charge of the Transaction Management International division.

Krakow is Poland’s second largest city and has a very large student population. The ready availability of well-educated graduates and the low wage level have attracted a number of international companies, and turned Krakow into one of the “top outsourcing locations” in the world. Jan Schwarz from MF Capital advised the buyer. Legal counsel to Warburg-HIH Invest was provided by Hogan Lovells Warsaw, whereas the tax due diligence was undertaken by TPA Horwath Sztuba Kaczmarek. In technical matters, the buyer was advised by cmT construction management Team. For more details, visit:

NAS Invest and BlueRock Fund Acquire Residential Properties Worth €50 Million - Acquisition of close to 200 residential units over the first half of 2016; - Acquisition for the “NAS Berlin Residential Growth” fund; - Investments for another EUR 100 million planned. NAS Invest, the Berlin-based real estate investor and asset manager, and BlueRock Fund, an AIFM compliant investment fund, Berlin in late June announced they had acquired residential properties in Berlin for about EUR 50 million over the first half of 2016. The acquisitions have been made primarily for the portfolio of the co-managed “NAS Berlin Residential Growth” fund. Overall, NAS Invest and BlueRock Fund have acquired close to 200 residential units across the Berlin districts Charlottenburg, Wilmersdorf, Tiergarten and Mitte over the first six months of the year. The two partners expect to invest another EUR 100 million over the next years. NAS Invest is responsible for property asset management and the implementation of the individual project strategies, while BlueRock is in charge of AIFM compliant fund management and reporting. “Our deep network enabled us to acquire these residential properties in Berlin off market. We will now modernise and reposition them in line with our fund strategy,” says Nikolai Dëus-von Homeyer, managing director at NAS Invest. “The Berlin residential market still has huge growth potential. Our ability to leverage a local network enables us to identify unique investment opportunities that stand out in the European market including from a risk return perspective,” adds Ronny Pifko, director and founder of BlueRock Fund. NAS Invest and BlueRock Fund target core plus and value add properties across German metropolitan regions and more particularly in Berlin for the “NAS Berlin Residential Growth” fund. Please go to and for additional information.

Acquisition International - July 2016 5

News: from around the world

Pavilion Financial Corporation to Acquire Altius Holdings Ltd. Pavilion Financial Corporation (Pavilion), a North American based employee-owned, investment services firm, in late June announced that it plans to acquire Altius Holdings Ltd., the parent company of Altius Associates Ltd. and Altius Associates (Singapore) Pte. Ltd. (Altius Associates), a global private markets advisory and separate account management firm with offices in the UK, U.S. and Singapore. The transaction is expected to close in the third quarter of this year subject to regulatory approval.

Pavilion will combine the operations of Altius Associates with LP Capital Advisors, LLC (LPCA), the alternative asset advisory subsidiary of Pavilion headquartered in Sacramento, California. The combination will be highly complementary, creating a larger global alternative asset class advisory platform with expanded depth and breadth of services and geographic footprint. At closing, the combined organisation will be rebranded as Pavilion Alternatives Group and represent Pavilion’s global advisory platform specialising in alternative asset classes with total alternative assets under advisement of over US$60 billion, out of a total US$570 billion. Pavilion Alternatives Group will be comprised of approximately 70 dedicated professionals located in London, UK; Singapore; and across offices in North America (Sacramento, Richmond, Boston, Salt Lake City and Montreal). All senior management from Altius Associates and LPCA will remain in leadership positions in Pavilion Alternatives Group. “This acquisition, our fifth since 2010, is consistent with our strategy of assembling various expert and specialised teams to bring top quality investment advisory services and solutions to our clients,” said Daniel Friedman, President of Pavilion. “Altius has an excellent reputation in providing alternative asset consulting to a global clientele over a span of nearly 20 years. Altius and LPCA already share common values and a proven client service approach and they complement each other geographically. Together, we will form a stronger alternative asset class advisory platform for Pavilion offering consulting services and solutions across private equity, private credit, real assets, and hedge funds.”

6 Acquisition International - July 2016

John Hess, London-based Executive Chairman and founder of Altius Associates added, “Since our founding in 1998, we have been globally focussed. Our professionals have over 150 years of experience working with clients across Europe, North America, Australia and Asia with global research coverage. We are delighted to join Pavilion’s team and excited by their enthusiasm to work together to grow our business.” “We firmly believe that our partnership with Pavilion will provide our clients with access to greater resources that will enhance our already strong advisory and research capabilities, while maintaining our entrepreneurial culture and client-service standards,” said Brad Young, co-CEO with Altius Associates in Richmond. “As part of Pavilion Alternatives Group, we will have additional resources to recruit top talent and invest in the development of our service offering and expansion of our global footprint.” Donn Cox, President and Managing Director of LPCA said, “Combining forces with Altius will provide our clients with additional resources in North America, significant global reach into Europe, Australia and

Asia, and enhanced service offerings and solutions without compromising our focus of providing objective and thoughtful advice with a fiduciary mind-set. In addition to advising highly sophisticated institutional investors around the globe in private markets, Altius has a proven track record in providing customised solutions to its clients. Its deep and global research capabilities, dedicated private debt platform and significant real asset resources will also complement our core service offerings.” For more information, visit, and

News: from around the world

News: from around the world

Martindale Pharma Announces Acquisition of Viridian Pharma Martindale Pharma, the UK-based international specialty pharma company on 11 July 2016 announced it had completed the acquisition of Viridian Pharma, a UK-based developer and supplier of niche pharmaceutical products. Although financial terms were not disclosed, the acquisition will be immediately accretive to earnings.

This acquisition is part of Martindale Pharma’s strategy to expand its product portfolio and actively support further growth of its hospital-initiated medicines product range. Viridian Pharma has developed five products all of which have regulatory approval in the UK and represent first-to-market specialty hospital-prescribed medicines. The product portfolio consists of caffeine citrate injection and caffeine citrate oral solution for apnoea of prematurity in pre-term babies, sodium chloride oral solution for correction of hypernatremia in infants, sodium citrate oral solution for the prevention of respiratory complications in women undergoing caesarean sections and peppermint water for symptomatic relief of minor upper digestive complaints. Martindale Pharma has been working with Viridian Pharma to manufacture and market the two key caffeine citrate products, and has built a strong market share of the neonatology or Special Care Baby Units in the UK over the past 10 years, exclusively using the Martindale/Viridian caffeine citrate range. Viridian Pharma will be immediately combined with Martindale Pharma’s existing growing business, which has an established UK and international footprint.

Michael Harris, Chief Executive Officer of Martindale Pharma, commented: “Martindale Pharma’s strategy is to build leading positions in defined business segments where there is a high unmet medical need and a demand for improved product presentations. This acquisition enables us to expand and strengthen our product range of essential medicines. Viridian has created a portfolio of valuable products which are a very good fit for our hospital-initiated medicines portfolio and can be marketed through our UK organisation as well as our international partner network.” Mike Lanning, a founder director of Viridian Pharma, added: “Through the successful collaboration on our caffeine citrate range, Martindale Pharma has demonstrated the capability to ensure these important medicines are preferentially used in vulnerable patients. We are delighted that such a strong business partner has acquired the company and will support and develop the product range into the future.” For further information please visit: and

Commercial Group Acquires Wiles Greenworld Commercial Group in early July announced the acquisition of Wiles Greenworld Ltd, London’s sustainable office supplier. Arthur Hindmarch, Managing Director of Commercial said: “Commercial has seen strong growth in recent years, and this acquisition together with our new office in Leeds gives us a greatly enhanced national platform to continue our long term goal of organic revenue growth. We welcome Wiles Greenworld to the group. The combination of two clear market leaders in Sustainability will provide opportunities to enhance customer relationships and will enable us to continue winning new business in London.” Peter Duncan, Managing Director of Wiles Greenworld added: “This is now my 45th year in the business, so the time has come for me to look towards retirement. In that time, working with a dedicated family of staff, we have built the company into a solid, values-driven, ethical business. Joining Commercial Group ensures that our clients will continue to receive the service to which they are accustomed, and it provides exciting development opportunities for our staff in a highly dynamic organisation which shares those values to which we are committed.” Following the acquisition, Ian Ezzard will continue to lead Sales and Marketing at Wiles Greenworld with Toby Robins and Peter Duncan taking advisory roles over the next year to ensure a smooth transition to the Commercial Group. Simone Hindmarch-Bye, Co-Founding Director of Commercial Group further commented: “From our first meetings with Peter and his team, we were clear that there was a very close alignment of values and business approach. We look forward to working with the Wiles Greenworld team to realise the fantastic potential of our combined capabilities.” For further information, please visit:

Acquisition International - July 2016 7


2016's Most Innovative Hedge Fund Manager: USA/Europe The Prudent Group are a highly innovative company who provide working capital to the small and midsize corporate market segment sector. We spoke to Dennis Klemming, Chairman of Prudent Group, to find out more about their firm and the solutions they offer.

Company: The Prudent Group Name: Dennis Klemming Email: Web:

Can you introduce me to your company and what it strives to achieve? The Prudent Group strive to provide the very best supply chain financing solutions to suppliers of well established, often globally, recognised companies. The firm’s ambition is to create long-term relationships with counterparties that allow for highly predictable transaction patterns.

every week to a chain of supermarkets. In general, Consumer Staples is a preferred sector over a heavily cyclical occasional delivery pattern. We prefer suppliers that have a proven long-term track record and who are familiar to our key team members. As such, clients that have better balance sheets, better payment track records and provide a good collateral are preferred.

How long has the firm been going for and where are your offices based? Since the firm’s inception, the Prudent Group has remained focussed on Brazil, where the firm has operational offices in Sao Paulo and Porto Allegre. The team has been built up over many years with a lot of our colleagues bringing in more than 25 years of industry experience. During this time, different departmental teams have joined forces to form the firm’s current corporate family culture built up throughout 2009-2016. Although Brazil is our prime area of interest, the administrative support functions and investor relations are spread out in Luxembourg, Vienna, Miami and New York.

What kind of clients do you serve and how do you approach them? There is a market of about 150,000 companies in Brazil alone that use a product such as ours in one way or another. Our strong commercial team with 20 specialists is always out looking for new candidates. The Prudent Group are fortunate to have experienced colleagues with excellent networks to build from across most sectors, and geographical areas in Brazil. Typically, a client is a family-run business second or third generation with 50 to 2000 employees, and a long-term history that is familiar to our team.

As a company working in highly competitive industry, how do you stand out from the crowd? What make us different boils down to a few basic assumptions. Firstly, the Prudent Group believe that the alpha pockets in the traditional investment segments are already overcrowded. Secondly, our focus is to create repeatable proprietary value added transactions by exploring the unique set of circumstances that exist in certain low risk market segments, within specific industries for short-term financing of commercial transactions. Thirdly, the Prudent Group are focussed on the shadow banking area, where we see plenty of opportunities to take advantage of. Traditional banks generally are too large and bureaucratic and often too slow to adapt, which leaves many excellent companies without traditional bank financing to meet all of their financial needs. Lastly, we emphasise different forms of collateral to back up the underlying commercial transactions. Can you go into more detail about the areas your company specialises in? Our company is firmly focussed on transaction flows that have predictable transaction patterns, such as a food supplier delivering truckloads of pasta 8 Acquisition International - July 2016

On the subject of people, what role do your staff play in the successes of your firm? The Prudent Group’s business model is built around the concept of a process type of operation, where each part plays a very important role. The different parts can be described as: commercial client acquisition, data review, credit analysis, transaction monitoring and collection. If one department fails, the whole process lingers. This is very much a people business where experience counts while we at the same time use sophisticated electronic transaction systems to handle the large volume of transactions. At the Prudent Group, we are however very fortunate to benefit from highly predicable and repetitive transaction patterns, which makes the task easier for our teams. According to the Barclays Hedge Fund Index, 70% of hedge funds grew within March 2016, with an average growth of just under 2.5%. Why is now the perfect time for the major players in the industry to showcase their services? From our experience, there will never be a better time than right now for any type of value added product to deliver excess performance! The global pension system is starved for investment products that can meet the increasing saving demands. The

2016’s Most Innovative Hedge Fund Manager: USA/Europe

current experiment with negative rates in many countries is a dangerous one, at best with yet unforeseen negative consequences. The key to resolving the problem lies, in the Prudent Group’s opinion, to provide easier access to capital for smaller entrepreneurial companies. No one can run a business at full speed without access to sufficient working capital! This is a time when we all need to participate in the best we can to avoid major financial headaches later on. The Hedge Fund industry plays a vital role in ameliorating these global economical misalignments in the financial system. Can you give examples of any successes your company has had lately? The Prudent Group recently set up a real time direct electronic link up with the ordering system for GPA. GPA (Grupo Pao de Acucar) is one of the world largest retailers, listed at NYSE with a Global AA investment grade rating. This allows us to select certain orders and help the supplier to get quicker access to more working capital. In addition, the Prudent Group recently signed an agreement with Petrobras, where this aforementioned firm now offer our services on their website to their suppliers. Every new client that we can help generate more business transactions, leaves us with a sense of satisfaction. We work with over 200 different suppliers and generate 1000’s of transactions each month. The Prudent Group purposely try to avoid maximising margins on each transaction. In the long run, the client and ourselves benefit, if we are both reasonable. The client does not need to look elsewhere for working capital and we do not need to chase new clients as often. In our opinion, each transaction should have two winners! Can you tell us about your career background prior to attaining your current position? I studied law and business and worked as a financial analyst, but over the years I have worked with different financial products, spanning from corporate finance, institutional sales and international fund distribution. I have had Brazilian exposure over the last 16 years and much financial market experience during the last 30 years.

system. Instead they bring excellent business opportunities to us. As a consequence, the firm’s current local single A investment grade rating will hopefully improve as the quality of our portfolio is gradually improving. The challenges that the Prudent Group face on a daily basis are several, often related to maintaining focus on the task at hand and minimising distractions. A concrete challenge is to ensure that the financial information available on our borrowers reflect the true conditions. We have an extremely talented chief credit officer, as well as a separate head of credit research, leading this important work. In addition, the ongoing efforts to expand the firm’s research competence in order to establish the financial standing of our borrowers and the financial soundness of the collateral we accept, is a critical task we believe. It also means that the Prudent Group puts significant emphasis on keeping the channel of communication open between credit and commercial officers who bring in the business. We are putting emphasis on incentivising the commercial officers to prepare standardised call reports when they visit the client and more importantly incentivising the commercial officers to care about loan quality and collateral quality. Thus, to overcome this challenge, that of having insufficient accurate financial data and achieve the excess returns available in financing short-term commercial transactions, we are investing heavily in our operating staff and human capital. The good news for the firm’s business model in general is that there are very few unknown variables to deal with. If we fail to deliver our target returns, the Prudent Group has no one else to blame other than ourselves, which is wonderful! Looking ahead, do you have any plans for 2016 and beyond that you would like to share? Yes, we have recently been approved to distribute our fund products locally in Germany and Sweden to well-informed investors. In addition, the Prudent Group are opening up a new sub-fund, entitled

the Prudent Enhanced Yield Fund, that will have an insurance wrapper from a leading Global AArated insurance company. This product will target very large corporate payees, often with their own investment grade ratings. This implies that we will provide investors with a chance to benefit from a more secure transaction model. Our target is to generate close to double digit annual interests on an unleveraged basis with a global investment grade receivable (Payee) backed by a global AA- insurance company guaranteeing the payments. Lastly, how does it feel to have been awarded 2016’s Most Innovative Hedge Fund Manager: USA/Europe? Here at the Prudent Group, we are extremely surprised! While the financial industry worldwide is filled with clever people delivering great products, the Prudent Group is simply running an operational business providing working capital to smaller companies. Ultimately, the Prudent Group sincerely appreciate the recognition on behalf of its 65-man strong team. It would be a pleasure to welcome any enquiries from Acquisition International’s readers to see if this investment product is right for them. “This award is not only for our investment team, represented by some of our colleagues in the picture such as our local head Giovanni Cataldi, Edivaldo Albuquerque, Edson Luis Paulino, Mario Delbianco, Ralph Levy, Jacob Gitman, Luciano de Claro, Jon Malmsater, Isaias Melo, Alfred Neimke and David Kallus, but for all of the hard working team members in Brazil and elsewhere. Please note that the firm’s investment product is registered in Luxembourg and is focused towards professional investors, family offices or high net worth individuals. The investment products are not offered for sale to any retail investors. Feel free to reach out to for more information about the Prudent investment family. So on behalf of the Prudent investment family, thank you!

As a hedge fund manager, what opportunities and challenges do you encounter in a daily basis? None of us considers ourselves to be hedge fund managers to start with, which might help us to approach the challenge differently. Most of the operational people involved have never worked in the so-called Wall Street or London City financial industry. The opportunities that present themselves have been there for a long time, but we simply did not connect the dots. Now, we do! Each transaction leads to another opportunity through references and word of mouth. Every satisfied customer knows at least one more potential client! As time goes by, the Prudent Group is becoming better and better in our execution and more accepted as an investment alternative, and therein lies the opportunity. Hard work and attention to detail is key to the firm’s future success! The recent crisis in Brazil has been a great opportunity for us. Good companies have a hard time getting the service they need from the banking Acquisition International - July 2016 9


Company: Asiaciti Trust Name: David Inglesfield Email: david.inglesfield@ Web: Address: 78 Pall Mall London SW1Y 5ES / 02-03 Winsland House II, 163 Penang Road, 238463 Singapore Phone: 0207 630 8593

A Peek into Private Funds Asiaciti Trust is an independent, family-owned firm which has for nearly 40 years been providing administration, trustee and family office services from its head office in Singapore and eight other offices worldwide. We got the chance to converse with David Inglesfield, Regional Director at Asiaciti Trust for Client Solutions in Europe, to learn more about their firm, and to get his unique insight into the ever-evolving world of private funds.

Can you give us an overview of your company in layman’s terms? In simple terms, Asiaciti Trust provides legal security and assurance for family wealth protection and succession, and cross-border investment. We are one of the most recognised professionally respected names in the international fiduciary services industry, as Asiaciti Trust has roots dating from the nineteenth century, and was established in its current form in 1978. Asiaciti Trust is headquartered in Singapore, but has operations across the globe, including the Cook Islands, Dubai, Hong Kong, London, Nevis, New Zealand, Panama and Samoa. Additionally, we also offer services in the British Virgin Islands, Bahamas, Cayman Islands, Seychelles and elsewhere. Could you go into more detail about the areas your company specialises in? Asiaciti Trust has three main areas of specialisation. Firstly, we are an independent trustee, and in this capacity our main role is to protect family wealth and ensure that it is passed to the next generation and that it is used in accordance with defined wishes or objectives. Secondly, Asiaciti Trust is a private fund administrator, serving both private families and corporates both in relation to private wealth and investment activities, often cross-border. Lastly, we are a corporate services provider, providing administration services for companies in many jurisdictions worldwide, to facilitate international investment.

10 Acquisition International - July 2016

interests of all parties and creates a robust basis for the underlying business activity. What are your thoughts on the ever-changing, complex world of private funds and how they are rising in popularity with wealthy individuals, who are willing to pool wealth and assets for a collective goal? In Asiaciti Trust’s experience, private funds can prove very valuable in wealth planning for individuals and families. Above all, the robust governance and reporting they provide gives all investors assurance and clarity about how their assets are being managed. It is perhaps also significant that funds are generally a readily-understood vehicle, although sophisticated, they are nonetheless familiar to most people. It is worth mentioning that a private fund may not have any outside investors; the investors in a fund may all be members of one family, and the fund structure simply provides a legally robust and clear basis for managing the family wealth. The fact that each member of the family can be assigned units in the fund, and will get their own performance reports, makes the family private fund a very clear and wellunderstood vehicle. This aids communication and avoids potential misunderstandings or disputes which can sometimes become very damaging in family wealth governance.

What sort of clients do you typically serve? Generally speaking, Asiaciti Trust serves both private and corporate clients. Private clients come from many different countries but tend to have a consistent profile: usually, they are entrepreneurial business families with business and private wealth in several locations, and they come to us for governance and legally robust assurance in protecting their wealth and ensuring succession. This can be in relation to family businesses, financial estates, real estate and personal assets such as art or yachts.

In other cases, there may be co-investors, often small groups of investors who know each other and come together to pursue a common investment plan, either using a particular manager whom they know and trust, or in relation to a specific investment objective. In such “investment club” situations, a properly run private fund gives each investor the assurance of independent governance and administration, and independent, comprehensive reporting – which can be fully customised by level of detail and frequency, to the clients’ specific requirements. In this context, it is also worth mentioning that Asiaciti Trust would normally recommend that a private fund is independently audited, which again provides important assurance and protection to co-investors.

As for corporate clients, they come to Asiaciti Trust to ensure legal security and independent administration in respect of cross-border investments, sometimes involving joint ventures. We help to structure the legal aspects of the project in a way which protects the

How can private funds help simplify complex financial arrangements? A properly structured and run private fund brings a high degree of governance and independent assurance to the administration of the fund assets.

A Peek into Private Funds

It also provides a very simple and flexible holding arrangement for those assets. Typically, a number of sub-funds would be used, and these can be defined according to particular assets types (such as property, pharmaceuticals and IT), or some other parameter such as geography, vintage (2015 fund; 2016 fund and so on), or investor groups. It is also possible to issue investors with different types of shares giving different rights. For example, in a family fund situation, the stakes held in the family business might be inalienable (or can be sold only to other family members), but stakes in a financial sub-fund could be cashed in whenever desired, thus giving investors easy liquidity. Basically, a private fund is a bit like a set of Lego bricks; you can build almost any structure you want. The important thing is to be very clear on the needs and preferences of the investors, and to consider how these may change over time.

In terms of our future, Asiaciti Trust is confident that we will continue to succeed. As a family-owned business that has always grown organically, our firm’s strategy has always been a very simple one; we work closely with our clients, listen to them, and develop the firm’s services to meet their needs. Many of our private fund structures are customised to specific client requirements. This is a great way to work but it does mean that Asiaciti Trust doesn’t necessarily know what the future holds – it all depends on client demand. I would say in closing that our firm’s approach has served us so well over the past number of decades, and one that will hopefully continue to bring Asiaciti Trust success in the future.

How can your firm help ensure a profit is made? Asiaciti Trust is a wholly independent fund administrator and trustee. A fund would typically have a fund manager responsible for investing the assets and they would be accountable to the investors for the fund’s performance. Very often in a private fund situation, investors will be working with an asset manager or managers whom they already know, and our firm’s role is to create and administer the fund structure so that existing or growing investments can be handled in a more efficient and secure manner. Financial services firms across the spectrum are being affected by globalisation. What has been your firm’s experience of this phenomenon? The industry is subject to extremely rapid change through the forces of globalisation, regulatory change and the enormous growth in cross-border corporate and private wealth. Some aspects of our firm’s business are relatively new – for example, private funds have grown enormously in recent years; some are very old – the trust industry dates back about 800 years. Whilst the business environment changes rapidly, the core needs of our clients - for legal security and reliable independent administration - do not change. Lastly, do you have any plans for 2016 and beyond that you would like to share with our readers? Looking ahead, there are many challenges facing us in the future. The industry continues to experience increasing regulation and compliance reporting, which is good in many ways, as it increases standards and enhances the industry’s reputation, but it does inevitably drive up cost. Alongside this, the general financial and economic instability, and exceptionally low interest rates, make for a difficult global investment climate. In this context, private funds are growing; partly because they facilitate very specifically targeted investment activity, as well as providing a secure and credible investment vehicle.

Acquisition International - July 2016 11


2016 Businesses of Distinction Silicor Materials is positioning itself to be a global leader in the production of solar silicon, and to meet the unique cost and performance needs of solar photovoltaic (PV) manufacturers. We got the chance to speak to Theresa Jester, CEO of Silicor, to find out more about their company and how they continue to be a part of the solar energy revolution.

Company: Silicor Materials Name: Theresa Jester Email: Web: Address: P.O. Box 610220 San Jose, CA 95161-0220 Phone: +1 408 962 3100

In simple terms, Silicor produces solar silicon, a lowercost alternative to the polysilicon that is used for the vast majority of solar power technologies. As Jester explains, “silicon is the primary building block for the solar PV industry, at the heart of more than 90 percent of today’s solar modules. However, much of this material is created through an outdated process that can inflate manufacturing costs. Silicor’s proprietary process unlocks significant cost reductions for solar manufacturers without sacrificing product quality or performance.” “Silicor Materials serves the manufacturers responsible for building a sustainable solar PV market for customers around the world”, Jester remarks. “For them, Silicor’s solar silicon is a crucial step toward reducing costs and preserving ever-smaller margins. As such, we are piloting affordable, environmentally friendly solar silicon for PV manufacturers worldwide, earning a Technology Pioneer distinction from the World Economic Forum for its innovative approach” she goes on to say. Silicor are based in San Jose, California, with a research and development facility in Berlin, Germany. As a result of the increasing demand for their services, Silicor will open the doors on its first large commercial-scale plant in Iceland in 2018. With a capacity of up to 21,000 metric tons, the facility will place Silicor among the top six largest producers of solar silicon in the world by volume. The plant will also be carbon-neutral, relying on Iceland’s unique geothermal and hydro energy mix, and complemented by carbon offsetting. With companies across the globe becoming more attracted towards renewable energy, Jester firmly believes that Silicor are well positioned to capitalise on the transition of solar energy towards the mainstream. “In our industry, upstream solar costs continue to come down, and solar energy will be able to compete well in many geographies against other choices for electricity and energy production,” says Jester. “And of course, a lower cost and more environmentally conscious silicon purification method will only accelerate solar energy’s inevitable shift to the mainstream. We are truly honoured to be driving this transition” she continues. “Our client base includes some of the world’s largest producers of solar ingots, wafers, cells and modules.

12 Acquisition International - July 2016

Once we complete our plant in Iceland, Silicor will be in the top six solar silicon producers by volume. Strong business connections are a mainstay at Silicor, and our clients appreciate the firm’s honest approach in doing business, and our focus on cost reduction without compromising the performance of the product” she adds. “Moreover, Silicor’s growth is closely tied to that of the global industry. We are encouraged by the continued development of international and emerging markets and the increased support from regional governments to spur additional expansion”, Jester goes on to explain Silicor Materials is committed to promoting the continued success of the renewable energy industry, and also to ensuring the company’s process is as environmentally friendly as possible. Silicor’s production method uses up to two-thirds less energy than traditional silicon purification processes, and the company recently committed to carbon neutrality at its Iceland facility. As CEO, Jester focuses on creating a working environment where each and every employee is valued, and attributes the firm’s continued success to the hard work and dedication of her staff. “Our employees are our greatest and most valued assets,” enthuses Jester. “Empowering our team to be creative, openly share their thoughts and take on a range of responsibilities is a huge part of what allows Silicor to thrive” she goes on to explain. “We are grateful to have one of the smartest, most experienced and driven teams in the industry. The deep expertise of our executive team has helped Silicor build an exceptional network of customers and partners. We are also heavily involved in conferences and events, where we welcome new business, and enjoy meeting with potential new clients.” From Jester’s experience, silicon production has seen little innovation over the last 50 years, which has left the solar PV industry with a costly feedstock created through an environmentally damaging process. Therefore, it is her ambition to correct this, and provide clients with a service that is innovative and efficient for the modern business world. “What we have done is produce a feedstock that is one-third of the energy, one-third of the capital costs, and half

2016 Businesses of Distinction

of the average cash production costs of traditional methods. Silicor Materials believe that for these reasons we are leading the way in terms of making solar energy become a more appealing source of energy� she comments. With such exciting plans on the horizon, Jester is unsurprisingly optimistic about the tail end of 2016 and beyond, and the last word goes to her: “2016 promises to be a year of record-breaking growth for the solar industry. This pattern shows no signs of slowing in the coming years. We are proud to be part of the solar energy revolution and will do our part to ensure that solar technology is affordable and accessible to all.�

Acquisition International - July 2016 13


Company: The Fladgate Partnership Name: Adrian Bridge Web:

CEO of the Month: A Toast to Success The Fladgate Partnership are the leading producers of quality port wine. Pulling the strings behind their company is Adrian Bridge, who spoke to us to reveal more about his company, and indeed the exciting industry he works in.

Although The Fladgate Partnership are a successful company in a number of different areas, perhaps the most impressive fact about them is that they were founded as far back as 1692, then known as Taylor’s Port. Much has changed since, with the company expanding to three divisions: port wine, hospitality and the wholesale/retail distribution of alcoholic beverages in Portugal. Their brands are Taylor’s Port, Fonseca Port, Croft Port and Krohn Port, and are vertically integrated owning 12 vineyards which amount to 500Ha. In terms of industry structure, quality port represents the top 20% of total port production (the remaining is more of a commodity product) and they account for over one third of this. In total, they are selling port in 102 countries around the world at the premium and super premium end. When asked about the secret behind the firm’s success, Bridge firmly believes that listening to their clients’ needs is what has served them well across all areas. “We listen hard to our clients and customers to provide the products that they want,” says Bridge. “With hospitality it is about exceeding expectations of guests and this can often be a challenge as their needs are many and varied. Only by listening can we learn, and only by learning can we adapt and only by adapting can we truly provide what they want” Bridge adds. As you can imagine, the reputation that Fladgate has developed over the centuries is another reason behind the company becoming the leading producers of quality port wine. According to Bridge, the firm combine their experience with willingness to innovate and improve upon their products. “We have been known as innovators in many areas of the business. Recently, the firm won an important environmental award for our sustainable viticulture model” Bridge remarks. However, it is in product innovation that the Fladgate Partnership are the most well-known he stresses. Indeed, Taylor’s produced the first Late Bottled Vintage Ports in 1970, having also introduced Dry White Port in 1934. “Furthermore, a short while ago I created Rose Port which was launched under our Croft brand. I also created the concept of super premium aged tawny with the launch of Scion (port from 1855) and the Taylor’s 1863. Although these stocks existed, no one had previously thought to launch them as a superpremium collector’s edition.” 14 Acquisition International - July 2016

As well as bringing new ideas to the industry, Fladgate’s mission is to also protect the industry that they work in too. Bridge led the purchase of other port wineries such as Borges Port (1998), Croft and Delafoce Port (2001), RCV Port stocks (2003), Osborne Port (2005), Messias (2006 but only 17% of equity), as well as the sale of Delaforce 2007 and purchase of Krohn 2013. Through these acquisitions and more, Fladgate have done their very best to help consolidate the port wine sector. On the hospitality side of things, Fladgate is equally as innovative. For instance, Bridge has been responsible for The Yeatman, a luxury wine hotel in the heart of the historic Port area, which opened in 2010 and is now one of the best performing hotels in Portugal. “My challenge when launching The Yeatman was to grow the demand for the destination of Porto as a whole given that we launched at twice the price as the then best hotel in town – The Sheraton. This need to grow the pie so we could get our slice involved creating a very innovative quality experiential hotel based on port wine, table wine and fine dining. Since then, the Yeatman has won numerous awards for its hotel, spa and restaurant” Bridge goes on to explain. Since opening The Yeatman, and placing Porto on the map for quality tourism, Fladgate have expanded their hotel ownership. In October 2015, they bought back The Vintage House Hotel (Bridge had sold it in 2002) and in April 2016 Hotel Infante Sagres. Likewise, their success is also mirrored in the distribution aspect of their business. In 2006, they set up their own distribution company in Portugal (Heritage Wines) and have impressively grown this into the most successful agency wine company in Portugal. To compliment the offering, they also purchased in 2006 a participation in Grossao (52%) which is the leading supplier of wines and spirits to the HORECA in Northern Portugal. Additionally, in 2010 they purchased the remaining shares of the business along with Garrafeira de Viseu, a similar business to the south of Porto. Prior to his role at Fladgate, Bridge has worked in a number of areas which has led him to where he is today. In quite an unconventional route towards the CEO of a successful wine company, Bridge started his career as an officer in The Queen’s Dragoon Guards having completed The Royal Military Academy Sandhurst, and won The Sword of Honour

CEO of the Month: A Toast to Success

(given to the best Officer Cadet of his year). After six years in the British Army, where he also served for a year with the United Nations Peace Keeping Force in Cyprus, Bridge moved to the city of London. Here, he joined Merrill Lynch and moved 18 months later to NatWest Investment Bank, where he rose to lead the US Equity sales team. The driving force behind Bridge’s move to Portugal was in 1994, when Bridge’s father-in-law asked him to come to Portugal to run his family business. As a result of his success climbing the corporate ladder in London, this proposal was met with mixed emotions. “This was not an easy decision as I was doing well in the city but Taylor’s Port had just completed its Tercentenary (1692-1992) and the opportunity to keep such an institution and story going for another generation was a great honour.” Looking towards the second half of 2016 and beyond, Bridge is adamant that the company will continue to thrive and build upon their success. “The Fladgate Partnership is expanding in a number of areas and we probably have more potential projects than we have time to complete them. That is to say Portugal is full of opportunities for businesses with vision, that are well run and prepared to work with the system to get things done. Portugal still has many challenges to overcome, but the economy is improving and it is becoming a little less bureaucratic.” As such, Portuguese companies have faced a number of challenges over the past years, Bridge underlines, and as a result he is optimistic but also cautious about the uncertainties that lie ahead. “The Fladgate Partnership are managing growth in a world where no business is easy and uncertainties are everywhere. There is little political stability in the world at the moment the political class seems to be less connected to the democratic process. Governments are there to serve and lead not simply make laws. People need leaders, and we have a shortage of these at the moment” he stresses. Looking more specifically at the port industry, Bridge is similarly faced with a number of obstacles that his firm will need to overcome. “The Port Industry is regulated by laws put in place in 1933,” Bridge explains. “Some have obviously been updated but the fundamental outlook is from another age, and this requires change. Change is tough for people and they will always resist until they have no choice or are led to a new understanding. The Port industry is at one of those cross roads where some tough choices must be made and if people are brave enough to accept this there is a bright future” he goes on to reveal. With regards to his recognition as ‘CEO of the Month’, Bridge believes that this accolade will motivate him towards continued success. “It is a great honour to receive any award for recognition of what one is doing. Obviously, as CEO such an award is really received by the CEO in the name of the team as my ability to get anything done depends on having a dedicated, professional team around me.”

Acquisition International - July 2016 15

Media Company: Bureau van Dijk E-Mail: Web:

Despite the declines in volume and value witnessed in overall global M&A activity in the first half of 2016, the year appears to have started extremely well in terms of investment in the media sector. This follows a fairly slow 2015 in which USD 16,120 million was invested across 694 deals in the second half of the year, according to Zephyr, the M&A database published by Bureau van Dijk. By contrast, 2016 has shot out of the blocks at a rapid pace. In the first six months of the year some 542 deals worth a combined $30,819 million targeting companies in the media sector were signed off. In terms of volume, this represents a significant decline on previous periods; the last time deal numbers plumbed such depths was in the first half of 2012, when 532 deals were signed off. The figure is also down 22 per cent on the 694 announced transactions in H2 2015. However, by contrast, value in the sector is through the roof. In all $30,819 million was invested into the industry in the opening six months of 2016. This is almost double the $16,556 million and $16,120 million invested in H1 2015 and H2 2015, respectively. Indeed, value is at its highest level since the first half of 2013 ($33,323 million). Nevertheless, it remains some way off the $63,441 million invested in the opening six months of 2007. A significant fall in volume, combined with a considerable increase in value, suggests the showing is due to a relatively small number of large transactions having been announced over the course of the six months.

This is borne out when the list of top deals signed off during the period is taken into account. In all, nine transactions worth in excess of $1,000 million were announced, some of which had considerably higher values. The largest deal agreed in the first half of 2016 took place in May, when Wanda Cinema Line agreed to pay $5,711 million in stock for Wanda Pictures Media, a Chinese movie producer, distributor and investor. That was followed by the $3,800 million purchase of US animated film producer Dreamworks Animation SKG by NBCUniversal Media, which was announced in April. Another deal broke $3,000 million as Dalian Wanda Group signed on the dotted line to take over Legendary Entertainment for $3,500 million in January. Others targeted in high value deals which broke the $1,000 million-barrier, in H1 include US newspaper publisher Tribune Publishing Company, Chinese movie producer Le Vision Pictures (Beijing) and UK car sales advertising platform operator Auto Trader Group. Given how many Chinese companies featured in the year to date’s top deals by value, and considering that three of these were worth over $1,000 million, it is not surprising to discover that the Far East and Central Asia was the most valuable world region over the six months. In all the region attracted investment of $13,000 million, slightly more than North America, which was targeted in deals worth $12,990 million. These two regions were considerably ahead of their nearest competitors as Western Europe placed third with just $3,454 million and South and Central America was fourth with $1,213 million. Of the $13,000 million invested in the Far East and Central Asia, 65 per cent is attributable to the three Chinese deals worth over $1,000 million. Despite its poor showing in terms of value, Western Europe was the most targeted region over the six months, having been involved in 196 transactions over the period. The Far East and Central Asia was second with 157, followed by North America and Eastern Europe with 106 and 54, respectively. The patterns witnessed in M&A targeting media companies are fairly surprising as value in particular has bucked the global trend by increasing significantly during the six months. The question is whether this level of activity can be sustained until the end of December or whether, like global M&A following an impressive 2015, activity falls off a cliff in the coming months.

16 Acquisition International - July 2016

Sector Talk

Number and Aggregate Value (mil USD) of Media Deals Globally: 2006-2016 YTD (as at 30 June 2016)

Number and Aggregate Value (Mil USD) of Media Deals Globally by Target Sector: 2006 - 2016 to date (as at 30 June 2016)

Deal half yearly value Number (Announced date) of deals

Aggregate deal value (mil USD)

Zephus classification (target)

Number of deals

Aggregate deal value (mil USD)

H1 2016



Personal, Leisure & Business Services



H2 2015



Printing & Publishing



H1 2015





H2 2014



Computer, IT and Internet services Communications



H1 2014





H2 2013



Banking, Insurance & Financial Services




Industrial, Electric & Electronic Machinery


H1 2013 H2 2012






Public Administration, Education, Health Social Services






Transport, Freight, Storage & Travel Services



Wood, Furniture & Paper Manufacturing



H1 2012



H2 2011



H1 2011



H2 2010



H1 2010



H2 2009






Metals & Metal Products


H1 2009 H2 2008



Property Services



H1 2008



Hotels and Restaurants



H2 2007






Transport Manufacturing



Chemicals, Petroleum, Rubber & Plastic



H1 2007



H2 2006



H1 2006



July H1 2016 Round-Up Both the volume and aggregate value of global mergers and acquisitions (M&A) spanning all sectors declined in the first half of 2016, as value reached its lowest level since the opening six months of 2013. In all there were 42,942 deals worth a combined $1,881,306 million announced in H1, according to Zephyr, the M&A database published by Bureau van Dijk. These results represent a slow start to the year in terms of M&A activity, particularly given the impressive figures notched up last year. Between January and the end of June 2015 there was investment of $2,669,542 million, while the second half of the year had deal making of $2,918,015 million. However, it is worth noting that H2 2015 had the highest aggregate value of the entire period under review, dating back to the beginning of 2006. As such, it may be a big ask to expect this level of investment to be sustained in the long-term. Nevertheless, the $1,881,036 million invested in H1 2016 brings an end to seven consecutive six monthly periods of increasing value; the last time value was this low was in the first half of 2013, which is undoubtedly disappointing.

Number and Aggregate Value (Mil USD) of Media Deals Globally by Deal Type: 2006-2016 to date (as at 30 June 2016) Deal type

Number of deals

Aggregate deal value (mil USD)




Minority stake Institutional buy-out Capital increase Management buy-out

4,442 353 1,247 193

83,658 71,087 44,145 2,118

Management buy-in












Number of Media Deals by Region: 2006 - 2016 YTD (as at 30 June 2016) World region (target) Western Europe









2016 to date 196

Far East and Central Asia North America Eastern Europe South and Central America

190 236 85 12

309 231 166 29

395 253 178 38

385 275 140 38

157 106 54 16

Africa Oceania Middle East

3 47 2

12 44 5

15 26 4

10 12 5

7 6 1

Volume did not fare much better, reaching its lowest ebb since the 37,273 deals announced in H2 2012. In all, the 42,942 transactions worth $1,881,306 million announced in H1 2016 represents a 14 per cent drop in volume against a 36 per cent decline in value on the second half of 2015. As is often the case, North America has been the most targeted region in 2016 so far, notching up deal making of $659,190 million, placing it ahead of second placed Far East and Central Asia with $591,554 million, while Western Europe was third with $443,037 million. The same regions featured at the head of the volume rankings, but in a slightly different order. North America once again led the way with 12,362 deals, followed by Western Europe and the Far East and Central Asia with 12,034 and 10,689, respectively. In conclusion, the first half of 2016 has failed to live up to the high expectations set as a consequence of the record-breaking levels of deal making witnessed throughout 2015. However, that is not to say this malaise will continue through until December. Even if results do not reach the same heights as those recorded last year, many will still be hopeful of an upturn over the coming months.

Acquisition International - July 2016 17

2016’s Most Innovative Company - Kenya 1607CG08

2016's Most Innovative Company - Kenya Formed in 1998, Miller & Company Advocates comprises a team of highly qualified, energetic and dynamic professionals who represent the new face of legal practice that is in tune with today’s business trends and modern client needs. We spoke to them to find out more about their company, and how they consistently remain at the cutting edge of the legal industry.

Company: Miller and Company Email: Web: Address: Standard Street, Bruce House, 13th Floor P.O. Box 45707 – 00100, Nairobi, Kenya. Phone: +254 20 2248461, 2248467, 2228081 Fax: +254 20 2249754

Darko Vrcan /

As a result of the wealth of experience and expertise that Miller & Company Advocates provide, we cater for a highly diverse range of clients. Among these include individuals, private companies, state corporations, multinational corporations and even the Government of Kenya. In terms of structure, our firm is divided into two distinct yet complementary departments. The Conveyancing and Commercial Department deals with all types of property and commercial transactions while the Litigation Department undertakes all types of litigation including, commercial, succession, property, matrimonial and criminal matters. Ultimately, our vision is to be the global law firm of choice. We strive to be the pace setters in the provision of quality and timely legal services to our clients. Moreover, Miller & Company Advocates places great emphasis on the ability to comprehensively complete all matters entrusted to us in the shortest time possible. As such, we pride ourselves in being one of the best firms in Kenya with regard to turn around time on instructions. In order to achieve our vision, there are a number of things that Miller & Company Advocates does, that allow us to distinguish ourselves from our

18 Acquisition International - July 2016

competitors. Among the biggest differentiators are the high levels of customer care, professionalism and efficiency we provide for all of our clients. At the same time, we are highly innovative with our services which ensures that we have the best systems and ideas for our clients. In turn, this enables us to stay ahead of the competition in the provision of legal services to our clients. From the experience of Miller & Company Advocates, the modern day client expects the highest standards of professional services and results within the shortest time possible. The world is now one global economy, so we have to deliver services to clients as far apart as New York and Hong Kong at the same time. Nonetheless, we believe that the tried and tested services we have delivered for our clients, alongside our willingness to adapt and innovate, will provide us with the tools needed to meet any challenges that come along the way. And of course, being awarded 2016’s Most Innovative Company, Kenya is a further testament that Miller & Company Advocates are on the right track towards building upon our continued success. It is a great honour to our firm and is a true reflection of our continuous desire to develop unique systems and ideas that enable us to service our clients efficiently.

2016’s Most Innovative Company -Senegal 1607CG10

Company: Solabsen Name: Omar Arouna Adamou Email: Web: Address: 39, RueMohamed V x Victor Hugo, Dakar, Sénégal Phone: +221 33 821 33 14

2016's Most Innovative Company - Senegal Solabsen is one of the first privately owned laboratory in Senegal specialised in medical testing. We are very grateful to Dr Jean Francois ROBERT who first introduced our services in Senegal under a different trading name “Laboratoire ESPLAN” 40 years ago. SOLABSEN is now very proud of the excellent contribution it is making as a key stakeholder in the Senegalese Public Health sector. It is an honour to the whole Solabsen team to be know that their hard work for innovation is being recognised and rewarded on an international platform, through Acquisition International Magazine.

• Solabsen provides a variety of specialist services from classic biology to complex analysis. As result of high demand from the public, Solabsen set up a new unit supporting sports men and women uniquely in improving their performance, managing their individual health profile and optimising their health expectation throughout their career. For the first time in the West-African region, Solabsen can provide excellent nutritional health checks to customers using the latest and best technique in the field called “bioimpedancemetry multifrequency”. The firm is also very proud to be the only medical laboratory in Senegal performing blood grouping extended to the “phenotype Rhesus (C, c, E, e) and Kell (Kell1), to prevent “allo-immunisation anti-Kell” in order to make blood transfusions safer for younger and middle-aged women. At Solabsen, the care of the patient is our priority. Our team are always available to listen and help them, and we process and maintain the files of each patient with the greatest level of professionalism, ethics and confidentiality, as subjected by all regulatory bodies: • Confidentiality is the basis on which we build the trust relationship between patients and the biologist; • Compliance to fundamental human rights such as no discrimination and access to quality health services;

Professional duty of care to patients by providing them with all relevant information as recorded on their personal file, and to support them further when required; Professional duty of care to the environment, by maintaining an eco-friendly attitude at work, as well as outside work.

Our staff play an important role of leadership in the organisation, by always looking for room to innovate the firm’s ways of providing excellent customers service to the public. This is evidenced by the team’s objective to achieve ISO 9001 for quality services, within the short term (3 months), and the 15189 norms in the medium term Solabsen customer base is very diversified, and many of them have come to us through recommendations from well-known organisations in which they are employed, such as IPM and insurance companies for example. Furthermore, innovation is critically important in the sector Solabsen is trading in. It is regrettable that the World still has some great diseases challenges such as AIDS, Cancer and so on. It is important that the African continent works dynamically with talents around the World to develop remedies and better technologies that might address such health challenges. In 2016, Solabsen set ourselves the challenge to achieve the ISO 9001 certification, and I am glad that we are set to do this very soon. The long-term ambition for Solabsen is to develop many dedicated units (such as sport-physiology and anti-doping) for talented sports men and women in Africa.

Acquisition International - July 2016 19

Global-Standard HUET Simulator & Helicopter Mock-up

PVD Training Only!...

Are you an offshore safety training provider looking for a Helicopter Underwater Emergency Training (HUET) simulator for your newly-established training centre or to replace outdated equipment? If yes, PVD Training can provide you with the most state-of-the-art HUET simulator that you have ever seen. The HUET simulator is an essential piece of equipment that is used in sea survival training courses for personnel working offshore and marine crews, simulating all possible emergency scenarios that might happen when travelling by helicopter. Our product can be designed and fabricated accordingly to our customers’ requirements. It is the most cost-effective HUET simulator you can find anywhere in the world, meeting all the technical and safety criteria set out by OPITO, which is critical to enable safe operation during training. With a sophisticated design and made of stainless steel, there is a spacious interior for both the trainer and trainee, conforming to a high technical standard, whilst also being safety compliant. Would you come to us for a bargain?

HUET Simulator manufactured by PVD Training OE160055

Wait !...more to offer The firm’s Helicopter mock up is designed for some of the following training courses, which are very common in the oil and gas industry: 1. Helicopter Landing Officer (HLO) 2. Offshore Helideck Assistant (HAD) 3. Helideck Emergency Response Team (HERT) We also provide a mock up for exhibition purposes, for aviation schools and companies who want to put it on display at a specific place. We put a lot of effort into the design and the fabrication of the mock-up to follow the international standards required for its use in training. We offer the product at a competitive prices and with assured quality.

Helicopter Mock-up manufactured by PVD Training

For further information, please contact PVD Technical Training & Certification J.S.C. (PVD Training) Road #1, Dong Xuyen Industrial Zone, Rach Dua Ward Vung Tau City, Vietnam Tel: +84 64 3912 099 Fax: +84 64 3615 399 Web:

2016 Intellectual Property Practitioner of the Year - Peru 1607CG17

2016 Intellectual Property Practitioner of the Year - Peru Over the years, Estudio Colmenares & Associados has grown to becoming the IP firm of choice in our region of Peru. Although there are a number of reasons why this is the case, we believe that our experience is what separates us form any of our competitors. We have 112 years of combined experience in the sector of IP, and believe that alongside the firm’s highly professional and ethical approach is what makes us a unique company in the region we are based in. Company: Estudio Colmenares & Associados Name: Luis Gayoso Frayssinet Email: Web: Address: Bolognesi 125, Floor 9, Miraflores, Lima18 - Peru Phone: 511 4444326

Estudio Colmenares & Associados’s control in customs is outstanding. Most of our clients have registrations in customs, and this allows us to act in both an immediate and accurate fashion. Lastly, but certainly least, the firm’s services are provided with reasonable costs and flat fees. As a result of these attributes, the demand for the services of Estudio Colmenares & Associados has been quite substantial. Estudio Colmenares & Associados registers an average of 200 trademark and 25 patents monthly, and our legal department files 20 oppositions and 10 infringement actions monthly. When dealing with clients, there a number of processes that Estudio Colmenares & Associados undertakes in order to achieve the best possible result. First and foremost, we do a lot of research in order to ensure that we are the forefront of any emerging developments and trends currently happening in the IP industry.

Throughout this entire service, Estudio Colmenares & Associados strive towards perfection. In order to help us achieve this, deadlines are controlled electronically in a tailored system, allowing us to offer a flawless service. Looking towards the latter half of 2016 and beyond, Estudio Colmenares & Associados are confident that will continue to expand the firm’s international client base. With globalisation impacting almost every sector of the legal world, intellectual property is of course no exception. However, our firm is prepared to face such changes and evolve with them. With this in mind, we are confident that we can meet any challenges that come along the way and continue to build on the undoubted success of Estudio Colmenares & Associados.

Acquisition International - July 2016 21


Company: Kimal Plc Name: Steve Minett Email: Web: Address: Unit 401 Pointon Way, Stonebridge Cross Business Park, Droitwich WR9 0LW Phone: +44 (0)845 437 9542

Innovation in Biotechnology: Biotech Top 50 Kimal® are a developer, manufacturer and supplier of customised procedure packs and vascular access devices for use across a wide variety of clinical departments including cardiology, radiology, critical care, anaesthesia, laparoscopy, and cardiac surgery. As a proudly independent company, our responsiveness and agility, combined with strong partnership and collaboration ethos, make us a supplier of choice to health organisations the world over. In recent years, Kimal have invested heavily in bringing unique, disruptive technology to a market where little or no progress in terms of research and development to the betterment of the patient and clinician has been made. A good example of this is the Kimal Altius® CVC programme. From Kimal Plc’s experience, the central venous catheter market had become extremely commoditised, and there were many “me too” products available. Altius® offers infection protection, reduced risk of air embolism, an advanced antimicrobial bonded solution and unique manufacturing technology that creates perfectly round colour-coded lumens thereby providing laminar flow. Kimal’s CVC technology is now being developed even further with sensors to tackle Sepsis, one of the biggest killers in hospital today. Every year in the UK there are 150,000 cases of Sepsis, resulting in a staggering 44,000 deaths – more than bowel, breast and prostate cancer combined. For each hour that goes by without a diagnosis, the mortality rate rises by 8%. In order to support this fight against Septsis, Kimal have invested heavily in their own fully equipped innovation cell which was officially opened in December 2015. Furthermore, Kimal have been able to attract funding in the form of government grants from InnovateUK for projects, which has enabled us to move much more speedily on projects and work with some leading hospitals and clinicians such as Queen Elizabeth Hospital in Birmingham and Dr. Ron Daniels BEM, CEO of the UK Sepsis Trust as well as the Global Sepsis Alliance and Clinical Adviser to NHS England. Additionally, a dedicated R&D team known as VasTec run and monitor these projects. The VasTec group is headed up by Alan Press, Kimal’s CEO and who is widely known for his passion within the industry. At the heart of Kimal is our passion for delivering innovative solutions and exceeding our customers’ expectations. Indeed, Kimal’s clients in the UK are served by a dedicated team of sales executives who regularly meet with them to discuss their requirements. These clients could be part of the NHS, or situated in the private sector, and most cases it is the clinical teams rather than procurement who take on this task.

22 Acquisition International - July 2016

As such, Kimal prides itself on its relationships with clinicians as ultimately they are our window into the medical world. For the global customers we serve, the firm has direct operations in France, Germany, the Netherlands and the Middle East. Additionally, for those countries where Kimal are not directly located in, the company has a worldwide network of distributors. Regular training sessions and distributor meetings are used to keep quality lines of communication open to ensure our distributors and their customers are fully conversant with Kimal and its portfolio. Should the need for queries or information requests be necessary, then Kimal have excellent product managers at their disposal. Even though it appears there is a huge interest and increased expansion into the biotechnology arena, it is still a comparatively new field. It seems like science fiction from one of the films we all watched in our youth, but major advances are being made in human genomes, nanotechnology and organic computing. Despite the many possibilities provided by the field of biotechnology, the resistance to change is always a challenge in terms of bringing new innovative technology to the market place. There is the old adage “If it ain’t broke don’t fix it”, and this is a rule some live by. For Kimal, the innovations speak for themselves and at the heart of the company is our undoubted passion for delivering innovative solutions and exceeding our customers’ expectations. The experienced sales team here are extensively trained every time a new product range is approved for sale, so that resistance to a new product can be tackled and so that the customer can make a fully informed decision. With this in mind, the benefits of biotechnology are not necessarily limited to the medical industry. In a world with ever declining resources, the food and fuel industries are turning to biotech for sustainability in the future, but now that the trend is moving towards biotech it will soon be hard to imagine a world without it. As a result of the continually evolving biotech sector, we are optimistic that Kimal Plc will continue to grow and prosper. The Kimal VasTec team have a research and development plan which will see at least three new innovative product launches in the next 5 years. A roadmap has been set out to make Kimal one of the most innovative companies in the healthcare sector. 2017 will see the launch of the first in a range of sensor catheters which use cutting edge patented technology to aid in the early detection of Sepsis.

Innovation in Biotechnology: Biotech Top 50

Acquisition International - July 2016 23

The Power of the Right Partner Manage Your Risk, Reap The Benefits

Pro Group offers a comprehensive suite of award-winning services specializing in the analysis, design, implementation and ongoing management of captive insurance companies and self insured plans. Our diverse, extensive and experienced team is ready to assist business owners who demand the best. We provide services to individual companies, employers, agencies, associations, and groups that require a sound solution for their insurance needs. The Power Of The Right Partner begins with Pro Group. Call us today!


“If You Own It... You Control It”™ | 800.859.3177

2016 Intellectual Property Practitioner of the Year - Cameroon 1607CG58

GAD Consultants

Intellectual Property - OAPI Accredited Attorneys

Company: GAD Consultants Name: Stéphanie NGO MBEM – KONEBA, PhD. Email: s.ngombem@ Web: Address: Marc-Vivien Foé Avenue - Omnisport Neighbourhood, STV Building - 1st Floor, P.O. Box 13448 , Yaoundé – Cameroon Phone: +237 676 21 84 02

2016 Intellectual Property Practitioner of the Year - Cameroon Based in Yaoundé, GAD Consultants provide legal assistance in protection and valorisation of all aspects of IP assets. We got the chance to speak to Stéphanie Ngo Mbem-Koneba, founder and Senior partner at the firm, to find out more about their services and get an insight into what the character of the intellectual property landscape in their region.

Although there are many great law firms in our region, what separates GAD Consultants from the competitors is that we are devoted exclusively to intellectual property matters. This includes the protection of IP rights (patents, trademarks, design, utility models, plant varieties, copyright) in OAPI Member States, focusing on areas such as licencing, due diligence and contracts, among others. In terms of clients, GAD Consultants provides services for all 17 OAPI Member States (Benin, Burkina Faso, Cameroon, Central African Republic, Chad, Comoros, Congo, Equatorial Guinea, Gabon, Guinea, Guinea Bissau, Ivory Coast, Mali, Mauritania, Niger, Senegal, Togo), which is a union of Frenchspeaking African countries. In this region, more and more businesses are realising the value of intellectual property, and the growing need to protect their intangible assets. As a result of experience and expertise, GAD Consultants have become known as the IP law firm of choice in our region. We are a company of professionals, renowned for our professionalism, reactivity and proactivity in the management of files. The founder of GAD Consultants was initially a barrister in the Paris Bar and is currently Lecturer in IP Law in several universities in Paris and Cameroon. Although GAD Consultants are a very experienced firm, we are also very keen to innovate and develop our services even further. We are in a state of permanent readiness at, where the staff are always up to speed on IP matters, and are fully capable of giving their time and imparting expert advice to the clients. Looking towards the latter of 2016, GAD Consultants are looking towards building upon our success. As well providing the best service for our current clients, we will continuously work to convince local firms and local research institutes on their need for a comprehensive assistance in the management of their intellectual property assets.

Acquisition International - July 2016 25

Distinguished in Dispute Resolution 2016 – Australia 1607BW69

Distinguished in Dispute Resolution 2016 – Australia I am a barrister, mediator and arbitrator. As a barrister, I appear in courts and tribunals in Australia and elsewhere. I am qualified to appear in Australia, England and Wales and New York.

Company: The Bar Association of Queensland Name: Stephen Lee Barrister-at-Law Nationally Accredited Mediator, Arbitrator (FCIArb, DipICArb) Email: Web: Address: Level 35 Santos Place, 32 Turbot Street, Brisbane Qld 4000, Australia Telephone: +61 (0)7 3221 4221

During 21 years of practice as counsel, I have appeared in countless substantial civil applications, trials and appeals. That includes 17 appearances in the High Court of Australia, where I have had a 100% success rate in special leave applications. Over the years, I have also appeared in, or acted as mediator in, many mediations. I have appeared in arbitrations. I am also an Arbitrator myself.

I specialise in civil and commercial litigation, equity and public law. My main practice areas are contract, remedies, banking and finance, corporate/ insolvency, trusts, fraud and deceased estates, real property, intellectual property, private international law, construction, trade practices and consumer law, professional negligence, revenue law and constitutional/administrative/public law including in the field of migration. My interest in equity was fostered when completing the Bachelor of Civil Laws degree at Oxford, and a doctorate in law at Columbia Law School, New York. Options available for resolving legal disagreements The three main options are litigation, mediation and arbitration. In litigation, a dispute is ventilated in a court or tribunal, typically a judge whose decision is backed by the coercive power of the particular state. Mediation is where the parties to a dispute appoint a third person to help them find common ground. It is not the mediator’s role to impose a decision on the parties, but to facilitate their discussions to assist them in identifying their interests, to realistically assess their options and to achieve a compromise if possible. Arbitration is where parties agree to submit their dispute to an independent person(s) to make a decision which is final and binding. Extent to which court action is supplemented by ADR Mediation is commonly ordered by courts or tribunals as a step to be taken before it will finally hear and dispose of the case on its merits. Given the costs of litigation from start to finish, mediation is here to stay. One advantage of litigation over arbitration is said to be that the parties do not have to pay for the tribunal. But there are court filing and other fees, which are on the rise. Parties to a dispute may not want to mediate at a particular time or manner, or not at all. Mediation can be used as a tool alongside arbitration, just as it can be so used alongside litigation, but the mediator cannot force the parties to settle, and not all cases are suitable for mediation.

26 Acquisition International - July 2016

Arbitration is expanding particularly but not only in cases with international elements. The main advantages of arbitration over litigation are party control over who is appointed and the process; neutrality; it is a private process (and can be made confidential); fewer grounds of appeal than litigation; and it is often easier to enforce arbitral awards in another jurisdiction than it is court judgments at the present time. Litigation growth today Litigation is in decline over time, including cases that proceed to final judgment. Parties are looking for the most cost effective ways to resolve disputes. In this sense, mediation will continue to have a big role to play and arbitration is on the rise. However, arbitration is not the panacea for all ills. Announced or completed resolutions I became an Australian Nationally Accredited Mediator in 2010. From 2014, I have been a Fellow of the Chartered Institute of Arbitrators, and a National Councillor of the Chartered Institute of Arbitrators (Australian Branch). Since 2014, I have been admitted to arbitral panels of a number of arbitration institutions in Australia, New Zealand, Singapore, Kuala Lumpur, Vietnam and Mauritius. In 2015, I expanded the global reach of my practice by being called to the Bar of England and Wales having sat and passed the Bar Transfer Test in 2014. Notable results included achieving 91% on the Civil Evidence Practice & Procedure paper, and 89% on the Cross Examination advocacy assessment. Challenges in 2016 and beyond The need to provide cost effective dispute resolution services. The need to better integrate IT into our dispute resolution offerings, so that the legal sector understands the language of its clients and is not left behind.

Business Elite 2016 1607CG61

Business Elite 2016 Stange Law Firm, PC is family law focused firm throughout Missouri and Illinois. Founded in 2007, the firm has 11 full-time operating locations and 3 by appointment-only locations. We got in touch with Kirk Stange to find out more about the company and to hear his thoughts on winning this prestigious award.

Company: Stange Law Firm, PC Name: Kirk Stange Email: Web: Address: 120 South Central Avenue, Suite 450, Clayton, MO 63105 Phone: 855-805-0595

Stange Law Firm, PC is able to assist clients with family law matters such as divorce, child support, child custody, guardianship, mediation, collaborative law and other domestic relations matters. Stange Law Firm also gives their clients 24/7 access to their case file online in St. Louis, Kansas City, Columbia, Springfield, and elsewhere. The clients are able to log into their account at any time to view pleadings and motions the attorney has modified, letters that have been sent, discovery’s that have been issued, and so on. This benefit allows clients to know exactly what is going on in their case, from beginning to end and allows them to have a peace of mind. The attorneys at Stange Law Firm, PC also give their personal cell phone numbers to their clients, because the attorneys at the firm understand that sometimes you need a question to be answered that’s not between the times of nine to five. This allows the client to be able to ask anything during anytime. Lastly, Stange Law Firm, PC has an app for smart phone users. The app “Divorce Headquarters” allows you to see your records, view our blogs, locate the nearest Stange Law Firm, PC location, and so much more. Because of the firm’s wide expansion throughout Missouri and Illinois, it allows the firm to better assist clients in all regions of the two states. Additionally, attorneys at the firm have been recognised for their hard work and dedication to family law. These awards range from: “Super Lawyers” by Missouri and Kansas Super Lawyers Magazine, “Rising Stars” by Missouri and Kansas Super Lawyers Magazine and Illinois Super Lawyers Magazine, “Top 100 Trial Lawyers” by The National Trial Lawyers, and many more. Related to business, Kirk Stange was also recognized as one of the “Top Ranked U.S. Executives” by the National Council of American Executives. Stange Law Firm represent clients in a wide variety of family law matters, ranging from high asset divorces, prenuptial agreements, mediation, collaborative family law, and many other family law matters. With engaging and creative solutions, Stange Law Firm, PC attracts their clients through their reputation, referrals and repeat business. The firm also uses strong marketing efforts through multiple different outlets, including: social media, radio, online, and advertising.

At Stange Law Firm, PC the firm takes pride in working together as a team. As a firm, the legal team offers the resources and legal staff to better assist their clients in whatever their family law matter may be. With over thirty family law attorneys and over a dozen paralegals/law clerks, the legal staff at Stange Law Firm, PC are able to access and cover each and every law issue that is presented. Not only does the law firm offer a strong legal team, but also a strong administrative department. The administrative staff are there to make sure all daily actions are fulfilled and finished, and to make sure the legal team can assist their clients to the best of their ability. With over sixty employees throughout the Missouri and Illinois office regions, Stange Law Firm, PC is able to create a relationship that is needed with the client. Before finding Stange Law Firm, PC in 2007 with my wife Paola Stange, I gained seven years’ experience in multiple different areas in law, with a main focus of family law. I also received my undergraduate degree from Fontbonne University where I received my Bachelor of Arts degree in History, and obtained a secondary/middle school teaching certificate in Social Studies. Following that I went on to receive my Juris Doctorate from the University of Missouri- Columbia School of Law. The first office location of Stange Law Firm, PC opened in 2007 with just a small office located in St. Louis County. Since the first opening, Paola Stange and I have diligently worked to create the firm into what it is today. Stange Law Firm, PC is now one of the fastest growing family law firms in the Midwest in the United States. For the rest of 2016, our main goal is to focus on the growth of our newest office locations, which are in: Downtown Kansas City, Missouri in Jackson County by appointment only, Lee’s Summit, Missouri in Kansas City and in Boone County, Missouri in Columbia. Stange Law Firm, PC wants to focus on the growth of these offices, to help them flourish and assist the rest of the firm with staying the fastest growing law firm in the Midwest. Lastly, within the next year, our primary goal is to open another location in the Kansas City Area in 2017. Note: The choice of a lawyer is an important decision and should not be based solely upon advertisements. Kirk C. Stange is responsible for this content. Principal place of business 120 South Central Avenue, Suite 450, St. Louis (Clayton), MO 63105. Acquisition International - July 2016 27

2016’s Most Innovative Hedge Fund Manager Hong Kong 1606AN38

Company: Tarascon Capital Web: Address: Level 15 Nexxus Building, 41 Connaught Road, Central Hong Kong. Phone: (852) 3757 9423

2016's Most Innovative Hedge Fund Manager Hong Kong Established in 2006 Tarascon Capital Management Ltd manages a longshort investment strategy, encompassing all Asia-Pacific equity markets excluding Japan. We got in touch with Jonathan Lu to ascertain more about the company, and to hear his thoughts on winning this prestigious award.

Tarascon Capital’s investment process is driven by fundamental bottom-up research, with an emphasis on ideas where we have expertise. A trading approach is deployed to actively seek investment opportunities irrespective of market environment. More importantly however, the firm’s investment process is underpinned by a disciplined portfolio construction methodology and proprietary risk management system. As the Chief Investment Officer, I am responsible for portfolio management and trading in addition to being a leadership figure for the firm. My 17 years’ experience in fund management and investment analysis has been a key factor behind the firm’s success. Studying for an MBA in value investing at the Heilbrunn Center for Graham & Dodd Investing was the start of my journey, and gave me a platform to establish a career as a hedge fund manager.

28 Acquisition International - July 2016

My colleague Roger G Lee is the Chief Operating Officer here at Tarascon Capital, responsible for operations and investor relations. His 18 years of experience in business development and account management in the asset management industry has certainly proved beneficial to the firm over time. With long-standing regional investment and research experience, combined with our in-depth local market know-how, Tarascon Capital is able to offer an excellent service which is valued by the firm’s clients. In an effort to stand out from the crowd, we can offer a bespoke approach towards managing long-short equity investments. Winning this award would not have been possible without the dedication of Tarascon Capital’s staff, and for us this recognition is the reward they truly deserve. Looking ahead to the future, it is the firm’s aim to maintain our reputation in the industry, and to identify any further opportunities which the firm can thrive from.

2016’s Most Innovative Hedge Fund 1607AN11

2016's Most Innovative Hedge Fund Barington Capital Group, L.P. is a New York based investment firm founded by James A. Mitarotonda. Since 2000, Barington has managed a valueoriented activist strategy through its flagship fund, Barington Companies Equity Partners, L.P. We spoke to James A. Mitarotonda to find out more about Barington and how his fund has consistently achieved stellar results.

Company: Barington Capital Group, L.P. Name: James A. Mitarotonda Email: Web: Address: 888 Seventh Avenue, 17th Floor, New York, NY 10019 Phone: +1 (212) 974 5708

Barington’s highly experienced team is led by Mr. Mitarotonda, a veteran activist investor, and includes George (Geordie) Hebard, who previously worked with activists Carl Icahn and Blue Harbour; Jared Landaw, an expert in corporate governance and shareholder activism; Christopher Pappano, who recently returned to the firm after working with family office Richmond Hill; senior analyst Mashrib Zahid, a former investment banker with Deutsche Bank and Lazard; and Marjorie Kaufman, a seasoned marketing and IR professional with investment banking experience at Bankers Trust and Prudential Securities.

When asked why governance is such an important part of Barington’s focus, Mitarotonda responded by saying that he feels that companies that are committed to good corporate governance practices tend to perform better. “Good corporate governance helps ensure that management and shareholder interests are properly aligned and that shareholders are represented by directors who are committed to representing their best interests in the boardroom,” states Mitarotonda. “Directors at many of the underperforming companies we’ve looked at often fail to live up to that important responsibility, especially when the boards are entrenched.”

Mitarotonda highlights the fact that Barington’s team draws upon extensive strategic, operating and boardroom experience to assist companies in designing and implementing initiatives to improve long-term shareholder value.

Weaker governance can be more of an issue at small and midcap companies. “Large companies are typically subject to a higher level of scrutiny and have moved faster to address governance weaknesses,” Mitarotonda explains. Barington has also successfully obtained reforms in executive compensation to “better align CEO pay and incentives with shareholder interests,” he says.

Barington’s fund generally maintains a concentrated portfolio of 10-15 core positions in publicly traded U.S. companies with a market capitalisation typically between $500 million and $5 billion. Since inception, their fund has generated mostly double digit returns and handily outperformed the S&P 500 and Russell 2000 Indices, according to an investor. Mitarotonda says that over the past 16 years, Barington has made more than 57 activist investments in small and midcap U.S. companies, with a focus on retail, consumer and industrial companies. Its most recent activist investments have included Avon, Chico’s, Darden, Ebix, The Eastern Company and The Children’s Place. “Our approach is to establish sizeable, long-term positions at underperforming companies where we can function as a value-added shareholder to help affect change and improve value,” explains Mitarotonda. He goes on to say that “virtually all of the companies we have worked with have shown a meaningful improvement in shareholder value following our involvement.” Many of Barington’s investments have also shown significant improvement in their corporate governance. Among other things, Barington has helped facilitate governance improvements such as enhanced transparency, the implementation of majority voting standards for the election of directors, and the repeal of “poison pill” rights plans and classified boards of directors.

Barington says it has obtained more than 42 board seats for its nominees. “We find that when we propose new directors for a company, we spark a healthy debate about what is best for the shareholders,” he goes on to say. Mitarotonda himself has served on more than a dozen corporate boards and has helped numerous public companies improve their long-term financial performance, corporate governance and executive compensation practices. Finally, how is it possible to differentiate your business from that of your competitors? The last word goes to Mitarotonda, who concludes “We are highly selective in our investment targets and frequently spend six to nine months researching a new opportunity before we invest. We also spend a considerable period of time working with the firm’s advisory board members and network of industry experts to design a plan to unlock a company’s value potential.” The positive impact of Barington’s work is clearly visible in the firm’s long record of success.

Acquisition International - July 2016 29

Journalism and Language Development Skills Project City Travel Review organises study/working gap projects for young people that combine cross cultural language training with creative team working research projects within Berlin (Germany), Edinburgh (Scotland), Madrid (Spain), Lyon (France), London (England) and Barcelona (Spain).


2016 Business Leaders 1607AC26

2016 Business Leaders DSM Corridor Ships Chandelling Ltd (DCSC) is a reliable quality ship supplier, operating in all Tanzanian ports, with our daily operations run by 11 members of staff. DCSC supplies ocean worthy vessels the provisions they require, primarily the supply of food and deck items, as well as the storage and delivery of technical supplies to their clients. We excel in knowing the background of our customers, enabling us to match their requirements exactly.

Company: DSM Corridor Ships Chandelling ltd (DCSC) Email: Web: Phone: +255 (0)65 831 8798

The company began its life in 2005, and is based next to port of Dar es Salaam Tanzania, East Africa, but serves all ports of Tanzania, including Mtwara. The firms specialises on serving customers who require high quality reliable services, such as navies, cruisers and oil and gas industry clients. If client is not happy with the product, they can return it and it will be replaced. DCSC provides food and non–food items, technical items, and minor repairs on vessels. Traditional ship supply companies would normally have such items in stock, but that is too expensive and inefficient. We are easily talking about over 100,000 different items that serve basic shipping supply requirements. Indeed, the IMPA (International Marine Purchasers Association) catalogue has over 80,000 items alone. Modern ship management companies have their preferred suppliers with supply contracts and exactly right spares and parts and so on in preferred supplier ports (where a critical mass of specialised suppliers can exist, which can supply products at a reasonable price for which there is demand). In reality, the main three ports are Houston, Rotterdam and Singapore. At these locations, any item a vessel may require, is delivered within 24 hrs. In the rest of the world, ship suppliers are, and will face challenging times ahead. For instance, companies in Greek ports will be in trouble, because Piratheus has traditionally been a significant supply port. It is true to say that vessels move cargo; liquid/ dry bulk, containers, what ever, where world trade requires them to go, hence ship suppliers are needed today in main trade transit ports. Traditionally in Tanzania mainly low quality Chinese spares have been available. DCSC therefore wants to be service providers for all those who require technical provisions, especially ship management companies. If their vessel is calling at Dar es Salaam, the customer can purchase from where ever they have the contract, but we as DCSC will provide a logistics service that can store and deliver to any vessel reliably. It sounds easy, but it is not because courier services cannot do it because it is too complicated. DCSC can also obtain from our colleagues around the world, whatever the customer wants. In our opinion, as a general shipping company, keeping your own technical stock is a thing of the past. While this is not what most of the shipping suppliers want to

hear, we believe it is better to wake up to this reality. At DCSC, we believe there is no point in building large technical stores, because using the modern supply chain processes, technical provisions will be distributed worldwide in the years ahead. Vessels will always sail to Dar, and will need food and fresh provisions. All specialised items can be outsourced and only delivered as and when requested by client. Regarding fresh provisions, DCSC has its own packing warehouse, to ensure quality, and where possible we endeavour to buy directly from local farmers. We also offer storage (warehouse/yard) space and the facilities are located next to Dar es Salaam port. DCSC also has bonded warehouse facilities. Furthermore, DCSC is the only chandelling company in Tanzania having its own fleet of vehicles which consist of the following: • 1 mt delivery van with chilled back compartment; • 3 mt chilled and freezer truck; • 5 mt cool/freezer truck; • 0.5 mt pick–up. DCSC supplies according to ISPS code and food safety standards. While modern ship supplies are currently experiencing a real globalisation process, the firm has good connections within the industry all over the world. We are a member of IMPA and ISSA (International Ship Supplier and Services Association). We also follow the IMPA Act guidelines and are committed to UN Global compact. DCSC therefore has a global wide network, and understands the importance of international standards. As oil prices are currently down, activities around this are slow at the moment in East Africa, but this presents an opportunity for for DCSC to fully implement local content requirements, and to enhance the quality management systems to operate fully in Tanzania. During the last 10 years, I have supported DCSC to grow to be fully fledged ship supply company. The whole ship supply industry sector is in turmoil and facing challenges globally today. The world fleet is decreasing, whilst structural changes are occurring too. However, DCSC’s location in East Africa is unique, so our future is secured no matter what happens on a global scale. I trust that DCSC will continue to be the leading chandelling company in Tanzania.

Acquisition International - July 2016 31


Automating the Future Company: Seal Software Name: Ulf Zetterberg, CEO Web:

Seal Software is the leading provider of artificial intelligence-based solutions for contract discovery, extraction, and analytics. We got the chance to speak to them about how they have grown to becoming leaders in their industry, and why they continue to strive towards further success. Seal Software was founded in the UK in 2010, and now has its headquarters in San Francisco. The company has consistently gone from strength to strength, and today has offices in London, New York, Munich, and a R&D facility in Gothenburg Sweden. Can you tell us about the solution Seal Software provides? Many large organisations have contract documents across document repositories, file servers, shared drives and laptops, and they truly do not know where they all are located. More importantly, they cannot track all of the key terms, provisions, and clauses contained in their contracts. This means they overspend, do not take advantage of negotiated revenue opportunities, and add excessive risk to an organisation. Seal Software provides the solution to these problems. We have an enterprise software platform based on machine learning and natural language processing that performs contract discovery and analytics. It can trawl an organisation’s network to track down and centralise contract documents, and extract a large set of standardised and commonly used terms and provisions. It can also act as a search engine, so organisations can find specific contract items based on their individual needs, and finally, it can extract sets of data and transition that data, along with contract documents to CRM, CLM, and other business systems. Can you go into detail about the areas your company specialises in? There are specific times when an organisation must know what is in its contracts. This can be during an M&A event or divestiture, a change in regulatory mandates, a new product offering or expanding market initiatives, or just when they want to control risk and exposure. In most cases, these organisations will perform a manual review, sending their contracts to a service provider who will read each contract and track the terms and provisions in spreadsheets. This is a long and expensive process, and if there is a need for additional information, the process must start over. Seal Software is an artificial intelligence platform that has been specifically trained to understand contracts. Seal learns as it processes contracts, becoming faster and more accurate over time. It can process 100’s of thousands of contracts in days and weeks, and provides user interfaces to track all the relevant data in contracts, and report on key metrics across the entire portfolio.

32 Acquisition International - July 2016

As for your clients, who do they typically tend to be and how do you approach them? From our perspective, every client is different and there are many types of organisations that use Seal Software. Generally speaking, they include Financial Services organisations that want to track the details of their ISDA/CSA contracts, their regulatory compliance initiatives around SR14-1, Living Wills, and other recovery and resolution planning (RRP) initiatives. Furthermore, high technology clients often use Seal to manage their M&A initiatives, including due diligence and post-sale integration, and divestiture. Similarly, life sciences and healthcare customers use Seal for a variety of areas including procurement, M&A, and regulatory areas across HIPAA, data breach obligations, and so on. Finally, clients across industries use Seal for sales/ customer contracts, regulatory mandates such as IFRS 15 and 16, and as the first step in their broader Contract Lifecycle Management (CLM) initiatives. We are active in industry associations, and clients seek us out to help solve the challenges they face in getting to the data in their contracts. It is often by word of mouth that new clients find Seal. What are your thoughts on the growing use and trend of contract automation within the legal field? Are you for or against? Do you see the benefits or downfalls? Contract discovery and analytics and CLM (Contract Lifecycle Management) are rapidly growing applications of technology, and are very much needed for most organisations. Legal professionals play several roles within organisations. The highest level is to provide skilled guidance and advise on critical business issues and decisions. The second area is ongoing management of legal issues within the organisation, including contract development and management. The third is the acquisition of all the data and intelligence to power the decisions needed to cover the first two areas. This is usually very manual, time consuming and expensive when legal professionals are performing this function as well. Data extraction and management in legal should be automated in every way possible, to save significant time and money, and allow legal professionals to focus on providing legal guidance and advice and informing business decisions.

Automating the Future

It has been reported that there has been a sharp increase in the use of contract automation. Where do you see this trend going? Could it one day do away with the need for contract lawyers altogether? This trend will absolutely continue to grow, and technologies such as the artificial intelligence of Seal will expand in usage. We will also see new technologies such as Blockchain introduced into contract management to enhance the negotiation and transactional nature of contracts. As mentioned above, these technologies will automate the lower value and time consuming aspects of contracts, and allow skilled lawyers to focus on legal guidance based on the data provided through technology and automation. The growing trend of contract automation comes as no surprise to us, as we see every day how beneficial it is to businesses. At Seal Software, we believe more and more people will realise the value that technology can bring, and we will continue to develop and innovate our technology to provide even greater innovation, utility and value for our clients.

Ulf Zetterberg, Founder and CEO Seal Software

Acquisition International - July 2016 33


Company: Pivotal Moment Transitions Name: Claire James Email: claire.james@ Web: Twitter: @PivotalMoment1 Phone: 00 44 203 239 1334

Executive Coaching: The Secret to Sustained Success Pivotal Moment Transitions Ltd is a leadership development company. At Pivotal Moment, we support leaders and organisations when major change is afoot, such as individual leadership arrivals or promotions, a merger/ acquisition, a re-positioning within the market, a major re-structuring and more. We do this through enhancing what we call the ‘Interactional Intelligence’ capabilities of the organisation. Interactional Intelligence harnesses the power of ‘The-brain-in-relationship’ in the service of an organisation’s mission, purpose and profit. For example, we now know that our interactions have the power to divert neural resources away from our executive brain, impairing our ability to think logically and creatively, and to connect with others; they can even affect how our genes behave. Our conversations can promote disconnection, risk aversion and silo thinking, or they can prime brain chemistry for partnering, aspiration and innovation. These elements drive organisational culture and are critical when a business is under pressure, facing change and needing its people’s best collective performance to succeed. Pivotal Moment Transitions provides a wide range of support which includes: brain-based coaching; Marshall Goldsmith Stakeholder Centered Coaching for guaranteed leadership growth; frameworks using Conversational Intelligence® and the Thinking Environment®; applied neuroscience for organisations; mindfulness programmes for self-awareness, self-mastery and resilience and an approach we call 3-Dimensional Mapping, also known as Organisational Constellations. This approach taps into normally unconscious information our brains hold, enabling us to get quickly to sustainable, workable solutions to problems that linear thinking fails to find.

Left to Right: Claire James – Managing Director/Specialist – Interactional Intelligence Hussein Dickie – Specialist – Systemic Coaching and 3D Mapping Claire Griffin – Specialist – Mindfulness for Leader and Organisational Resilience Simon Drury – Specialist – Individual and Organisational Transitions Caroline McIntosh – Specialist – Individual and Organisational Transitions 34 Acquisition International - July 2016

In addition, Pivotal Moment Transitions provides a range of leadership and team diagnostics such as the senior leader and C-Suite Hogan ‘Bright Side’, ‘Dark Side’, ‘Inside’, the MBTI®, and more. We deliver our impactful and practical interventions in one-to-one or group sessions, and in a manner to suit most timeconstraints and budgets. Pivotal Moment Transitions’ competitive edge lies in an unusual range of cutting edge approaches and tools. Our team members combine many years of experience in a wide range of international commercial settings prior to entering the field of leadership development. The small team here can offer a personal, bespoke service and significant flexibility in terms of client budgets. Members of our team also speak fluent French, German and Spanish, as well as English. The Pivotal team have worked with large international organisations such as WestLB (now Portigon), ActionAid International and Greenpeace, as well as with national companies such as Network Rail and John Lewis. Pivotal Moment Transitions also supports SMEs, startups and individuals, with most of our work arriving through word of mouth and recommendations from other professionals, such as recruitment consultancies, and from connections we make through networking.

Executive Coaching: The Secret to Sustained Success

Looking ahead, the possibilities for virtual learning are ever-expanding and we believe that mindfulness, brain-based coaching and 3-D mapping will eventually become standard tools in leading and developing organisations, as they enable us to tap into more of our brain’s unconscious capabilities. Cutting edge technologies which deliver neurostimulation and neuro-feedback will allow individuals to learn faster and develop targeted areas of their brains’ functioning. An applied neuroscientific startup called Augmind (, which Pivotal Moment Transitions Ltd is currently supporting and mentoring, will launch a unique product later this year designed for this purpose. If we take a closer look at the trends and developments shaping the industry today, there are two trends which will be critical in how organisations are led, as we enter the 2020’s and beyond.

and simple: help your people learn how to use their brains and organisational relationships effectively or you will lose out. The second is what we call the ‘humanising’ of the workplace, linked to this emerging science and a new understanding of our interconnectedness. This includes completely new models of hierarchy and responsibility within organisations, and more generative rather than extractive forms of corporate ownership, which will necessarily impact professional development and training.

In the medium term, the current instability following the Brexit vote opens up enormous opportunities for us to help businesses unleash the untapped power in their collective brains and business relationships to fuel their success at times of uncertainty and potentially restricted resources.

Neuroscience is showing the value of coaching in creating changes in the brain, sustainable behavioural change and optimum performance. The coaching profession is also tightening up its standards, and ROI studies can demonstrate its positive contribution to the bottom line.

The first is the neuroscientific evidence on how our interactions throughout the organisation impact the use and distribution of resources in the brain. Thought leaders in the world of applied neuroscience predict that organisations that embrace and incorporate this work into how they operate, will be streets ahead of their competition. Whilst the science can be complex and has only just scratched the surface, the implications for leaders are clear

Acquisition International - July 2016 35


1 in 7

insured M&A deals under $100 million had a claim between 2011 and 2014

Source: AIG Paper “What happens after the deal closes�

Remove Transactional Risk with

Reps and Warranties Insurance  Sellers can limit their indemnity exposure and escrow / holdback obligations  Fully distribute sales proceeds to investors—Take more $$$ off the table  Negotiate a lower purchase price by purchasing Reps and Warranties insurance  Avoid disagreement on the terms of the indemnity

Paul Smith AIF is the Senior Vice President Investment Advisory Division of North American Professional Liability Insurance Agency, LLC (NAPLIA). | 508-656-1315

North American Professional Liability Insurance Agency, LLC (NAPLIA) 161 Worcester Road, Suite 504, Framingham, MA 01701 Phone: 866-262-7542 Fax: 866-656-1399

2016 Intellectual Property Practitioner of the Year - Hong Kong 1607CG57

2016 Intellectual Property Practitioner of the Year - Hong Kong Established in 1970, Fairbairn Catley Low & Kong is one of Hong Kong’s major law firms advising on all aspects of law. We got in touch with Grace Chu to find out more about the company itself and to hear her thoughts on winning this prestigious award.

Company: Fairbairn Catley Low & Kong Name: Grace Chu Email: Web: Address: 23/ F Shui On Centre, 6-8 Harbour Road, Hong Kong Phone: +852 2532 5490

The firm advises on all major aspects of the law in Hong Kong while expanding and developing its practice in Mainland China. We remain international in our outlook, with access to resources from the global network of the Multilaw with which it is affiliated.

Having said that, Fairbairn Catley Low & Kong does require its international partners and agents to employ advanced technology to watch and monitor their respective jurisdictions to ensure its clients’ IP rights have not been violated, as well as providing a real-time reporting system so that timely actions are taken.

Upon strong local foundations and an established global network, Fairbairn Catley Low & Kong has built a wealth of experience in Hong Kong, Mainland China and international matters. The firm’s practical yet creative and professional approach is valued by its clients in Hong Kong and around the world. We place a strong emphasis on the value of personal contacts and individual attention.

Hong Kong provides a legal bridge between China and Western countries, where continental law and common law find their compromises. Our forty-six years of experience has seen us advising overseas and local clients on their exposure in China and across the world. The latter is achieved by a close network of legal partners, agents, and government departments. Understanding the legal dynamics in China and the country’s growing emphasis on IP rights and values is Fairbairn Catley Low & Kong’s edge in effectively serving our clients.

Typically, Fairbairn Catley Low & Kong advises on intellectual property, litigation, dispute resolution, corporate, commercial, property and conveyancing and private client matters. Fairbairn Catley Low & Kong was one of the first legal firms in Hong Kong that practised and advised on IP law. Our expertise and successful cases resonate in the industry, and our success continues to set new benchmarks that we uphold to retain our clients’ trust and loyalty. When China opened up its legal channels, Fairbairn Catley Low & Kong was one of the first to provide legal services to clients with international IP exposures. As China’s economic strategies focus more on innovation and technology, our firm is confident that it is very well situated as a legal conduit between China and its partners in the west. Fairbairn Catley Low & Kong’s highly professional staff are ethical, competent, energetic and scrupulous and they are very much the firm’s core asset led by seasoned partners, that can work together seamlessly as a team yet individually as outstanding lawyers. Fairbairn Catley Low & Kong’s primary task is not on innovation, but applying traditional diligence to safeguard its clients’ trademark interests and protect their rights in the globalised ecosystem. The job is unavoidably challenging and laborious as the trade mark portfolio of some of our clients covers nearly 170 countries whose IP laws and interpretations are heterogeneously complex.

Technological advancement for the past two decades has surprised even the toughest sceptics. Sovereign borders are obscured by cyberspace, thus firms with solid international support like Fairbairn Catley Low & Kong, will be even more relevant in IP and trademark disputes. We keep a close eye on the technology and design players and prepare the firm for the next wave of innovation that would introduce legal challenges ahead. In our experience, many firms underestimate the importance of IP protection and a brand strategy, but in the end they pay dearly for it. In our internet savvy world, someone in Hong Kong can purchase a box of fruit tea from England, while someone in Bangladesh can hijack the supplier’s brand name. Greater global coverage and market shares beget greater IP risks. In our opinion, any company, regardless of its size, should employ an IP strategy to prevent future growth barriers. As we speak, Fairbairn Catley Low & Kong is already monitoring the impact of the European Union’s latest membership change and how it would affect our clients’ interests politically and economically. We are also on deck to advise our clients on China’s ‘One Belt One Road Initiative’. It is an honour to have received such a prestigious award from Acquisition International. Our hard working colleagues will be pleased that their efforts are not rewarded only by salary, but also by the market recognition of their achievements.

Acquisition International - July 2016 37


Most Innovative Logistics Software Company 1607JR23

Company: ASolute Sdn Bhd Name: Dominic Martin Email: Web: Address: 4805-02-02, CBD Perdana 2, Jalan Perdana, Cyber 12, 63000, Cyberjaya, Selangor D.E, Malaysia Phone: +603 8322 5555

Most Innovative Logistics Software Company Based in Malaysia’s technology hub of Cyberjaya, ASolute Sdn Bhd provide Integrated Logistics Solutions and consulting services to help their customers define strategies and streamline their processes. Alongside this, they also provide them with solutions which address the many issues specific to the logistics industry. The solutions ASolute Sdn Bhd provide concern a full range of logistics applications for enterprises, not only to manage their business, but also to enhance it with more sophisticated functionality in the software provided. We offer solutions to logistics players in the areas of warehousing and distribution, container transportation, conventional trucking, depot/yard, as well as freight and forwarding. A true testament to the benefits of ASolute Sdn Bhd solutions, is that we have only been incorporated a few years back in 2013, but have managed during this short period of time to secure some of the industry’s key players. Large logistics consortiums have also taken note of us and adopted our Integrated Logistics Solution to their organisation. From the firm’s experience, players in the logistics industry in Malaysia have always done their

businesses in a silo sense. For example, company X provides services for warehouse, transport and custom brokering. Currently most of them have silo software that does not talk to each other. We are here to change that, by integrating all three components of their business and managing them together with our solution. This makes the information flow back to their customer almost instantly and the customer only needs to login to one portal instead of three. We have now pushed the idea of providing a one stop solution for all logistics companies in our region. As a result of this streamlining process, ASolute Sdn Bhd have received some very positive feedback from our clients and the industry, particularly concerning data flow internally and reduction of double entry within their organisation. This indirectly helps them control and reduce their costs. We have also provided our clients with customer online booking services as well as the monitoring of their shipments. This might seem something normal in this age but this is a big step forward in the industry here. With the economic slowdown experienced since the last quarter of last year, ASolute Sdn Bhd have noticed that most of our customers have veered more towards cost saving activities. This is why we have provided solutions for our customers, to monitor costing and reduce wastages in terms of optimising the resources at their disposal. In terms of my experience, I have been in the logistics industry for the last 15 years. Initially I was a systems provider for the local logistics players then I was appointed as a General Manager of one of the reputed logistics company that provide integrated logistics services. I believe that my experience directly in the logistics industry has been of great benefit when deciding how to develop and innovate our solutions. Looking towards the future, ASolute Sdn Bhd is confident that success will follow us, indeed we are currently in the second year of the firm’s three-year road map, and the firm is on track to achieve our second year goals. With this recognition, our company is confident that we are on the right path and will hopefully move towards even greater success. Acquisition International - July 2016 39


CEO of the Month - USA Founded in 2002, Interactcrm has been at the forefront of Customer Experience Management since inception. With a presence in USA, EMEA and APAC, customers include both large and small companies all over the globe.

Company: Interactcrm Name: Snehal Patel Email: Web: Address: 35111 Newark Blvd, Suite 122, Newark, CA 94560, USA Phone: +1 510 795 7645

Our company is the developer of the Interactcrm Customer Experience Platform or ICX. ICX is a fully Omni channel customer interaction management platform that allows enterprises to manage real time interaction with their customers via voice, email, web chat, SMS and social channels. The system allows a customer service representative to see full Omni channel interaction history for every single customer. Every interaction is personalised and routed based on customer profile, past interaction history and other intelligence so that the customer experience is personal and delightful. At the heart of the system is customer context management which allows for the context of any conversation to be preserved and presented to the right person at the right time. Interactcrm has been around for over a decade but during the first eight years it was a services company focused on implementing Avaya contact centre software. However, it was reborn as a product company just four years ago and we consider

Contact Center Voice







Omnichannel Contacts Callbacks CRM Connectors




Proactive Outbound IVR Self Service Phone/Text Surveys Unified Routing Personalization Real Time Analytics

Cloud Service 24/7 Support

Multi-tenancy Multi Site

40 Acquisition International - July 2016


ourselves a four-year old start-up with our flagship ICX product. Interactcrm has offices in California USA, The Netherlands and India. Everything we do is geared towards creating a superior customer experience. Interactcrm manages the context of customer conversations throughout the customer journey to deliver superior experience to the customer and insightful analytics to the enterprise. As an Avaya partner from the beginning, Interactcrm partners with Avaya resellers, and provides Customer Experience (CX) software to end customers. As a result, our largest customers tend to be those using Avaya solutions for their Unified Communication needs. Avaya has always been a market leader in call centre technology and that customer base is very well suited to benefit from our ICX solution. After transitioning into a product company, Interactcrm had to stop its services business to focus on the product, which was very difficult because it had a huge revenue impact. The past couple of years have been gruesome given that Interactcrm was just getting started with software license sales and initial customer acceptance while not having raised any money from investors. Bootstrapping a product company is probably the most difficult thing I have ever done. Now that Interactcrm has some marquee customers in place and some recurring revenue streams, we are looking at significant growth in the coming year. We have made some good progress with our alliances with major companies in our industry, and that should hopefully start bearing fruit soon. As a small company, Interactcrm will always face the challenge of fighting the big players since we sell enterprise software to really large corporations. But our agility, product flexibility and willingness to adapt to customer needs have allowed us to compete well. At the beginning of my career, I started off working for a company called Quintus which was in the call centre space. I started off as a technical professional services person since I had a MS in Computer Engineering from USC. Over my nine year stint at Quintus I held multiple positions and finally ended up being Vice President of International Operations. Quintus is where I learnt the trade and as a result Customer Experience is the subject that became my core competence. Quintus was acquired by Avaya in 2001 and then in 2002 I embarked on my journey as an entrepreneur and started Interactcrm. I believe that the chances of success are greater if you build something that is related to your core competence and as a result I chose to build Interactcrm.

CEO of the Month - USA

Our clients range from large companies in the banking and finance sector to utilities as well as manufacturing and consumer goods and services companies. Anyone that has a need to serve their customers using multiple channels and track customer journeys is a good fit for us. Interactcrm’s approach is to understand the dynamics of our client’s business and then figure out how they could deliver better service. Implementing a system to improve customer service is not something one can do overnight. It is an evolutionary process and Interactcrm believes in partnering with its customers to ensure that they get the value that they expect from our association. This is very different from some large companies who just sell software and move on. We at Interactcrm truly believe that if we are in the CX business, we need to practice what we preach. The technology landscape changes at a fast pace and our industry is no different. The adoption of cloud deployments is changing pricing models as we are all too aware. Interactcrm has to be agile and address this since we have traditionally worked with Avaya customers who have primarily required on premise solutions. The real time customer interaction management space is also going through changes with the traditional desktop CRM players like Salesforce and Oracle trying to build out communication components like email and chat into their CRM offers. As a start-up, our product core tends to be agile and built with more cutting edge technologies than older companies. This gives us an edge when it comes to dealing with change, but Interactcrm also has to continue to innovate. It is truly an honour to be awarded this title. Having bootstrapped Interactcrm from a five-person team with no revenue, to where we are today, this does feel gratifying. 2016 for us is a crucial year since Interactcrm expects to see some of its partnerships mature and deliver revenue. We have built technology partnerships with some large companies to deliver our solution as a cloud offer through a technology OEM arrangement. This allows us to focus on our core platform and continue working with our on premise customers, while at the same time creating a cloud revenue stream. In 2016, Interactcrm should be able to solidify its growth pattern and show an upward trajectory. At the same time, we have a list of product enhancements that have to be completed for our go-to market plan, and as a start-up with limited resources it will always be challenging for us to meet current customer expectations and maintain product development roadmap deadlines in parallel. Finally, with the core development team in India, finding good people is indeed a challenge. India churns out a lot of engineering graduates but finding good people is still tough. Most people do not understand product development and are used to traditional project based work. This remains a struggle as we try to build bleeding edge solutions. Fortunately, we have successfully managed to build ICX, against all odds as a world class enterprise software product and, we intend to continue our journey down that path.

Acquisition International - July 2016 41

Outstanding People Outstanding Organisations ConsultF5 is a values-based learning, leadership and talent development consultancy creating conversations that cut through the noise and result in a leap beyond limits. +44 (0)131 564 0154


Most Innovative Law Firm - South Africa 1604JC57

Company: Madlanga & Partners Inc Web: Email: Address: The Offices of Hyde Park 1st Floor, Block A Strouthos Place Hyde Park, Johannesburg Phone: +27 11 447 0345/3720 Fax: +27 86 219 0390

Most Innovative Law Firm - South Africa Based in Johannesburg, Madlanga & Partners Incorporated (MPI) is a highly dedicated law firm that is driven to meeting the demands of their clients. They reveal more about their company, and how their strong code of ethics has helped build their reputation in Johannesburg and beyond.

Our firm is managed by a strong and committed management and professional team, whose members are drawn from diversified legal backgrounds and thus are able to provide expert legal advice. As a result, our partners and professionals have solid legal knowledge and a deep understanding of the country’s socio-economic environment. Additionally, our firm is 100% black owned and controlled, and is something we take tremendous pride in. What sets MPI apart from other law firms is that we take a keen interest in developing a strong, appreciative yet objective understanding of the clients’ businesses and industry in which they operate. This in turn allows us to understand our clients’ objectives and goals, while simultaneously providing cutting-edge legal solutions to address the clients’ needs and expectations. Furthermore, we abide by our ethical codes of integrity, which involves upholding only the highest standards of our profession and applying best practices in all aspects of our business. The firm’s partners have a strong history and culture of providing exceptional corporate legal solutions to their clients, and have serviced some of this country’s largest private and public sector industries.

In terms of the services we provide, we focus on a range of legal disciplines related to commercial and corporate services. This includes litigation, IP and employment law, among many others. Likewise, we also work across a number of sectors including energy, transport and real estate, to name a few. Throughout the years, we have undertaken various notable projects. One particular project that we are quite proud of was advising PIKITUP Johannesburg (SOC) Limited’s (a waste management company) Board of Directors with regard to a legal review of the National Treasury Report. Similarly, we were also appointed by PIKITUP to initiate and prosecute disciplinary proceedings on behalf of the employer (PIKITUP) against its Managing Director for serious allegations of financial misconduct with regard to floating of supply chain policies and other procurement related matters including but not limited to PFMA, MFMA, MSA, and RSA Constitution. Looking towards the future, we are very optimistic that our company will continue to grow and prosper. Like any successful law firm, we will continue to innovate and develop our services, but at the same time we will continue to stay true to the ethical values that are at the heart of everything we do.

As such, our team is comprised of like-minded, value driven individuals and have a performance track record that speaks for itself. Since our inception, we have ensured that our clients receive nothing but the best advice.

Acquisition International - July 2016 43


Company: Arnecke Sibeth Name: Michael Siebold, LL.M. (Toronto) Email: Web: Address: Hamburger Allee 4 (WestendGate) 60486 Frankfurt am Main Germany Phone: +49 69 979885 0 (352 direct dial)

Legal Project Management: The Forgotten Aspect of M&A Transactions Arnecke Sibeth is highly renowned independent law firm based in Germany. We got in touch with Michael Siebold, partner at the company, to find out more about his firm and discover his thoughts on the ever-growing importance of legal project management.

From the firm’s experience, legal project management is a key success factor for any law firm today. Over the last few years, the international legal services market has changed significantly in terms of its fee structure. Listed companies, financial institutions and globally active groups show heightened cost awareness and, ultimately, prefer to stipulate fixed fees with their legal advisers while increasingly stepping away from hourly-based fee models. Thus, an increasing number of complex and labourintensive M&A transactions are being allocated to the corporate law firms’ offering the most favourable, cost-effective and efficient legal service, particularly in the German market. Accordingly, it is indispensable for the provision of cost-efficient legal services to establish a sophisticated legal project management mechanism. The latter ensures that the project and cost plan for an M&A transaction is based on correct assumptions of various imponderables, such as the cornerstones and the scope of the transaction, the complexity of issues, the period of time or the quality of the data room. The allocation of the right people at the right place, including outsourced assistance, therefore becomes a key component. In this sense, legal advice on large and complex M&A or real estate transactions, as well as litigation, will only be successful and efficient for a law firm and its clients if the project is divided into different project sections. Such a breakdown is not only necessary to anticipate the legal resources required and the time necessary to complete the project, which, in turn, is essential to provide an appropriate fee estimate for the legal part of the transaction. Moreover, it facilitates the compilation of a project and cost plan which serves both sides, that is the client and legal adviser, to scrutinise the adherence of resources and time limits. The firm’s internal legal project management mechanism ensures that we provide the personalised services that international clients seek, at a fair price and the highest quality level possible. By the same token, legal project management is a service offered 44 Acquisition International - July 2016

to clients more and more frequently, providing document control, data room, minute keeping and time structuring services. With 35 partners and over 120 lawyers, the firm follows a focused full service approach in their selected practice areas and sectors. Furthermore, with offices in Frankfurt am Main, Munich and Berlin, the firm is present in three of the major legal and industry markets in Germany; whilst also operating a small office in Dresden. Generally speaking, the firm’s client base is characterised by both multinationals and medium-sized enterprises, drawn from the German “Mittelstand”. In terms of the sectors the firm works in, there are currently twelve industry groups. Between them all, they combine the multidisciplinary know-how of experienced lawyers who frequently have a business background in some of the highlighted sectors. These include: automotive; banking and finance; chemicals; construction and engineering; energy/ renewables; hospitality; health care and life sciences; IT and e-commerce; public sector; real estate; sports, media and entertainment; transportation, as well as aviation and logistics. Alongside our very experienced corporate and M&A practice, who specialise in cross-border transactions, the key strengths of Arnecke Sibeth lie in a large and highly specialised real estate practice, as well as an internationally renowned transportation, aviation and logistics experts. International expertise and handson advice therefore characterise the firm’s service approach and attitude. Arnecke Sibeth strives to provide the best possible services in order to distinguish ourselves from our peers. Competition within the legal services market has become ever-sharper, both internationally and domestically. However, the merger between established Frankfurt based company Arnecke Siebold and the Munich based Sibeth in summer 2015, resulted in the formation of Arnecke Sibeth. This new national player in Germany, renders us as perfectly prepared to address challenges of the future.

Legal Project Management: The Forgotten Aspect of M&A Transactions

In particular, the merger immediately produced synergies in joint pitches and services to existing clients – visibility to new clients increased. Furthermore, our teams in all locations will grow at all levels, and we have just added capabilities in renewable energy and antitrust. Likewise, the firm is looking to expand further into Germany regionally. In 2016, the rapidly changing global economy, where business is becoming increasingly regulated in all jurisdictions, will bring potentially lucrative opportunities to those law firms poised to benefit from the increasing corporate activity in Germany. For instance, surveys predict that M&A activity in 2016 will be at least as vibrant as in the preceding year, in particular in the real estate sector where many (international) investors are seeking safe havens for their investments. At the same time, the legal sector continues to face numerous challenges to its customary operating practices, such as the introduction of alternative business structures, pricing pressures, effective utilisation of fee earners and the ongoing need to reduce costs, all of which need to be addressed by law firms such as ours in order to remain competitive. As such, Arnecke Sibeth expects to get more and more involved in global cross-border transactions, primarily emanating from the Far East and North America. Domestic M&A will remain strong, and we expect to expand our German client base too. Regardless of what the future brings, the firm will ensure that the highest quality legal advice around the world is a priority to the work we do.

Acquisition International - July 2016 45

Next Generation Private Banking 1607JC39

Company: BRT Address: 4 Chemin des Vergers, 1208 Geneva, Switzerland Email: Phone: +41 22 592 54 55

Next Generation Private Banking Founded in 2007, BRT is a dynamic and unique firm that specialises in providing middle and back office support to asset managers, hedge funds, private banks and family offices. Offering both outsourced and in house solutions, BRT enhances their clients’ businesses by adding real strength and depth to their operations. From offices in Geneva and London, BRT provide tailor made technological and operational services that help keep their clients one step ahead of their peers. This multi-award winning firm specialises in both outsourced BPO as well as in-house, modular, software solutions. This provides their clients with the ability to enhance their operational and reporting capabilities, save money and increase efficiency.

operational budget. Nonetheless, BRT’s strategies such as consolidated reporting, reconciliation, ad-hoc analysis and so on allow their customers to utilise the invaluable services they offer in order to strengthen their position.

On the whole, BRT has traditionally had a strong focus on wealth management as it is the basis for nearly two thirds of their client base. Many of the firm’s staff come from wealth management backgrounds, or hold wealth management related qualifications.

Looking ahead, BRT have many new and exciting projects in the pipeline. This is mainly due to the fact that their natural desire to be innovative has been the catalyst for the firm’s most exciting enterprise to date: Fortress.

Since consolidation of family HNW assets is BRT’s speciality, the firm are finding increasingly stronger appetite for their services in a market demanding comprehensive data. As a result of BRT’s experience, they have become known for their resilience and determination for achieving results. However, clients can be susceptible to poor market change and conditions due to their nature as investment entities. As a result, during difficult times, BRT’s clients’ propensity to source external services reduces, as does their

46 Acquisition International - July 2016

Fortress is BRT’s next generation private banking interface. It is designed for both individual and institutional investors in order to gain secure and mobile access to their portfolio data. BRT foresaw the need for multi-channel engagement, integrated with an easy to use interface without compromising key functionality or security. The firm’s unique system is controlled by their specialists and secured with the latest data security frameworks, yet fully white labelled, and customised with their clients’ livery and design to give a seamlessly homogenised experience. Watch this space!

2016 Most Innovative Company - Ghana 1607EA75

2016 Most Innovative Company - Ghana Dr. Macdonald Chimandas Vasnani is the Founder and Chief Executive Officer (CEO) of Consolidated Shipping Agencies Limited (Conship), Ghana and the President of the company branch office in Aurora, IL. U.S.A.

Company: Dr. M.C Vasnani, Chief Executive Officer Name: Consolidated Shipping Agencies Ltd. Email:; Web: Address: Plot 21/22 Commercial Warehouse Area, Tema, Ghana Phone: +233 244 352 478; +1 630 2996987

Dr.M. C. Vasnani is a seasoned executive, with over twenty-five years’ experience in the international freight forwarding and logistics industry, with specialisation in offshore and projects logistics transportation and handling. He founded the company in 1996 from its humble genesis as a small customs brokerage firm, but it has since grown into an internationally recognised logistics and freight forwarding company. This was achieved through his exceptional ability to spot existing and potential business opportunities, as well as plan strategically on the best ways of taking full advantage of such opportunities and diligently execute them to perfection. As a visionary, Dr. M. C. Vasnani has developed and equipped all departments within the entire firm, with emphasis on health, safety, security and environment, as well as human resources and technology in order to meet international standards. In addition, he is actively involved in compliance and governance activities pertaining to the company. Although Conship’s clientele includes giants in the oil and gas industry such as Tullow Oil, Modec, Schlumerger Seaco and Technip, it shows versatility in other vertical markets such as the telecom, manufacturing and the retail. Conship’s staff strength stands at over 180, with an impressive yearly turnover of forty-one million US dollars. Dr. M. C. Vasnani holds an Honorary Doctorate Degree from the Commonwealth University, London in recognition of his outstanding contribution to the development of the oil & gas industry in Ghana. He is

also a product of the University of Chicago Graduate School of Business. His hobbies and interests encompass golf, reading and travelling. Significant Achievements Dr. Vasnani spearheaded the operations of the first indigenous oil and gas logistics base in Ghana. The base handles onshore and offshore Oil well equipment including inspections and certifications. The other notable achievements include: 1) 2016 Entrepreneur’s Hall of Fame Inductee: Logistics Personality, Ghana Entrepreneur Foundation; 2) 2015 CEO of the Year 2015 (Upstream Oil & Gas); 3) 2013 B.I.D. Quality Award-Geneva; 4) 2012 Logistics & Transport Entrepreneur; 5) 2011 C.I.L.T. Ghana Personality of the Year; 6) 2010 World Quality Award (GOLD)-France; Dr M. C. Vasnani is also member of the following organisations: 1) The Board of Trustees of the Entrepreneurial Technical Institute (E.T.I.) of Ghana; 2) Board of Trustee of the Allotey-Pappoe Foundation (a Non for Profit entity); 3) Board Member of Radial Circle Ghana Limited; 4) International Federation of Freight Forwarders Association (F.I.A.T.A); 5) Ghana Institute of Freight Forwarders (G.I.F.F) and the; 6) Chartered Institute of Logistics & Transport (C.I.L.T.)

Acquisition International - July 2016 47

Most Exceptional Business Awards 2016 1607JC67

Most Exceptional Business Awards 2016 Christiana Petrou Milis LLC is a 10-year old boutique legal firm which specialises in offering a wide range of corporate services. We are a small, but rapidly expanding firm, that provides a broad range of business and litigation services, from the complex issues facing large organisations, companies and entrepreneurs to every private individual and investor.

Company: Christiana Petrou Milis LLC Sophia Kouma Law Firm Names: Christiana Petrou Milis CEO Sophia Kouma, CLO Email: Web: Address: 72 Kennedy Avenue FLORIS COURT Office 32, Nicosia 1076, Cyprus Phone: +357 22100123

48 Acquisition International - July 2016

I studied law at Aristotle University of Thessaloniki. Then, I obtained an LLM on Corporate Law and an LLM on IT & Telecommunications Law from the Glasgow School of Law. Also I am a holder of an MBA from CIIM institution. I have a special interest in IT & IP law as well as extensive experience in corporate litigation representations of large corporate organizations and banking institutions before the Cyprus and Greek Courts. The firm Christiana Petrou Milis LLC has lawyers who specialise in information technology (IT) and intellectual property (IP) law, as well as corporate finance law. We provide litigation services (mainly corporate litigation), as well as family law, criminal law and civil litigation issues. The firm’s clients come from the financial and technology sectors mainly from Germany, Russia, Greece, Cyprus, whom we provide with legal support and assistance to meet their needs. On the subject of people, our team here at Christiana Petrou Milis LLC consists of a young and energetic team of lawyers and company administration specialists between the ages of 30 and 45.

In addition, our team is mainly trained to have as their main objective, to give an immediate and professional response to the request of a client. Our team specialises in Cyprus and European Union (EU) law, as well as in IT, IP and corporate law on corporate administration and fiduciary duties via the Blackmills Group of Companies - and on litigation via Sophia Kouma who focuses on family law -banking law and criminal law in Cyprus and on litigation matters too. The services of Christiana Petrou Milis LLC are available on a 24-hour basis, which means we can easily work with international clients, and aim to provide them with tailor made solutions in a speedy and confidential manner. We aim to provide the best, but also prompt, legal support, and looking ahead, the firm plans to expand and always be available when the client needs us.

Valuation Knows no Boundaries 1707AN35

Valuation Knows no Boundaries PEM Corporate Finance is an M&A and business valuations firm based in Cambridge, England. We’re part of Kreston International – the 10th largest global network of independent accounting firms. We advise SMEs on M&A, buyouts, business valuations, succession planning, and financial due diligence.

Company: PEM Corporate Finance LLP Name: Lake Falconer, Partner Email: Web: Phone: +44(0)1223 728 306

Valuation knows no boundaries. We predominantly work in and around Cambridge, London, the northern Home Counties and East Anglia but we have also done valuation work from as far afield as Israel to the USA. The need for valuations Sometimes we are asked for a formal valuation when what is actually needed is strategic M&A advice. For this process, the strategy needs a well-developed view on what will drive the business valuation. In other cases, a valuation may be required as input to an M&A negotiation, or a private equity fund raising. Generally speaking, a formal business valuation is often required for corporate governance, tax planning, shareholder exits and disputes, business planning, or business valuation for divorce. In legal disputes, an expert witness report may be required. Valuation and saleability PEM Corporate Finance see the continued demand for valuations, to support transactions, and as part of succession and strategic planning for SMEs. A saleability and valuation review of your business can be beneficial for a number of reasons. If your business is valuable and sellable, you can exit at a time of your choice. In fact, it is probably more fulfilling to manage, and it is probably capable of surviving family succession should you chose that route. But some things cannot be rushed – if building your business to its target valuation will take five years, you’d better find out what it is worth today, and how to enhance it.

A pricing model for early stage technology companies Valuing early stage tech is difficult, but entrepreneurs find it helpful to understand how shaping their plan impacts on the pricing of their equity. PEM Corporate Finance works with tech businesses to help them develop a view on pricing for discussions with investors. Deeper insights Business valuation is too often focussed on the numbers, the tax rules, and academic theory. Here at PEM Corporate Finance, we believe it needs to be based on deep understanding of the business and its performance and the issues it faces – this makes it a useful tool for management. PEM Business Valuations is a multi-disciplinary team of seasoned corporate finance, accounting and tax professionals. This skills mix delivers a realistic and robust view of the company being appraised. And we bring commercial reality to bear based on our extensive deal doing experience as lead advisers. Challenges in 2016 and beyond The challenge for valuers today is how to reflect the uncertainties of business life. Alongside the traditional analysis tools like SWOT and Porters Five Forces, VUCA which attempts to derive responses to Volatility Uncertainly Complexity and Ambiguity, these can be a helpful way to work with SMEs.

Acquisition International - July 2016 49

Information Age Consulting is a consultation firm specialized in I.T. consultations. Since its establishment, Information Age Consulting understood the role of following I.T. market trends. Information Age Consulting focuses on the recent I.T. market trends including: Natural Language Processing, Social Media Analytics, Text Analytics, Web Analytics, Big Data, Social Media Strategies, E-Learning, and Financial Market Analytics. Besides, training and consultation remain as standard lines of business offered to our clients.




Ones to Watch in IP 2016 - Germany 1606CG09

Ones to Watch in IP 2016 - Germany engel patentanwaltskanzlei (ep) are a highly renowned IP law firm, who work for creative and innovative people and enterprises in order to legally protect their intellectual performance results. We spoke to Christoph K. Engel, Patent Attorney, to find out how the firm consistently delivers results for their clients.

Company: engel patentanwaltskanzlei Name: Christoph K. Engel Email: Web: Address: Germany, 98527 Suhl, Marktplatz 6 Phone: +49 3681 79770

At engel patentanwaltskanzlei, we work for a highly diverse range of clients. Over the past few years, we have regularly achieved remarkable success in case constellations, where the IP of medium-sized companies had to be protected against the economic power of large corporations.

As such, expenditure for the protection of intellectual property needs to be adapted to the branch and specific position of the enterprise. Maximising the protection of IP therefore will not be achieved simply by an exceedingly high budget for the acquisition of property rights.

engel patentanwaltskanzlei specialise in the acquisition, defence and enforcement of industrial property rights, particularly patents, trademarks and design rights. Because of the firm’s network of multiple professional groups (patent attorneys, lawyers, engineers), we are not only able to provide targeted consultation and representation for our clients in the core areas of industrial property, but also in adjacent fields, such as copyright law, competition, or license law.

Particularly in medium-sized enterprises, it is rather important to identify the actually valuable development outcomes, and then to develop and realise a long-term strategy for its optimal protection. Investing too much money in protecting non-valuable ideas can in the long run be just as counterproductive as missing a timely acquisition of adequate property rights in order to protect the key competence.

As a company immersed in the world of intellectual property, engel patentanwaltskanzlei believe that its value for businesses cannot be understated. These intangible assets are a major component for enterprises in the regional and global competition, and strategic decisions for protecting innovation performances are significant for the ongoing success of the enterprises. For our firm, it is also part of a valuable consultation to put these findings into practice for the clients we serve.

Across the corporate landscape, the importance of the IP segment is being realised more and more on a daily basis. This leads to a considerably increased demand for well-educated consultants and staff. Unfortunately, it is often forgotten that a long-term education, as well as a wide range of experience is essential and that such expertise cannot be gained in a crash course. Thus, engel patentanwaltskanzlei spends years training its staff, and junior staff are introduced to this difficult subject with caution and much effort. The experiences gained during the 20 years of engel patentanwaltskanzlei’s existence are passed on by close cooperation between experienced and young staff, and linked with the recent findings. In order to realise and monitor this strategy, a certified quality management system was implemented at engel patentanwaltskanzlei in 1999. Although we are an incredibly experienced company, engel patentanwaltskanzlei are still learning new things every day and responding to the myriad changes occurring in our industry. From our perspective, the biggest challenge for the IP sector in the upcoming years is to respond to the increasing demands of the innovative industrial sectors with high-quality property rights. The target should not only be an increase in the number of patent or trademark applications, but the quality of such needs has to be up held, too. That involves not only the leading international patent and trademark offices, but also the patent attorneys who represent their clients before these offices, too. Ultimately, engel patentanwaltskanzlei are confident that with our wealth of experience and expertise, we are well equipped to meet any challenges that meet us along the way. Acquisition International - July 2016 51


Coaching the Executives: Achieving Results with a Purpose Success Unlimited Network® (SUN) is a global coaching, coach training and coach mentoring business that supports people, groups, teams and organisations to be purposeful and inspired to produce quality results. We spoke to Cristina Campofreddo, coach and associate coach trainer with Success Unlimited Network® (SUN) and founder of CoachingEra, to find out more about her company which operates in partnership with Success Unlimited Network® (SUN), and why the right coaching and training can often be the key to unlocking success.

Company: CoachingEra in partnership with Success Unlimited Network® (SUN) Name: Cristina Campofreddo, PCC and Teri-E Belf, MCC Email:;; Web:;; Address: 4C Manor Gardens, Baviaanskloof Road, Hout Bay, Cape Town, South Africa

Firstly, could you give us a brief overview of your company? The firm offers a number of coach training programmes in different venues across five different continents, and cater for a highly diverse range of people. A large portion are those at manager and executives level in business, who take our training for the purpose of incorporating coaching competencies into their existing managerial expertise, without becoming coaches. Alongside this, SUN also caters for practitioners in the mental health field, as well as career counsellors, trainers and consultants. Generally speaking, these people want to either add coaching to their repertoire or change careers and become coaches. The firm’s coach training options range from 35 hours to 125 hours, and we also offer a variety of continuing education programmes. These include: setting up a business, creating a sustainable personal organisation system, re-careering and career transition, regaining or designing work-life balance and creating a vision for purposeful living. In addition to training, SUN have also certified over 250 coaches around the world (in 32 countries), and we offer coaching in 7 languages. While coaching has become quite a competitive arena, how do you ensure that your firm stands out from the competition?. The founder of Success Unlimited Network® - Ms Teri-E Belf - has been in the business for decades, and was a leader in establishing the coaching profession thirty years ago. Since then, she has attracted quality professionals and trained them herself. She was also awarded the first MCC (Master Coach Credential), the highest achievement possible in the profession. This experience can be found across the board at SUN, and the firm’s values of continuing education means that an extremely high rate of coaches often move on to attain a coaching credential and

52 Acquisition International - July 2016

become leaders in the field, such as ICF board of directors, chapter heads, global committee chairs and members. SUN has ambassadors who conduct workshops around the world, mentoring high-level and high-impact leaders in all sectors, as well as writing books and articles in multiple languages. As such, SUN coaches are visible and are indeed contributors to the evolution of the profession. Alongside these attributes, SUN’s approach that distinguishes us is a mixture of pure coaching and methodical uniqueness. Every coaching and coach training programme has a blend of structure, flexibility and customisation. SUN begins every meeting, training or coaching, with guiding the clients/students to discover their life purpose, which we believe is the foundation and context for every choice one makes. Ultimately, the reputation of SUN has been equated with high quality, purposeful and customised attention. Having said all of this, we do not hold the concept of competition. We trust that those who are meant to be in our lives find us. And for 30 years they have! Please tell us more about your approach to client service? Coaching clients can be anyone, no matter what the job description, as long as they are fiercely committed to personal growth and discovery, that is people who are eager to learn about themselves and how they impact the world. SUN offers a free 1 – ½ hour experience of coaching, so people can learn first-hand who coaches are and what coaches do. Our approach begins by guiding clients (or students) to learn their life purpose and create visions for living on purpose in all areas of life. At the end of each of the eight 2-hour coaching meetings, we create a list of how they can apply what they learned, in the most important areas of life they choose.

Coaching the Executives: Achieving Results with a Purpose

Meetings are held every 2-3 weeks, over a five-month period, and during that time the clients learn how to master the ability to produce the important results they want along with a sense of well-being. We also monitor their experience of living with 14 qualities of well-being selected by the client. Our approach is to focus on what clients learn. The learning is sustainable beyond coaching engagement because we coach at the level of habit.

Another challenge is that country economies are different and negotiations are taking place to find a balance so coaching can be brought into those countries. Nonetheless, SUN are confident that we will rise to the occasion and continue to be at the forefront of the coaching industry.

Finally, what challenges do you face in the future, and how do you plan to build on your success? SUN are nurturing and mentoring a leadership team to respond to requests coming in from around the world. In this sense, we are looking to ensure that the very high quality standards we hold are honoured in every setting and interaction. Additionally, we have begun to introduce some technology into our training and assessing. From SUN’s experience, the demand is becoming greater than the resources we have available. Recently, several senior trainers have passed away. Even with a decreased number of trainers, we will not compromise our high quality standards as we continue to honour the process for newer trainers to rise to the levels of mastery we offer.

Acquisition International - July 2016 53


Discover Your Purpose to Manage Your Business In all aspects of life, it is easier to ignore the inner calling of our soul and buy into the rational approach of our human mind. However, our soul yearns to realise its full potential and to serve us. We have a choice, we are either being guided by our internal soul, or driven by our external goals.

I have been working in the corporate world for more than 25 years in different managerial roles. Today, I am a coach and a trainer and I support my clients in their journey of transforming themselves from the inside out. In partnership with them, I embrace the challenge to work on the internal and external results they want to produce, in both their professional and personal lives.

Company: CoachingEra in partnership with Success Unlimited Network® (SUN) Name: Cristina Campofreddo, PCC and Teri-E Belf, MCC Email:;; Web:;; Address: 4C Manor Gardens, Baviaanskloof Road, Hout Bay, Cape Town, South Africa

While coaching and training my clients, I touch upon many aspects and issues of corporate culture. Whatever the issue, I have learned that a shift needs to occur – that is an internal shift - at the level of vibration. When a shift happens at the level of vibration, the results become tangible and permanent. Vibrations create thought and precede thought, and if the results are addressed externally, it is defined as management. Management in this respect means controlling the external world. Vibration refers to the energy or essence of a person that sources internally. The early Greek philosophers recognised and embodied in their work the Hermetic Principle, that ‘motion is manifest in everything in the Universe, nothing is at rest and everything moves, vibrates, and circles. Fast-forward to 2016, and modern science has proven that what we call matter and energy, are but modes of vibratory motion. So in order to achieve external strategic and challenging results, we must go to the source to activate a transformation from the inside out. If we shift only on the outside, we have to manage every single thing in order to succeed, and of course, it is impossible to manage every single external thing. However, when we handle things at the source, we activate a transformation that is lasting, and, capable of producing tangible shifts in the external world in business, both in our organisation and our everyday lives. As such, we are all potential transformers with the power to access our internal source. Using the SUN methodology, I offer a unique approach to transformation. First and foremost, the client begins the work with us by uncovering their purpose statement. Purpose is who we are and what we bring to the world. Everyone has a purpose and life’s purpose is not one of its many mysteries. In fact, all experiences offer opportunities to express

54 Acquisition International - July 2016

our purpose and with clarity of purpose, life begins to make sense. This is particularly true in business, and our purpose can be used as a tool to make wise and meaningful decisions. Once we clarify our purpose and learn how to apply it, the shift happens naturally from the inside out. We transform ourselves, and we do not focus on issues from the outside. Instead, we clarify what we want to achieve from a deep level, and we are more capable of producing amazing external changes. As such, SUN Coaches support clients in the process of describing each life area as to what it can be like when living consistently on purpose. These are our visions. With these tools, it is easier and more congruent to engage with and move ahead on our action plans. Visions support us in seeing clearly who we are in the context of the business or the corporation we work for. In the same way that organisations have mission statements, people have individual purpose and the two must be in alignment for powerful and meaningful impact. In times of distress and when we go through difficult periods, we have the opportunity to explore our inner world and become familiar with the totality of who we are, with our light as well as our darkness. And the good news is that we don’t need to wait for a moment of crisis, personally or organisationally, to access all our talents and resources. In fact, we can reconnect with our deepest purpose and gift ourselves with the clarity and inspiration that comes from within. We still need the outer experiences; we need to learn, grow and evolve. However, my clients masterfully taught me that if we just go after the outer without tending to the inner, we end up empty and disappointed. At this stage, you’re probably asking: how do we do this? As stated before, we have a choice to be guided internally or driven externally. When we let ourselves be driven by our deep purpose, we can more easily focus on our visions and see possibilities. Knowing and using our purpose helps us master the ability to use our inner resources and see solutions even when they look differently from what we would have expected.

Discover Your Purpose to Manage Your Business

As a coach specialising in purpose and business, and as a trainer, I offer programs that open the way for my clients to unhook from their external daily todo-lists and reunite to what brings true meaning and purpose to their business and their life. I celebrate with them as they make the shift from externally driven to internally focused. When corporations and organisations allow larger numbers of professionals, managers and CEOs’ to benefit from a coaching program that focuses on the purposefulness of the individual, they experience increased employee engagement, retention, satisfaction, and increasing revenue. Coaching supports people to gain the confidence to venture into new territories, and it allows people to shift their attention from external to internal to achieve sustainable results. Feature written by Cristina Campofreddo PCC, purpose SUN coach, trainer and author & Teri-E Belf MCC, coaching leader, trainer and mentor.

Acquisition International - July 2016 55

The Power of Energy Regulation Consultancy 1607AN49

Lisa Dominguez

The Power of Energy Regulation Consultancy Based in Panama, Lisa Dominguez is now a sole practitioner after 25 years working with large law firms and a global private power producer. She specialises in regulatory, contractual, and legal advice in areas such as energy and natural resources, project development, M&A and financing. We spoke to her to find out more about the work she does, as well as get her unique insight into energy regulation in the Republic of Panama.

Company: Lisa Dominguez / Sole Practitioner Name: Lisa Dominguez Email: Address: Floor No. 26, Office No. 26-02, Building Torre Banco General, Marbella, Panama City, Republic of Panama. Phone: +507 6616 6839

The electricity market constantly faces challenges, to continuously have available capacity consistent with the growth of the Panamanian economy, and to expand its market offer to remote rural communities that typically do not have electricity due to the lack of infrastructure. Basically, investments in the electricity market are required to sustain the commercial and industrial activities currently in place in large cities of Panama, such as the new waste water treatment plants, which are promoted by the government and will be financed by the Inter-American Development Bank, the World Bank and the European Investment Bank, amongst others.There are also developments being made to our transport infrastructure, including the expansion of the Tocumen International Airport and the new metro system. To provide solutions for these challenges, the government of Panama has made many advances in using alternative sources of power, starting with hydroelectric and thermal power plants since the privatisation of the electricity market here in 1997. In terms of regulation, international public bids are organised by the regulator for short and/or long term contracts for the supply of energy and capacity. Recently, in 2011 and 2014, the first bids exclusively for wind and solar power plants, respectively, were

56 Acquisition International - July 2016

awarded mainly to foreign investors. In addition, due to another bid for a long term contract awarded in 2015, the first natural gas power plant is currently under construction and is going to be the first facility of this type in Central America. Generally speaking, the standard types of companies commonly used by investors for ownership of a power plant are corporations or limited liabilities companies, and all of them required the full identification of the last beneficiary of the owner of the power plant, even in the case of private funds or stocks registered in public exchange markets. As a sole practitioner, I participate in transactions where I act as an independent consultant for private power producers, or as member of a project team in charge of the development, construction and operation of a power plant, or even as Of Counsel for a Panamanian law firm. From my experience, the energy market in Panama is always changing and as such can be quite an exciting one to work in. Considering the international aspect of this business, it is a job where you need to be learning new things all the time, and in this way you can be more prepared for any challenges that come along the way, and help to ensure success for both the investors and the market.

Malta: An Excelling European Economy 1607BW66

Malta: An Excelling European Economy Based in Malta, Francis Zammit Dimech Associates are a highly renowned law firm, whose aim is to provide a one stop shop for legal services. We spoke to its founder, Francis Zammit Dimech, to find out how they consistently achieve this aspiration, and why Malta has become such an exciting hub for foreign direct investment.

Company: Francis Zammit Dimech Associates Name: Dr Francis Zammit Dimech Email: Web: Address: 20 /1. Republic Street, Valletta, VLT 1111, Malta. Phone: +356 79497590

Francis Zammit Dimech Associates was set up eight years ago, and is based in the very heart of the country’s capital city. We are based in Republic Street, Valletta, within sight and walking distance of Malta’s New Parliament building and the public administration buildings.

approach that allows us to distinguish ourselves from our competitors. First and foremost, our clients are at the core of everything the firm does, and take time to meet the personal and particular requirements of each client, providing them with advice, legal and related services in a holistic manner.

The firm takes tremendous pride in being a Maltese law firm, and believes that its economic environment has been a huge factor behind our success. Joining the European Union in 2004 and adopting the euro as our currency in 2008 are the two most significant factors that have determined our success.

Most of our clients are high net worth individuals and existing commercial companies that are already set up in Malta, or overseas companies that need to set up a presence here as an end in its own right, as well as using Malta to have a stepping stone into the European Union and to bridge with the North African market. Most clients are approached on a personal basis, or through networking with other law firms which generates for us a satisfactory level of referrals. In this respect, our track record and reputation represent our more important tool with which to approach clients.

Moreover, Malta managed to establish itself as a financial services centre of repute - providing for a bipartisan legislative framework that is EU and OECD complaint. Malta has worked hard on becoming a successful i-Gaming centre, and the country has attracted to it different international banks, call centres and branches of foreign companies that want to use Malta as a base to passport their services into the European Union. Ultimately, Malta’s rise into the ranks of Europe’s leading financial centres has been driven by the Island’s reputation for stability, predictability and security. Having English as our second official language facilitates interacting with clients and other people wanting to do business in Malta, and the laws of Malta published in both Maltese and English are available on line and in real time. Over and above such considerations, the Malta package offers a fiscal system that encourages investment. This includes factors such as having a pro-business approach, a robust financial services regulatory and operational infrastructure, a well-trained labour force, combined with investing in education and reaping the benefits of membership of the European Union. Malta takes over the presidency of the European Union on the 1st January 2017 and is determined to make a success story out of that challenge. Additionally, the past years have given Malta a remarkable track record in proving itself as recession proof in the most difficult of times, with the country’s banking and financial services emerging as resilient and as further growth oriented. As a company, working in such a thriving environment, Francis Zammit Dimech Associates have a number of competitors and as such have adopted a unique

Our areas of specialisation include the provision of corporate services, in particular drawing up a company’s memorandum and articles, providing a company with a registered office in Malta, with non-executive directors, with the required administrative back up as well as advice on fiscal issues. Another area of specialisation is the field of financial services, ranging from setting up funds to banking, from pension schemes to insurance. Moreover, Francis Zammit Dimech Associates also assists clients venturing into investment projects by interacting for them with other interests as may be required including other private entities and public authorities. Assisting clients includes helping them to prepare proposals that are compliant with Malta’s legislation and policies and with European Directives. As a result of the firm’s expertise and dedication, combined with the economic prosperity of the region, Francis Zammit Dimech Associates are very optimist about the future of the company. Economic projections for the rest of the year and for the coming year are encouraging. Malta has been experiencing economic growth over the past five years and that has provided our economy with a sound base on which to build further for the future. Our plan is to expand further the firm’s work in the financial services and investment sectors while guaranteeing clients a personalised and professional approach. All in all, at Francis Zammit Dimech Associates we believe that your success is our own success and we shall do everything possible to ensure your success as you venture into Malta and Europe. Acquisition International - July 2016 57

A Spotlight on Bankruptcy and Insolvency 1607JR70

A Spotlight on Bankruptcy and Insolvency First established in 1999, Link Legal India Law Services is a full service law firm specialising in projects involving infrastructure & energy, banking & finance, disputes, M&A, private equity and corporate and commercial matters. We got in touch with Siddharth Srivastava, Partner, Banking & Finance to find out more about the Firm and to hear his thoughts on the issues surrounding bankruptcy and insolvency. Company: Link Legal India Law Services Name: Siddharth Srivastava (Partner) Email: Web: Address: Thapar House, Central Wing, First Floor, 124 Janpath, New Delhi 110 001, India Phone: + 91 9810139169

As a firm, Link Legal India Law Services caters to a global clientele including some of India’s leading corporate groups, public sector undertakings, public sector & private banks, and multinationals from across international jurisdictions. The firm also has working relationships with several international law firms and consultants and is also associated with Globalaw, a premier international network of over 100 independent law firms across 80 jurisdictions which allows it to service its clients globally. The firm’s strength is our experienced team which comprises of trained and qualified lawyers, who integrate their skills to provide comprehensive legal advice and strategy on complex commercial issues that meets the clients’ needs and expectations. The partners bring hands-on experience and a unique approach to each assignment from a strategic perspective by understanding client objectives and identifying potential issues. The firm’s partner-driven practice ensures that each client enjoys a high level of personal service and has the advantage of discussing matters directly with a partner. The Insolvency and Bankruptcy Code, 2016 (the Code) seeks to provide a unified framework for insolvency of firms and individuals. It repeals the existing personal insolvency framework whilst amending the existing Companies Act, Debt Recovery Statute, Securitisation Act and so on. With respect to corporate insolvency, the Code introduces an insolvency resolution process (IRP) for firms, which can be initiated once a default has been committed by a borrower. Once the IRP is initiated, there is a calm period of 180 days during which there is a stay (i.e. a moratorium) on claims of all creditors of the borrower. During the IRP, the management of the company will be taken over by an insolvency professional who will ensure that the assets of the company are not disposed of by the management. During this time period, all key stakeholders will discuss the course of action which is most suitable i.e. either a financial rearrangement or liquidation. A revival plan is put into action if 75% of the creditors agree on it and it will become binding on all the creditors. Failure to obtain the requisite sanction from the creditors will automatically result in the company going into liquidation at the end of the calm period. The Code is a big step towards strengthening investors’ confidence in the Indian debt market. The Code

58 Acquisition International - July 2016

provides a speedier insolvency resolution process and ensures timely recoveries in cases of default. The aim is to save viable businesses at an early stage and preserve their economic value. However, these benefits will only be visible in the long run and a few roadblocks may be visible in the initial stages of implementation. Certainly, the advent of the Code will improve the overall market sentiment and will increase investors’ confidence for long-term investments in Indian companies. In my view, it would protect the interests of not only the lenders/investors but also make the functioning of corporates efficient and efficacious. Further, in the long run, post the transition phase when once all the institutions/bodies under the Code are fully set up and functional, the debt market including the corporate debt market will probably see a boom. At present, the companies get entangled in litigation which erodes the economic value of a company by the time an arrangement is reached or the company is liquidated. The Code allows for early identification of distress and a limited period of 180 days for parties to reach a decision. It gives the stakeholders a platform to discuss whether a financial rearrangement is possible which can earn the creditors a higher economic value rather than closing down the business. If the creditors consider the business to be unviable, then the company goes into liquidation at an early stage. Therefore, the focus is on assessing, at an early stage, the viability and economic value of a company which has defaulted, and such early assessment and action is expected to provide better recovery rates for lenders. We have deputed, dedicated resource persons who have kept themselves abreast with the legal developments in the insolvency resolution regime. In addition we have a ready reckoner of professionals other than lawyers who will also play an integral role in providing full service for clients approaching us in this field. Since sound and effective insolvency resolution advice would involve integration of past experience and present knowledge, the firm’s robust litigation and banking practice will enable us to cater to the needs of investors in structuring and handholding of matters arising out of this Code. I think in light of recent regulatory changes, the biggest challenge for us would be to maintain our position as thought leaders.

Merger & Acquisition Afterthoughts 1607AC04

Company: Surplus Asset Management (SAM Auctions) Name: Ben Smith, Chief Strategy Officer Email: ben@ Web: Address: 4111 W. Clarendon Ave., Phoenix, AZ 85019 Phone: +1 602 442 4554

Merger & Acquisition Afterthoughts Surplus Asset Management works with hotels, casinos, grocery stores, restaurants, and retail at times of closures, remodels, and liquidations. With an extensive and targeted database of buyers, it converts FF&E from landfill waste to sales and leaves properties broom swept for new tenants.

With the current round of retail, grocery, and restaurant closures, Surplus Asset Management (SAM) has seen an uptick in growth as these businesses consolidate and cut out non-performing locations within chains. Often in this process, inventory is redistributed or liquidated, leaving the locations filled with furniture, fixtures, and equipment (FF&E). That is where SAM comes in. Specialising in FF&E, from appraisals and valuations, to sales and removal strategies, SAM is the industry go-to for companies of all sizes throughout North America. With 29 years of experience and deep pricing knowledge, SAM is able to efficiently and accurately discern scrap from saleable equipment, not only producing revenue, but also offering green alternatives diverting equipment and recyclables from landfills.

SAM’s team of seasoned professionals work throughout North America on closures, remodels, and liquidations across multiple verticals, including hotels, casinos, grocery stores, restaurants, and retail. They quickly establish price points and develop logistics plans, securing a path for the chain to vacate the property. SAM’s breadth of services, aggressive timelines, and ability to leave properties “broom swept” for the next tenant have built their reputation on getting projects done on-time and on-budget. SAM manages not just liquidations and auctions, but is also called in to assist in inventory removal, warehousing, and logistics by turnaround managers, bankruptcy courts, and fiduciaries of all sizes. With facilities and partnerships throughout the United States, Canada, and Mexico, SAM continues to grow and has seen their revenues double from last year. This aggressive growth in the “shut down” field is fuelled by the current state of mergers and subsequent closures based on bottom lines. We caught up with Ben Smith, SAM’s Chief Strategy Officer, and he outlined some of these trends and shared his vision on the company’s extraordinary growth. “The face of retail and restaurants has been changed by e-commerce,” Smith explained. “The trend is to evolve and test various footprints and begin to create distribution points instead of straight retail environments. This change means both closures and major changes to remaining locations. That’s where our team at SAM comes in. We take the guesswork out of the process of by changing out assets and get the maximum value while selling them on our client’s behalf. Bottom line, we maximise value and minimise risk.” “Marketing is a huge key and SAM has focused on developing a database and segmenting specific buyer personas so that each sale is maximised based on the equipment up for sale, Smith explained. “With over 26,000 active buyers and state-of-the-art digital resources, SAM is able to efficiently advertise, market, and attract buyers in any region.” FF&E may always be an afterthought in a merger or acquisition, but with SAM partnering on a project, it can become a profit centre – not a loss. For companies expanding or resizing on any scale, that’s a major benefit to the bottom line. To learn more, you can contact them at Acquisition International - July 2016 59


CONTACT DETAILS Company: Baxter IP Name: Chris Baxter Email: Web: Address: 1 Bligh St, Sydney, NSW 2000 Telephone: +61 2 9264 6716

Best Full-Service Patent Attorney Firm – Australia Baxter IP is a full service, end-to-end patent attorney firm with head offices in Sydney and Melbourne. Together, we offer the combined resources of a closeknit network of highly experienced patent attorneys and experts in software, engineering and pharmaceuticals IP who are poised to protect our clients’ assets. We are one of only a handful of mid-size IP firms in New South Wales and part of a closely collaborating group of independent companies, offering clients the resources of a large corporation but with predictable pricing on a capped-fee basis, so that they can budget and plan their IP strategy accurately. Our 2000+ strong client base ranges from a number of well-known multinational corporations, universities and SMEs to venture capital firms, business start-ups and successful entrepreneurs, all of whom benefit from our breadth of expertise and experience. From experience at some of Australia’s most wellknown R&D companies like ResMed, IP Australia and CSIRO to reputable patent attorney firms in Sydney and Melbourne, our team has it all, giving us a comprehensive perspective on intellectual property. All of our patent attorneys are here to help clients achieve their commercial goals, not gain protection for their IP. We carefully match each client with the right patent attorney who is an expert in their technology sector, depending on the exact services they require (e.g. filing of patent application, IP strategy or valuation). This means our clients reap the multiple benefits of working with a patent attorney who is an expert in their technology area, who understands their idea and its technical and commercial context more quickly, can identify potential points of novelty or inventiveness more easily, can identify how a competitor might attempt to circumvent their claims more easily in order to defend against this, can extend the scope of their claims with logical variations and may be able to provide them with some general commercial advice or contacts in the industry. Most businesses have tangible assets that make up only a small fraction of the total value of the business. The remainder of the value has traditionally been referred to under the broad term “goodwill”, and little effort has been made to identify, quantify or plan around this value. Discrete items of intellectual property can in some cases make up more than 80% of a business’ value. When the management of a business has a good understanding of its intangible assets, they can leverage them for maximum value and attract favourable attention from prospective investors. Without a patent, an innovation is an intangible idea of questionable value, with nothing to stop a third party from copying the idea and unfairly reaping the benefits of the inventor’s work.

60 Acquisition International - July 2016

A granted patent provides an inventor with monopoly rights over the technology, process or system they have invented, in a specific market, for up to 20 years. This exclusive right to make money from the invention has very obvious value, provided that the owner has a viable plan to transform the idea into profits, either by manufacturing and selling it themselves or by licensing it to others and collecting royalties. For many companies this monopoly is the primary reason for seeking patent protection, and provides a solid foundation for business success. However, a successful patent application can have many other advantages for a business, such as increasing its attractiveness to investors and contributing to a higher company valuation. In regards to IP Protection there is no correct approach, the right strategy for each organisation will often depend on a huge number of factors therefore it’s vital to take a thorough, strategic approach analysing the IP portfolio, the technology and the market in each individual case. Baxter IP’s advantage lies in our experience in securing robust international protection for our clients’ innovations, and in knowing how to tailor patent, trademark and registered design applications to maximise profits in licensing or sale negotiations. The potential of a patent or trademark to offer a wide scope of protection depends on the way it is drafted, and that is where a highly experienced patent & trademark attorney is critical for success. We are passionate about providing intellectual property and advice that genuinely helps clients achieve their commercial goals. We possess the highest standard of business ethics and ensure our advice always serves the best interests of our clients. If matters become contentious, we have an experienced and pragmatic negotiation and legal enforcement team with a strong track record of successful outcomes in oppositions before IP Australia and litigation in the Federal Court. This means that we can approach our clients’ IP from every angle, bringing together our legal, technical, financial and commercial understanding. Our software work has covered fields as diverse as security systems, cryptography and blockchain to software used by the military. Our medical devices work has covered a broad range of therapeutic applications and formulations such as devices used by surgeons and more complex integrated medical systems.

Best Full-Service Patent Attorney Firm – Australia

Looking ahead to the future, The Australian IP market has experienced significant change in the last two years, with two large competitors listing on the ASX and another two or more to follow this year. They will have a significant cash advantage. We remain committed to excellent quality work for our local and foreign clients and as always remain nimble, commercially-oriented and cost-effective.

Acquisition International - July 2016 61

Best Boutique Litigation Firm – USA 1607MS40

Company: Darger Errante Yavitz & Blau LLP Name: Craig Blau Email: Web: Address: 116 East 27th Street, 12th Floor, New York, NY 10016 Phone: 001 (212) 452-5300

Best Boutique Litigation Firm – USA Darger Errante Yavitz & Blau LLP is a litigation firm based in New York offering creative, practical and cost-effective solutions for the variety of issues confronting businesses today. Darger Errante Yavitz & Blau LLP was founded by Jennifer Darger, Vincent Errante, Judith Yavitz and Craig Blau in 2011. As a litigation firm we pride ourselves on being attentive, responsive and dedicated to our clients’ individual needs

Being named ‘Most Outstanding Law Firm 2016’ is an honour and it is pleasing to see the effort of our staff has been rewarded. But for us this is just the start as we look to enhance our reputation and identify the opportunities out there which we can take advantage of. In short, we offer big firm service and results, at small-firm rates. The firm now has over 50 employees, having started in 2011 with less than 20. Having said that, our partners and lawyers have over 100 years of experience between them all. The firm also has a very high retention rate, as it is very rare that anybody leaves us. This offers our clients a unique advantage, as they are getting staff who have vast experience, and therefore get the best bang for their buck. Our attorneys have a national reputation for expertise and success in defending and managing complex product liability cases, mass tort claims, business disputes, and real estate matters for Fortune 100 companies, small businesses and individuals. We have spent years developing and honing our legal skills at top international law firms, and we bring this “big firm” experience to every facet of our practice. Darger Errante Yavitz & Blau LLP have a large commercial property department, with a particular specialism in asbestos defence litigation at a local, national and regional level in the New York state.

The firm serve as the New York City Defence Liaison Council, where we coordinate the significant asbestos litigation in New York, for dozens of law firms and hundreds of companies. The firm has been involved in a couple of high profile victories with defendants, one of which was instrumental in having a deferred docket created for non-malignant asbestos cases in New York, and we have effectively saved thousands of cases where it has not manifested a physical injury. The firm has had great success in getting cases severed from consolidated trial groups, so the point is that in these asbestos cases they want to have as many such cases as they can have together, because it results in sympathy and each case bolsters the other. As a company, we offer an excellent client service and consider our firm to be one with a very friendly and approachable team. The firm responds to clients promptly and resolves their issues, aiming to relieve their pressure and stress. At all times, keeping the client informed is of the upmost importance, and ultimately we try to find a solution to their problem. In addition, the firm is very good at communicating the issues to clients and trying to help them in the best way possible. The future Looking ahead to the future, Darger Errante Yavitz & Blau LLP would like to expand on the firm’s international work within and outside New York. Right now, we are at a crossroads in New York City in terms of asbestos litigation and as such we are heavily involved in the CMO renegotiation process with our adversaries, lawyers, liaison and the judge. It is unclear as to how that will unfold but we are in the mix. Finally, we have been told that we have assembled the dream team of asbestos lawyers, and I think we have created a great team with a very collegial working environment. In addition, we have great diversity, because two of our equity partners are women, two of our non-equity partners are women and we overall more than half of our lawyers are women. We also have African and Asian employees too. Looking ahead to the future as the industry changes arguably the main challenge for us is going to be to remain at the cutting edge of new developments. However, with a highly skilled team we are confident we remain well equipped to deal with future challenges.

62 Acquisition International - July 2016

Best Woman-Owned Technology Consultants – Washington IW160029

Company: Sophus IT Solutions Name: Suba Sundar Web:

Best Woman-Owned Technology Consultants – Washington First established in 2010, Sophus IT Solutions are a Technology consulting firm based out of Seattle. We got in touch with the founder Suba Sundar to find out more about the company and to hear her thoughts on winning this prestigious award.

As a company, Sophus IT Solutions enables companies to move from traditional info-tech systems and platforms to new and nimble platforms and services by architecting, designing and co-creating these solutions with our clients. The firm’s consulting services are supported by our distinguished consultants trained in emerging technologies. Sophus IT Solutions encourage large enterprises in the USA to move away from legacy systems and traditional info tech practices to new and nimble platforms such as social, location, mobile, Iot ,analytics and cloud technologies. My key role in the company is to ensure each and every one of our clients are provided with superior IT thought leadership followed by flawless execution. I am an Economics major from India, and completed my MBA in 2009. I worked with Microsoft as a consultant for a short period before forming the company in January 2010. My vision was to tap into the void created by the recession on the information technology marketplace. The big firms were pricy and small firms were not relevant on new age skills, so I aimed to solve this problem with Sophus IT Solutions. The solution was to partner with our clients and devise custom and tailored solutions for new age skills at attractive price points, with little or no upfront commitment from clients.

In regards to challenges I have faced as a woman working in the corporate environment, even when I knew that large organisations would benefit immensely from our consulting skills, there were layers of people from the procurement team through to the actual buyer. In my early days, I struggled with these layers, and deals fell through because I could not reach and talk to the buyer directly. However, over the years expanding my network and credentials has helped me circumvent the layers and reach the buyers. I have learned over time that confidence & trust building starts internally. Once the deal is done, then execution and delivering on time requires both skill and wisdom. Here I have seen spending time on the plan helps you meet the deadline. I have a policy of over-communicating throughout the execution and delivery phase. I have found this keeps everyone on the same page and provides the necessary urgency in sticking to commitments. At present there are very few female entrepreneurs in the IT Industry and in my opinion, that needs to change. Right now there is a lot of action in the info tech space. My advice would be for women to take time to understand how the high tech wave works and pursue high growth opportunities in the IT field. I strongly recommend female entrepreneurs to specialise in a “micro niche” within the IT industry and be creative in approaching opportunities. The future for the info tech industry is very exciting and Sophus is well poised to take on the opportunities it’s presented. With the team currently collaborating with industry leading brands Sophus IT Solutions have a unique opportunity to work alongside the best minds in the industry. The IT market place provides an opportunity for companies like ourselves to focus on emerging engineering practices and high tech transformations. The firm’s method to achieve growth and significance in the marketplace is to unlock value for our clients by high tech transformation initiatives. Acquisition International - July 2016 63

Best African American Owned Business - California IW160043

Company: Yolanda’s Construction Administration & Traffic Control, Inc. Web: Address: 280 Newhall St San Francisco Ca. 94124 US Phone: +1 415-647-2682

Best African American Owned Business - California Yolanda’s Construction Administration & Traffic Control (YCAT) offer a highly diverse range of administrative and traffic control services, to support public and private sector clients on engineering-construction projects.

YCAT takes tremendous pride in the fact that our owner Yolanda Jones was the 1st African American woman to be a licensed C-31 Contractor in the State of California. However, this achievement is just one of the many successes our company has achieved, and over the years we have continued to go from strength to strength. In 2012, San Francisco Small Business Network named her company the Small Business of the Year, and in 2013 the National Council of Negro Women, Inc. named her Business Leader of the Year. Our staff represent extensive experience with the transportation industry, including rail transit and highway/roadway projects, as well as other heavy civil projects. YCAT are experienced in working with construction teams onsite, and interfacing with diverse communities to support high-profile infrastructure projects in the Bay Area. Additionally, the firm is familiar with local agencies and the local contracting and consultant community.

64 Acquisition International - July 2016

In terms of our services, YCAT can narrow them down into six areas: office administration, document control, traffic management services, labour/contract compliance, traffic management equipment leasing and stakeholder communications support. Our clients have included some big names in the San Francisco Bay area, including San Francisco Water Power Sewer, Swinerton Builders and Aecom. YCAT works in a highly competitive industry and there are a number of ways that we separate ourselves from our competitors. First and foremost, the firm offers our services at an affordable rate and professional standard, which is why we have accumulated such a diverse client base. Furthermore, we understand the requirements for managing construction under operating conditions. Looking ahead to the final half of 2016 and beyond, YCAT are confident that we will continue to grow and prosper. Although there will be a number of challenges we will need to overcome to succeed, our experience and expertise means that we are well equipped to build upon our success.

Businesswoman of the Year 2016 – Shropshire IW160049

Businesswoman of the Year 2016 – Shropshire Kitchen Thyme is a Shropshire-based business offering bespoke culinary experiences and cookery courses. We got in touch with Sabrina Zeif to find out more about the company and to hear her thoughts on winning this prestigious award. My career has been an exciting one, having lived around the globe working as a medical representative within pharmaceutical sales at senior level. After many years within the industry I decided to follow my real passion and set up a business that would combine my love of cooking and international cuisine with teaching others. Company: Kitchen Thyme UK Name: Sabrina Zeif Email: Web: Address: Oxen Business Court, Shrewsbury SY3 5AL, Shropshire, UK Phone: 07855 341 516

Primarily Kitchen Thyme provides bespoke culinary experiences which take influence from Cajun and Caribbean cuisines. The business draws on my experience living in different countries and focuses on bringing together flavours from around the world. We create unique experiences incorporating the Caribbean spirit of fun, laughter and never taking things too seriously. We specialise in corporate team building and dining experiences. Cooking is a great medium to bring teams together in which you can use creativity, building confidence and enjoy time together. With the kitchen as the setting, teams collaborate in a lively and fun environment. All our experiences help participants understand flavours, allowing them to combine herbs and spices with confidence. Rooted in the celebration of life reflected in the Cajun and Caribbean cultures, our experiences follow this mantra.

In addition we also run monthly Supper Clubs. These are dining experiences with a set menu of around six tasting plates. The menu changes monthly and guests are given a description of each dish and its heritage before each course is served. The staff here at Kitchen Thyme are key to the success of the firm. They have passion for our concept and help to make our all of our offerings special. I know how important it is to treat staff well, and I pride myself on making sure anyone who works for Kitchen Thyme is well looked after. Like many other businesses, my company’s biggest challenge is reaching a wider corporate market in the UK. As this continues to grow, I would also like to attract an international audience. My first year has been an amazing adventure. I’ve achieved my goal of creating a company that’s a fusion of great food and business. Our Supper Clubs offer a truly different experience and are now in very high demand. My cooking show (Cooking with Sabrina Zeif) is being launched at the end of July on Simply Good Food TV.

Acquisition International - July 2016 65

Most Empowering Life Coach 2016 - Bath & North East Somerset IW160045

Company: Liz Walton Therapies and Coaching Name: Liz Walton Email: Web: Phone: 07986 869 547

Most Empowering Life Coach 2016 - Bath & North East Somerset Liz Walton is a holistic therapist and coach. With more than 19 years’ experience in the therapeutic industry, she has built up a wide repertoire of tools and techniques, from aromatherapy and massage to NLP and The Journey process, which allows her to create a bespoke and personalised service for each of her clients. Secondly, she is an experienced leader, speaker and trainer. For the last four years, she has been building a team of Arbonne consultants, providing them with essential training and career support. She also facilitates workshops through her therapy work, and leads the Bristol Central group of networking group Women Mean Biz, and also a chapter of the enACT business

Liz Walton is a firm believer in the inherent potential of every human being, and she is passionate about seeing people freed from the blockages that limit and hold them back. Her goal is to empower her clients to access their inner resources in order to flourish and succeed, whether that be in relationships, health, work or life in general. Personal coaching Over the past 20 years, Liz has built up a wealth of experience that allows her to work uniquely with each of her clients, bringing together the right combination of therapeutic approaches to create a bespoke session or programme just for you. Working on your needs Liz is passionate about releasing the potential within each of her clients, which means working on the specific challenges and growth areas

66 Acquisition International - July 2016

facing an individual. She has particular experience coaching people who are dealing with fertility issues, depression, grief and sexual abuse. Working at your pace Whether you want a one off session to clarify a key issue in your life, or an ongoing programme that allows you to delve more deeply into the areas you want to explore, Liz offers a range of packages to suit your needs, your budget and your availability. Working with the right tools From NLP and massage, to flower remedies and the journey process, Liz has qualified in a wide range of complimentary therapies for body and mind, giving her the freedom to tailor her coaching services to specific needs, guided by her innate intuition and many years of experience.

M&A Deal Lawyers as Project Managers

M&A Deal Lawyers as Project Managers Company: McDermott Will & Emery LLP Name: Byron Kalogerou Web: Company: Verrill Dana LLP Name: Dennis J. White Web:

Navigating a company through an M&A transaction is always interesting, frequently complicated, and sometimes scary. There is no shortage of challenges in traversing such transactional waters – multiple parties with different agendas, thorny legal, accounting, tax and other issues, timing and budgetary constraints along with different geographies, legal regimes, time zones and even languages. Deal lawyers are often asked to take the helm for such exercises. In doing so, however, they view themselves principally as providers of legal advice, not as navigators or project managers. These days sophisticated clients expect sound legal advice as a given. What they are increasingly seeking are trusted legal advisors who understand and help them achieve their business objectives with efficiency and transparency, and most importantly, without surprises. Recognising these emerging realities, the M&A Committee of the Business Law Section of the American Bar Association (the ABA) four years ago formed a Task Force on Legal Project Management in M&A comprised of over 70 lawyers from law firms and corporate law departments as well as consultants and academics. In co-chairing the Task Force, our objective was to develop a set of practical tools, that transactional lawyers could readily customise and implement to achieve their clients’ objectives. The first phase of the work of the Task Force has been captured in a new ABA publication entitled “Using Legal Project Management in Merger and Acquisition Transactions – A Guidebook for Managing Deals Efficiently and Effectively.” The Guidebook includes checklists, templates and other tools that can be downloaded and customised to suit particular M&A deals and other corporate transactions.

Following the natural progression of a transaction pre-deal, deal and post-deal – the tools include: • An acquisition task checklist; • An outline of a scoping discussion as well as a deal management discussion between the client and its law firm; • A deal kick-off meeting checklist; • An early due diligence assessment list; • A deal issues negotiating tool; • A roles and responsibilities chart; and • A post-matter assessment checklist. The Guidebook also includes a menu of alternative fee arrangements and M&A billing codes for the entry of attorney time in a consistent manner, thereby yielding information helpful for budgeting and estimating. By being equipped to become proactive project managers, rather than just being “accidental” project managers, transactional lawyers will be better positioned to meet their clients’ needs. Article written by Byron Kalogerou of McDermott Will & Emery LLP ( kalogerou-byron-s) and Dennis J. White of Verrill Dana LLP (

Acquisition International - July 2016 67


Invest your funds and earn up to 12% interest per year with our secured peer to peer lending platform. Grow your capital with an up to 1% monthly return. Join the thousands of investors funding shortterm, secured UK bridging loans.


60-Second Interviews In this illuminating section, we take a look at the wonderful work of a variety of successful businesses across the globe, including London, the USA and Australia. In the UK, ‘anything, anywhere, anytime’ is the infectious motto of Diamond Logistics, who reveal their ambitions for the future. Also in the UK, we look at the story of how in April 2007 two women entrepreneurs joined forces to launch a bespoke property company, Property Divas Limited, covering North West London. The work of Migration Consultants Australia Pty Ltd, a Melbourne-based consultancy specialising in temporary and permanent corporate sponsorship visas, is explored in another special feature. Asset management, legal services, immigration services and consultancy are all covered in a fascinating series of interviews that lift the lid on what makes these marvellous companies successful, what challenges they face and what inspires them.

Centaur Asset Management Ltd Centaur Asset Management is the multi-award winning international asset management and investment advisory division of Centaur. The business of Centaur is to provide international asset management and investment advisory services, and investment structuring for individuals, advisors, fund sub-advisory clients, institutions and other divisions, portfolio companies or subsidiaries of the wider Centaur Group. In an interview with the firm’s Director of Business Development - Franklin Connellan, he reveals the main priorities and challenges for Centaur Asset Management Ltd. Company: Centaur Asset Management Ltd Name: Franklin Connellan Email: Web: Address: Boulevard Plaza Tower 1, Level 11, Unit 1102, P.O. Box 26878, Dubai. United Arab Emirates Phone: +971 4 2752000

What does your client base look like? Institutions, Family Offices, Private Banks, HNWI & Sophisticated Investors. What makes you unique? Part of our strength lies in our diversity, scale, and the calibre of our people. Centaur has the ability to source transactions/investments, conduct all of the due diligence and investment analysis in house, structure transactions/investments pre- dominantly in house and invest a mix of proprietary capital and third party capital into such transactions/investments as a mixture of debt and equity. What are the major challenges facing your firm at present? We are experiencing a high demand from financial advisors, wealth managers and other distributors worldwide for our investment products, in particular for our monthly paying high yield fixed income securities. Managing these channels is proving to be quite a challenge, considering we have partners in just about every major jurisdiction. What are the main priorities for your business? We aim to grow our assets under management on the wealth management side to US$3 billion by 2017 and mining and natural resources’ assets under management to US$2 billion by early 2018.

70 Acquisition International - July 2016

The main priorities are to continue to seek out unique opportunities in the market, add value and deliver high returns (whilst honouring and upholding the Centaur Group ‘Mission’) to serve all our stakeholders, investors and employees through transparency, integrity and excellence and to operate with prudence, financial discipline, and committed performance. The team is driven by intensity, vision, innovation, integrity, intellectual curiosity and a strong sense of investment and ethical values. What is your company’s biggest challenge? Talent acquisition is proving to be one of our biggest challenges right now. With an ever increasing number of portfolio companies and subsidiaries, finding talented people who embrace the ethos of Centaur can indeed be challenging. We credit the success of Centaur to its employees, but for us to continue to sustain our rapid expansion, we need to continue to attract the best in the industry. What business and business person do you most admire and why? It is difficult to single out one person or business because there is so much to learn from so many.

60-Second Interviews

Migration Consultants Australia Pty Ltd Migration Consultants Australia Pty Ltd is a Melbourne-based consultancy specialising in temporary and permanent corporate sponsorship visas. They also provide expert advice and assistance on most visa categories including skilled sponsored/independent, graduate, parent, partner and business skills. In a compelling interview, Farrel Savitz lifts the lid on what makes the firm unique, and the significant challenges they face in 2016. Company: Migration Consultants Australia Pty Ltd Name: Farrel Savitz Email: Web: Address: Suite 314, Level 3, The Jewel, 566 St Kilda Road, Melbourne Vic 3004 Australia Phone: +61 (0)3 9533 6670 Skype: farrelwork ConsultantsAustraliaPtyLtd

What variety of clients does your firm work with? A wide range of organisations from multinationals to start-ups, individuals and families seeking to live and/or work in Australia. We have successfully assisted hundreds of applicants from many different countries on a wide range of visas. We also work with many organisations that provide their own migration in-house services, however seeking additional outsourced migration assistance on an ongoing basis. What makes your firm unique? Over the years we have developed effective ways to assist our clients. We offer an alternative to large migration consulting businesses, by providing personalised services to every client. Clients use our services because they trust us to go “the extra mile”. They understand that we believe in our services. We are also unique in that we offer collective expertise which spans almost 40 years whereas many migration consultancies rely on recently registered migration agents to dispense advice to clients with complex migration issues. What are the most significant challenges facing your firm at present? Australian Migration Law is extremely challenging and constantly changing. We have to keep on top of those changes whilst at the same time meet our clients’ expectations of providing expert advice and assistance.

What is the key priority for your business? To be the most sought after Australian migration consultancy. Finally, what business or business person do you most admire and why? Microsoft and Apple as they are constantly innovative, evolving and adapting. One of MCA’s recent success stories: Jim Richardson Vice President Solutions Strategic Project Solutions, Inc (USA) “SPS secured a contract for critical work on an oil and gas mega-project off of WA, where it was imperative to secure Australian work visas for our team. We partnered with Farrel Savitz, Principal Migration Consultant at Migration Consultants Australia Pty Ltd to ensure the expedited processing of these visas. The team at MCA proved to be extremely knowledgeable in Australian immigration law and Farrel was very efficient in simplifying the complexities of the laws for our understanding. They also excelled as Mobility Advisors as this assistance was needed throughout the process. MCA’s effectiveness and high level of work ensured SPS’ sponsorship approval and secured the work visas for our team were approved sooner than expected. MCA managed the process from start to finish and were engaged through the entire process. Their level of expertise and effectiveness is unparalleled and we would gladly use them for any and all our future Australian immigration matters in the future.”

Acquisition International - July 2016 71

2014 Copperstone Capital. All rights reserved.


Copperstone Capital is an investment management firm founded in 2009 with offices in Moscow, Russia and London, United Kingdom. We manage wealth for high net worth individuals and institutions through various hedge fund strategies. 16 Sadovnicheskaya Street, Moscow, 115035, Russia T +7 495 988 0010 F +7 495 951 1410

HEDGEfund awards2015 Best Russian Fund (Since Inception)




60-Second Interviews

Residency Bond Program Ltd Residency Bond Program Ltd offer a variety of investment immigration options, each of them is the best in one sense or another. The Hungarian program only provides permanent residence, but it is the best value for the money. Although obtaining Cyprus citizenship is the most expensive, it is also the most satisfying solution.

Company: Residency Bond Program Ltd Name: Laszlo Gaal Email: Web: Address: Alvinci u 17, 1022 Budapest, Hungary Phone: +36 1 700 4330

Antigua and Barbuda do not offer European citizenship, but a wide range of visa-free travel for a reasonable price instead. Working with the best immigration lawyers, Residency Bond Program Ltd provides their clients with a full scope and all-inclusive personal assistance. We caught up with Laszlo Gaal, who lifts the lid on the firm’s ambitious plans for the future, and explains how the biggest migratory wave of the last 70 years has put Europe and the Schengen treaty under tremendous pressure. Who are your clients? We find that many people are looking to enhance their lifestyle by travelling or living in Europe. Some of them are willing to invest a considerable amount of money in obtaining European residency or citizenship. Our clients come from everywhere in the world (except Europe), most of them are businesspeople. What makes your company unique? We do not play the ‘trusted advisor role’, we just collaborate. We are well aware that the future of their family is the most important for our clients. We work together with our clients aiming to find a solution that satisfies them. They know what they want, we know what is possible, so the result is the best possible solution. What are the biggest challenges facing you at present? The world around us is changing, and so is Europe. The biggest migratory wave of the last 70 years has put Europe and the Schengen treaty under great pressure. The terror in Paris and Brussels has only increased the crisis. All this is creating an atmosphere of uncertainty and fuelling fears for the future.

We do not have the philosopher’s stone, and we do not know the future of the European Union. However, we are convinced that nations of Europe should collaborate, and border-free travel has been one of the great achievements for European citizens as well as for foreign travellers since the establishment of the Schengen zone 30 years ago. What are the aims of your business? We have ambitious plans for the future. We also recognise that we operate in a world of permanent crisis and increasing egoism. However, we believe in friendliness and collaboration. We strive to make our clients’ life easier and to help them in securing their family’s future. I do not think that a business should grow every year, and the profit should always be in the focus. We love to know new people and hear about their lives. Collaboration is our mission. What are your company’s biggest challenges? To achieve our aims stated above. What business/business person do you most admire and why? Perhaps, I do not have businessman blood but I don’t particularly admire any individual in this field. However, I would rather say, I treasure a number of individuals, whose lives have served me as role models.

Acquisition International - July 2016 73

Don't Find Fault, Find a Remedy

Company: Law Square Name: Karin Winters Email: Web: Address: Woluwedal 20 1932 Sint-Stevens-Woluwe, Belgium Phone: +32 2 7107368

Law Square is an independent law firm of over 40 business & tax lawyers which provides the full range of business law services. The main areas in which they provide expert legal advice are Corporate & commercial Law – including mergers & acquisitions, corporate law and corporate structuring, corporate compliance, business contracts, consumer regulations, intellectual property and ICT, privacy and data protection, governance, compliance and antitrust; Tax policy – dispute resolution & litigation and Real estate. In a 60 second interview with Karin Winters, she reveals what sets the firm apart from others, and the greatest challenges they face in the 21st century.

What makes your firm unique? On the one hand, our privileged relationship with PwC in Belgium: many of our team members were part of PwC before joining Law Square. This means that our legal expertise is not only based on theory, but also on practical experience acquired from working very closely with experts in tax, finance, accountancy, IT and business consultancy and many more other areas. On the other hand, Law Square works on a daily basis with the PwC Legal network, which is one of the most extensive global legal networks, with over 2,500 corporate lawyers in 85 countries. We provide truly integrated and global legal services with more addedvalue than competitors can boast. Who are your clients? Law Square serves both national and international clients, in both the public and private sectors.

74 Acquisition International - July 2016

What are the aims of your business? To continue providing the same high-level service and the unique capabilities of our lawyers to our clients, to offer our legal expertise and the practical and technical experience which enables the successful completion of their projects. What are your company’s biggest challenges? Our main challenge is to run as fast as our clients: with technology opening new ways of doing business on a daily basis, our clients are running very fast... but laws and regulations generally drag some years behind. As lawyers, it is our passion to navigate amongst these two worlds. What business/business person do you most admire and why? Henry Ford, because he had an ‘open mind’. And this made him a great engineer, a great business man, a great team leader. Ford reflected his ideas in great quotes, including one which I try to apply as a lawyer: “Don’t find fault, find a remedy”.

60-Second Interviews

Company: BMO Global Asset Management Email: institutional.enquiries@ Web: institutional Phone: +44 (0)20 7011 4444

BMO Global Asset Management BMO Global Asset Management is the asset management arm of BMO (Bank of Montreal), one of Canada’s largest banks. The firm’s expertise extends across the full range of asset classes including equities, bonds, liabilitydriven investment, multi-asset, ethical investing, absolute return, credit strategies, property and alternatives. A spokesperson for the firm reveals more in an exclusive 60 second interview. What does your business do? Today, we manage over €200 billion* in assets, with more than €88 billion of this managed out of the EMEA region. We offer a truly global service, operating in 29 cities and 18 countries. Our clients have access to the experience and local knowledge of teams in our investment centres in London, Chicago, Toronto and Hong Kong, together with those in our suite of specialist investment boutiques. Our clients consist of the following: • Pension funds (57.0%); • Insurance companies (24.3%); • Charities, foundations & non-profits (0.1%); • Corporate and other institutional clients (18.7%).

mikecphoto /

What makes you unique? Clients tell us that we are distinguished by our unique combination of our proven investment innovation, client service and ongoing interaction with them to ensure that our approach will not only deliver for them today but continue to deliver in the future.

Our Liability Driven Investment capabilities have been successful in offering our clients bespoke matching solutions. We are proud to offer the same level of innovation on the return seeking side with recent launches of Global Absolute Return Bond strategies and Global Equity Market Neutral which complement our existing Multi-asset and Equity capabilities. Performance, people and investment excellence are what matter to us because that is what matters to our clients. What are the aims of your business? With an intense client focus we aim to be one of the industry’s most innovative and responsive investment managers, offering clients more options - more service – and more routes to investment success. Our vision is to be a leading provider of investment solutions for our clients globally. Our approach is to work with our clients to understand their needs and deliver excellence in investment performance, client service and operational governance. Our investment capabilities and range are developed and evolved to successfully provide the investment solutions to meet their investment portfolio requirements. Meeting our clients’ performance objectives is critical to our business. Even more critical is protecting our clients’ capital in times of stress, therefore our investment solutions integrate risk management throughout the investment process and have the flexibility to take advantage of the broad range of capabilities within the BMO Global Asset Management framework. This enables us to deliver the most efficient, diverse and cost effective portfolios to suit our clients’ varying risk and return profiles. Our investment division comprises multiple teams of experienced investment professionals, operating within a culture motivated by delivering success for our clients. What are your company’s greatest challenges? Our challenges are the same as our clients’. In demanding markets, we strive to deliver investment solutions that meet our clients evolving investment goals. *As at 31st March 2016

Acquisition International - July 2016 75

Diamond Logistics Diamond delivers excellence via its one stop logistical solution. From Post to Pallet. Urgent, same day or overnight. By motorcycle, van, carrier network of international agent. Locally, nationally and globally. So we deliver. Anything, anywhere, anytime. Their niche is local business, national coverage. In an engaging interview with Kate Lester, she reveals the ethos of the company, and their ambitions for the future.

Company: Diamond Logistics Name: Kate Lester Email: Web: Address: Unit 9, The Pines Business Park, Broad Street, Guildford, GU3 3BH Phone: 01483 536888

76 Acquisition International - July 2016

Who are your clients? Diamond Logistics is a “business to business” company, with account holders who use our services again and again. We work with SME’s, blue-chip corporate and local government and healthcare providers, we deliver anything, anywhere, anytime.

What is the biggest challenge facing you at present? Time – is busy scaling a business this fast! What’s the aim for your business? Within 10 years, we will be in the top 3 courier companies of our type in Europe in terms of client satisfaction, depots and revenues.

What makes you unique? It’s the non-asset based one stop logistics solutions. It’s very scalable, lean and dynamic – and provides great opportunities for our clients and stakeholder alike.

What’s your company’s biggest challenge? Recruiting Diamonds – our kind of network partners and team members. If we get that right and the rest is easy!

Our Core Values. We are passionate about Shared Success © - our business is based on mutually beneficial partnerships. We are a really good company to trust, work for and belong to. We under promising and over deliver. And we are the GO TO people for Logistics.

What business/business person do you most admire and why? I like partnership models like John Lewis or Unipart. I love the idea that the entire work force can own and belong to a business, building not just for now but for generations of people in the future.

60-Second Interviews

Property Divas Limited Name: Helen Duncan Director / Sales Michelle Barr Lettings Manager Sara Cane Senior Sales / Lettings Associate Laxmi Hussain Marketing / Property Manager Company: Property Divas Limited Email: Web: Address: 34a Rosslyn Hill Hampstead London NW3 1NH Phone: 020 7431 8000

In April 2007 two women entrepreneurs joined forces to launch a bespoke property company covering North West London. As the company developed, they brought on board experienced and motivated professionals with a wealth of diverse property knowledge to offer a full range of made-to-measure services across the property spectrum; thereby providing a “one stop property shop” for their clients.

What does your business do? Our ethos being to look after our customers as we would wish to be treated ourselves, we have become well known for our personalised approach. The entire team strives towards this work ethic; nurturing long term relationships with clients through a variety of bespoke services. With the focus being on service and long term strategic planning for the client, we are committed to helping explore and facilitate property solutions through property sourcing, sales, rentals, property management, rejuvenation, refurbishment and portfolio handling. We nurture and develop relationships with vendor, purchaser, landlord and tenant alike. Who are your clients? These………………! “Your company is doing a lot to alter my (and many others) perception of UK estate agencies - much appreciated.” JS “Property Divas Is an excellent estate agency, wellmanaged and forward thinking.” “This is the best team of agents I have ever worked with over the last 10 years and I would not change.” “The best, as I’ve worked with many in my area.” “Confidence that my tenants are managed well” What makes you unique? A handpicked team of highly experienced and motivated property professionals backed by unparalleled market knowledge and renowned for our personalised approach, we’re dedicated to helping our clients buy, sell, rent and let in the capital. Focusing on service, we provide honest advice and cost-effective solutions, tailored to every need. Whether you’re looking for management services, interested in the current rental and/or sale value of your investment property or home, are considering refurbishing, or simply searching for your dream home, explore everything we do at www. What is the greatest challenge you are facing at present? The economic back drop in which we operate is ever undulating and evolving, whilst the pronounced influx of new legislation in 2015/ 2016 proves ever increasingly time consuming to administer. We have always adopted the mantra to self - regulate and subscribe to accredited bodies but now we have to ensure that we adopt the right

balance and do not focus on this at the expense of the exemplary customer service we aspire to give every day. Our clients have come to expect that so nothing less will do. In a highly competitive market comprising online agencies and international competitors in NW3, we remain focused on the fact that excellent service is key and sets us apart from the norm. What is the company’s biggest challenge? To keep evolving. Never stand still. Don’t get stale. Respond to market conditions and what the customer is asking of us. Be flexible. Rise to challenges. Advise clients by always (without exception) exploring their options. Honest advice, not supposition, being key. What are the main aims for your business? To grow, but never at the expense of integrity, value for money and exemplary service to all of our customers at all times. Our customers of today become our clients of tomorrow. We have a long term approach through nurturing relationships and have been privileged to grow through recommendations and referral. Reinforcing this, we were awarded exclusive membership to the prestigious ‘Guild of Professional Estate Agents’ December 2015. Guild Membership is only granted to one agent in a given area, meaning we have been judged to meet The Guild’s exacting membership criteria We remain committed to our principles of good, honest and personal service for which we have become known, combining expert market knowledge, exemplary customer service with nationwide marketing power. What business/business person do you most admire and why? Anyone, (whether in the public eye or not) who has, against all odds, followed through with their own goals and aspirations when all around them thought them foolish, and in doing so have overcome great obstacles and become successful at what they do. Such people are inspirational. I know some...

Acquisition International - July 2016 77

Name: Pisut Rakwong, Esq., MCIArb. Company: Silk Legal Email: Web: Address: RSU Tower, 8th Floor, Suite 805, 571 Sukhumvit Road, North Klongton Watthana, Bangkok, Thailand 10110 Phone: +66 (0)2-107-2007

Giving up is the Greatest Failure Silk Legal provides legal services in all manner of corporate law, commercial litigation and arbitration, inbound investment, real estate transactions, due diligence, tax law, research, investigation and other matters. In an interview with a spokesperson from the firm, they share their thoughts on what makes Silk Legal unique, and who inspires them in all that they do to serve their clients to the best of our ability. Who are your clients? Our clientele includes multinational corporations, regional-sized firms, non-government institutions, foreign law firms, as well as high net-worth individuals and foreign entrepreneurs. What makes your company unique? What makes every law firm different is the people who comprise the firm. Our partners and associates are able to use their knowledge, capabilities, and connections to government authorities to formulate creative solutions to the various challenging problems that face our clients. What are your biggest challenges facing you at present? The number of law firms continue to grow as more and more lawyers set up their own firms with very low cost bases. This means increased competition and increased pressure on charge out rates. What is the most important aim for your business? The most important of our firm is simply to serve our clients to the best of our ability and to focus our practice on handling the legal aspects of business and corporate transactions. Our solution-oriented characteristics ensure that our clients’ goals will be achieved one way or another regardless of apparent impasses they are facing. What do you see as your company’s biggest challenge? Our firm’s business has expanded rapidly in a very short period of time. We began operating in September 2015, and have grown more than 400% since that time. Our next challenge is that we are seeking to expand our firm’s presence to other countries in the region. What business person do you most admire and why? Jack Ma. According to Ma, “giving up is the greatest failure.” If you go out, try your best and fail to achieve your goal but see it through to the end you are a success. Like all great leaders, Ma recognises that a person is able to learn the most from obstacles and hardships. They key to success is persevering and learning from your mistakes.

78 Acquisition International - July 2016

60-Second Interviews

Ferguson Snell & Associates Ferguson Snell & Associates Ltd is a niche immigration service provider, helping employers and individuals to apply for and manage their UK Sponsor Licence, visa and work permit requirements as well global immigration and transfer of talent around the world. They assist corporations, SMEs and private clients with their visa applications and mobilisation of their migrant workforce to any global location, of which the firm’s Tony Butterworth reveals more about in this intriguing and topical interview. Company: Ferguson Snell & Associates Name: Tony Butterworth Email: Web: Address: Forum House, First Floor, 15 – 18 Lime Street, London, EC3M 7AN Phone: +44 (0) 203 668 2700

Bruno Mameli /

Who are your clients? Ferguson Snell & Associates have a wide range of clients ranging from magic circle global law firms, financial services, IT, oil and gas, fashion, sports, to social media. The firm also works with high networth and VHNW individuals. What makes your firm unique? We pride ourselves on offering an end-to-end service, which recognises our clients’ needs. The team at Ferguson Snell & Associates offers every client one direct point of contact so that they can be assured of a professional, personal and timely service. The firm’s USP is a global offering with high touch service and creative solutions to meet the requirements of the client. What is the biggest challenge facing you at present? Following the ‘leave’ decision of the Brexit Referendum, the negotiation of the UK’s exit and it’s effect it will have on companies and their EU employees as well as UK employees in the EU is still unclear, which ultimately still puts us in an uncertain position. The challenge we have – as do our peers – is to prepare businesses for any urgent deployment or change of immigration rules for our

clients’ migrant workforce, as well as addressing any individual concerns EU employees may have. Apart from that, UK immigration has become a business where the biggest challenge is the increasing cost in bringing in foreign talent when there is a gap in the market here. But this challenge is not exclusive to the UK. It’s a global issue which different countries face. What is the primary aim of your business? Ferguson Snell & Associates aim to work in partnership with the clients we serve, ensuring their continued compliance with the immigration laws, while also offering innovative advice and solutions. The company’s goal has always been to put immigration on the corporate agenda, for the economic growth of our client base. By knowing the client’s development and progression plans and corporate strategy, Ferguson Snell & Associates are therefore in a better position to provide a manageable immigration process for the clients we serve. This could cover anything from mass transfers, new markets and even urgent deployment. The immigration process becomes cost and time effective, therefore meeting corporate demands.

Acquisition International - July 2016 79

Join 108,000 Subscribers in Over 170 Countries What are you Waiting for?

60-Second Interviews

Telamon Engineering Consultants Inc Telamon Engineering Consultants, Inc. (TECI), established in 1993, is a San Francisco based Local and Women Owned (LBE/WBE) professional engineering firm providing civil engineering, land surveying, construction management and governing agency permitting services. TECI has expertise in managing large-scale, multi-disciplinary, capital projects with a high degree of design complexity as Mennor Chan reveals in this compelling interview.

Company: Telamon Engineering Consultants Inc Name: Mennor Chan Email: Web: Address: 855 Folsom Street, Suite 142, San Francisco, CA 94107 Phone: 001 415-837-1336

First of all, can you tell us what wealth of experience your firm offers? The firm’s broad experiences ranges from master planning, infrastructure design to site-specific projects including institutional, commercial and residential development, utility investigation and relocation, roadway and traffic engineering, storm water management, ADA code compliance review and design, CADD support, value engineering and peer review, and QA/QC Review. Who are your clients? Top tier national Private Land Development, Architectural, Engineering, Construction (AEC) firms and different public agencies (City, State) What makes your company unique? TECI has developed a reputation for being responsive, providing quality services and establishing long-term working relationships with various City of San Francisco agencies, as well as other SF Bay area agencies. We thoroughly understand the challenges, standards and process unique to San Francisco and its surrounding cities and have the track record to successfully navigate and deliver outstanding results.

What are the biggest challenges facing your business today? Facing an explosive industry growth, the biggest challenge TECI faces today is scaling up resource capacity while maintaining the highest standard of quality. What is the fundamental aim for your business? Going forward, my goal is to provide opportunity, mentorship and inspiration for “Next Generation Women Leadership” in the field of Engineering; to create a positive impact on Global Sustainability Footprint and to enable a sustainable future through innovative Civil Engineering solutions. What is your company’s biggest challenge? The company’s biggest challenge is recruiting top talents with similar mind-set the right cultural fit. What business person do you most admire and why? I admire Steve Jobs not only for his Vision and Legacy, but also his tenacity to learn from his mistakes, his courage to challenge status-quo and his drive to innovate and charter new frontiers.

Acquisition International - July 2016 81

Distinguished in Dispute Resolution, 2016. Litigator of the Year, Mexico Company: Oscós Abogados Name: Dario Oscos Email: Web: Address: Paseo del Río (Joaquín Gallo) No. 53 Chimalistac, Del. Coyoacan. C.P. 04340 México, D.F. Phone: +52 (55) 1253 0100 2016’s Most Innovative Accountancy Firms in the UK Name: Martin Dobbing Email: Web: Address: Creative Industries Centre, Wolverhampton Science Park, Glaisher Drive, Wolverhampton, WV10 9TG Phone: +44 7815623421 Most Innovative Law Firm of 2016, UK Company: Ashfords LLP Name: Garry Mackay, CEO and Partner Email: Web: Address: 1 New Fetter Lane, London, EC4A 1AN Phone: +44 020 7544 2424

82 Acquisition International - July 2016

Most Exceptional Business Awards 2016 Company: Ap. PapaconstantinouN.K. Hlepas & Partners Law Firm Name: Dr. Apostolos Papaconstantinou E-mail: Web: Address: 30-32 Patriarchou Ioakim str., Athens-Kolonaki 10675, Greece Phone: (+30)

2016 Intellectual Property Practitioner of the Year, England Company: Insignia IP Services Ltd Name: Carmel Corcoran, Director Email: Web: Address: Compass House, Vision Park, Cambridge CB24 9AD Phone: +44 1954 201 522

2016 Intellectual Property Practitioner of the Year, Scotland Company: jtTM Consultancy Limited Name: Jude Tonner (Director) Email: Web: Address: 272 Bath Street, Glasgow, G2 4JR Phone: +44 7927 983197

2016 Intellectual Property Practitioner of the Year, Germany Company: NESSELHAUF Rechtsanwälte Name: Dr. Volker Knies Email: Web: Address: Alsterchaussee 40, 20149 Hamburg, Germany Phone: +49 40 4118810

Winners Directory

2016 Intellectual Property Practitioner of the Year, Germany Company: Forresters Name: Dr. Matthew Barton Email: Web: Address: Skygarden, Erika-Mann-Str. 11, 80636 Munich, Germany. Phone: +49 (0) 89 2441 299 0 Distinguished in Dispute Resolution 2016, Cyprus Company: Patrikios Pavlou & Associates LLC Name: Stavros Pavlou, Senior & Managing Partner Email: Web: Address: Patrician Chambers, 332 Agiou Andreou Str., 3035 Limassol, Cyprus Phone: +357 25 871 599

2016 Business Leaders Company: Moore Stephens Isle of Man Name: Clive Dixon Email: Web: Address: PO Box 25, 26-28 Athol Street, Douglas, Isle of Man, IM99 1BD Phone: +44 (0)1624 662020 2016 Intellectual Property Practitioner of the Year, China Company: Lian & Lien IP Attorneys Name: Xiaofeng Liu Email: Web: Address: 3rd Floor Beijing Tower, No.10, East Chang An Avenue, Beijing 100006, China Phone: +86 10 65288 888

2016 Intellectual Property Practitioner of the Year, Japan Company: YUASA and HARA Name: Kozo Yabe Email: Web: Address: Section 206, New-Ohtemachi Building, 2-1, Ohtemachi 2-chome, Chiyoda-ku, Tokyo 100-0004, Japan Phone: +81 3 3270 6641 2016 Intellectual Property Practitioner of the Year, South Korea Company: Lees & Co. Name: Lee, Doo Hee, Ph. D. Email: Web: Address: Suite 1309, West wing (Hanshin Inter Valley Bldg., Yeoksam-dong) 322, Teheran-ro, Gangnam-gu, Seoul 06211, Korea Phone: +82 2 2183 0050

Acquisition International - July 2016 83

Distinguished in Dispute Resolution, 2016 Company: Grandall Law Firm (Beijing) Name: Xie Yu Email: Web: Address: 9/F, Taikang Financial Tower, 38 North Road East Third Ring, Beijing 100026 China Phone: +86 10 6589 0631 Distinguished in Dispute Resolution 2016, India Company: Anand and Anand Name: Neha Avasthy Email: Web: Address: First Channel Building, Plot No. 17 A, Sector 16 A, Film City, Noida 201301 (UP), India Phone: +91 120 4059300 Distinguished in Dispute Resolution 2016, Indonesia Company: Adnan Kelana Haryanto & Hermanto Name: Stefanus Haryanto Email: Web: Address: Chase Plaza, 18th Floor, Jl. Jendral Sudirman Kav. 21, Jakarta, Indonesia Phone: +62 21 5208270

84 Acquisition International - July 2016

Distinguished in Dispute Resolution, 2016, Litigation of the Year, Thailand Company: PricewaterhouseCoopers Legal & Tax Consultants Ltd. Name: Somboon Weerawutiwong Email: Web: Address: 15th Floor, Bangkok City Tower 179/74-80 South Sathorn Road Thungmahamek, Sathorn Bangkok 10120, Thailand Phone: +66 (0) 2344 1000, +66 (0) 2824 5000 Fax: +66 (0) 2286 2666 2016 Most Innovative Hedge Fund Manager Company: Stats Investment Management Co.,Ltd Name: Masahiko Iwai Email: Web: Address: 1-7-20 Hirakawa-cho, Chiyoda-ku, Tokyo 102-0093 Japan Phone: 0081 3 6380 8496

Most Innovative Law Firm of 2016, China Company: Globe-Law Email: Web: Address: 9/F, Tower C, Parkview Green Fangcaodi, No.9 Dongdaqiao Road, Chaoyang District, Beijing 100020, China Phone: +86 10 8451 2800 2016’s Most Innovative Shipping Company in Qatar Company: Noble Global Logistics. Name: Jason Arnedo Email: Web: Address: Eemar Building, 4th Floor – Office No: 408, Alwakra Main Street, P.O. Box 9097, State of Qatar Phone: +974 44918970

Winners Directory

African Business Awards 2016 Company: Fabri South Africa Name: Ricardo Costa Email: Web: Address: Shop 32 Design Quarter, Cnr. William Nicol & Leslie Avenue east, Fourways, Johannesburg, South Africa Phone: 0114673540 Most Innovative Conveyancing and Litigation Firm 2016, South Africa Company: Rorich Wolmarans & Luderitz Name: Julize Meintjes Attorney, Conveyancer and Notary Email: Address: Block C Equity Park 257 Brooklyn Road, Brooklyn Pretoria 0181 Phone: +27 12 362-8990

Most Innovative Legal Firm 2016, South Africa Company: Marius Stenekamp Attorneys Name: Marius Stenekamp Email: Web: Address: Shop 2, Little Greece, 65 George Street, PO Box 1170, Strand, 7139 Phone: 021 837 1235 Most Innovative Commercial Law Firm 2016, South Africa Company: Hewu Inc. T/A Hewu Attorneys Email: Web: Address: Ground Floor, Block 9, Fourways Office Park, Cnr Fourways Boulevard & Roos Str, Fourways, Johannesburg, South Africa Phone: +27 (0)11 465 7901

Most Innovative Boutique Law Firm 2016, South Africa Company: Myburgh Attorneys Name: Bruce Myburgh Email: Web: Address: Menlyn Maine, The Regus Building, 3rd Floor, C/O Mercy & Amarand Ave, Waterkloof Glen Oof Ext 2, Pretoria Phone: +27 (012) 346 3670 2016’s Most Innovative Shipping Company in Ghana Company: Glory Ship Services Name: Francis Danyo Address: Hospital RD. House N0 AB1 Comm, 8 Tema, Ghana Telephone: 0023 3244985556 Email:

Acquisition International - July 2016 85


Clients are our business Dedicated to your success

DMH Stallard is a full service, award-winning law firm that is passionate about winning and passionate about client care. It’s not by chance we have one of the highest levels of repeat business in the industry.

At DMH Stallard we remember every second of the day that it is our performance that counts.

AI July '16  
AI July '16