Deal Alert 
SCD Advisory acted as adviser to DyFlex Solutions on their strategic partnership with Five V Capital
07th February 2025 7 min. read
Transaction Enablers image"/>
Latest Insights
First M&A blog of FY25 with 2 SCD deals!
July 31st 2024 6 min. read
SCD Advisory acted as sell-side adviser to ProQuest Consulting on their sale to Decision Inc.
November 19th 2024 4 min. read
Dozen of deals in May including an SCD Advisory transaction
May 31st 2024 10 min. read
M&A deals in Aug in the People and IP-based sectors
September 04th 2024 4 min. read
Pemba Business Services Dinner
I would like to extend my heartfelt thanks to Pemba Capital Partners for hosting the Business Services Dinner 2024 at the iconic Quay restaurant in Sydney. It was an honour to participate as a panellist alongside such accomplished leaders in the Australian business services ecosystem. The evening offered a unique opportunity to exchange ideas on critical topics, including when to consider an exit, the benefits of international growth, and the building blocks of a champion business.
Below, I’ve summarized some of the key points I shared during the evening’s thought-provoking Q&A session.
Insights from the Q&A Session
Pierre, in your experience in working with people-based businesses, what are some of the key criteria for success?
B2B services businesses are fundamentally people- and IP-based, so creating intangible and asset-light value is critical. At SCD, we have created a methodology to evaluate such businesses through the “4Ps”:
- Purpose: Alignment across clients, stakeholders, and shareholders on the value proposition, strategy, and benefits.
- People: Building a business that doesn’t depend on individuals, even great ones.
- Process: Discipline around internal processes and intellectual property.
- Performance: Scalability through measurable and balanced metrics.
Ultimately, the human factor—culture, values, people—is at the heart of these dimensions and critical for M&A succe
Pierre, how important is international growth for Australian businesses?
International growth should be approached strategically. Achieve a critical mass in Australia first (ideally $100M+ in revenue) unless your market size is a limitation. For an exit, targeting specific geographies (for example ANZ) can optimize valuation through market premiums.
Often, deals involving global buyers generate better outcomes due to their geographical specific interests. So pragmatically, ensure your international operations align with the responsibilities of decision-makers at large buyers.
Pierre, you have decades of experience in finding international buyers like Capgemini and IBM for Australian businesses. What do these buyers typically look for?
Key attributes buyers seek include:
- Growth, Growth, Growth: Sustainable top-line growth, market share, and synergies. Demonstrate confidence by maintaining or initiating growth projects.
- People: Reasonable, adaptable, and collaborative individuals who can manage change effectively.
- Low Risk/High Trust: Be prepared but not overly perfect, as showing areas for improvement fosters collaboration and mitigates perceived risks. Strategic buyers want a clear “why” and “how” for the deal.
What advice would you give to a founder wanting to build a champion Australian services company?
Surround yourself with the right people—aligned shareholders, loyal staff, value-added advisers, and demanding clients. Be bold, think big, and stay disciplined. Invest in emotional intelligence (EQ) over IQ and prioritize attitude over aptitude. Most importantly, enjoy the journey!
Thank you once again to Pemba Capital Partners for a fantastic evening of insights and connections.
At SCD Advisory: We have developed a prep4sale workshop to increase your saleability and valuation when the time is right for you. Also, let’s discuss the specificity of People and IP-based business in this crucial preparation phase: info@scdadvisory.com
Written by: Pierre Briand, Founder & Managing Partner
Pierre brings 25 years of expertise in advising entrepreneurs, with a deep background in management and financial advisory across corporate finance, private banking, and wealth management. His extensive experience includes numerous sell-side and buy-side deals, IPOs, mergers, integrations, and consulting projects for both small businesses and large global corporations. As an established and highly regarded advisor, Pierre is known for his savvy, trusted guidance.
Pierre’s career began in Australia before he moved to France, where he worked with prominent business figures like billionaire François Pinault on M&A deals within the Artemis group. He then founded BC&D, an M&A small-cap firm in Paris, where he managed corporate advisory services across Europe, covering both origination and execution. His work extended beyond transactions, advising entrepreneurs on wealth management strategies to optimise the transition from business ownership.
In Paris, he held advisory roles at the Belgium Family Office (DeGroof) and as a senior private banker and head of the HNW segment for France at JP Morgan. Returning to Australia in 2015, Pierre established the ANZ subsidiary of a UK-headquartered M&A firm, executing 9 M&A transactions across Australia. In 2019, he launched SCD Advisory, where he has since completed 35+ transactions, earning multiple global awards in M&A advisory from 2021 to 2024. Notably, he was named ‘Deal Maker of the Year’ by Finance Monthly in 2022 for his sale of Hypothesis to McKinsey & Co.
Pierre graduated from the Business of Troyes in France and has a postgraduate in Corporate Finance from the University of Caen. He is also a certified Financial Analyst and a Graduate of the Australian Institute of Company Directors (GAICD). Pierre further enhanced his credentials by completing the “Leading Professional Services Firms” program at Harvard Business School. His track record and accolades highlight his dedication to excellence and his exceptional skill in delivering successful outcomes for his clients.
Pierre is French, Australian citizen, Overseas Citizen of India. He is married and has two children. He is passionate about international travel, gastronomy, sailing and golf. As an experienced sailor, his motto in business and life in general is: “We cannot direct the wind, but we can trim the sails”
Share
Other insights you may be interested in
Give us a call on +61 434 730 099. Or, email us at info@scdadvisory.com
or fill in our contact form and we will give you a call.