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SebastianLuser/claude-code-arcane32026년 10월 27일 업데이트
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ma-playbook
M&A strategy for acquiring companies or being acquired. Due diligence, valuation, integration, and deal structure frameworks.
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SKILL.md(원문)
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M&A Playbook
Frameworks for both sides of M&A: acquiring companies and being acquired.
When You're Acquiring
Strategic Rationale (answer before anything else)
- Buy vs Build: Can you build this faster/cheaper? If yes, don't acquire.
- Acqui-hire vs Product vs Market: What are you really buying?
- Integration complexity: How hard is it to merge into your company?
Due Diligence Checklist
| Domain | Key Questions | Red Flags |
|---|---|---|
| Financial | Revenue quality, concentration, burn rate | >30% revenue from 1 customer |
| Technical | Code quality, tech debt, architecture fit | Monolith with no tests |
| Legal | IP ownership, litigation, contracts | Key IP owned by individuals |
| People | Key person risk, culture fit, retention | Founders have no lockup/earnout |
| Market | Market position, competitive threats | Declining market share |
Valuation Approaches
- Revenue multiple: 2-15x ARR for SaaS (industry-dependent)
- Comparable transactions: What similar companies sold for
- Acqui-hire: $1-3M per engineer in hot markets
When You're Being Acquired
Preparation (6-12 months before)
- Clean up financials
- Document all IP and contracts
- Reduce customer concentration
- Lock up key employees
- Build the data room
- Engage an M&A advisor
Negotiation Points
| Term | What to Watch |
|---|---|
| Valuation | Earnout traps (unreachable targets) |
| Earnout | Milestone definitions, measurement period |
| Lockup | Duration, conditions |
| Employee retention | Who gets offers, at what terms |
Red Flags (Both Sides)
- No clear strategic rationale beyond "it's a good deal"
- Culture clash visible during DD and ignored
- Key people not locked in before close
- Integration plan doesn't exist
Integration with C-Suite Roles
| Role | Contribution |
|---|---|
| CEO | Strategic rationale, negotiation lead |
| CFO | Valuation, deal structure, financing |
| CTO | Technical due diligence, integration architecture |
| CHRO | People due diligence, retention planning |
| COO | Integration execution, process merge |
Resources
references/integration-playbook.md— 100-day post-acquisition integration planreferences/due-diligence-checklist.md— comprehensive DD checklist by domain
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