Pitch book

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A pitch book (or pitch deck), also called a Confidential Information Memorandum, is a marketing presentation (information layout) used by investment banks, corporate finance firms, business brokers and other M&A intermediaries advising on the sale or disposal of the shares or assets of a business. It consists of a careful arrangement and analysis of the investment considerations of the client business and is presented to investors and potential investors with the intent of providing them the information necessary for them to make a decision to buy or invest in the client business.

Marketing is the study and management of exchange relationships. Marketing is the business process of creating relationships with and satisfying customers. With its focus on the customer, marketing is one of the premier components of business management.

Mergers and acquisitions transactions in which the ownership of companies, other business organizations or their operating units are transferred or combined

Mergers and acquisitions (M&A) are transactions in which the ownership of companies, other business organizations, or their operating units are transferred or consolidated with other entities. As an aspect of strategic management, M&A can allow enterprises to grow or downsize, and change the nature of their business or competitive position.

Key areas covered in a typical pitch book include information on the investment highlights, key financial figures, the company's core customers and diversification of the customer base, barriers to entry for competitors, ability and plan to achieve future projections, future growth opportunities, strength of management team, scalability of operations, opportunities in the external market place and known risks, not to mention disclaimers [1] [2] .

Full-service investment banking conglomerates, a.k.a. Bulge Bracket banks, compete to win the business of established clients as either the lead or co-manager of a syndicate. If a firm is less established, the firm, and not the investment bank, tends to make the pitch to secure the relationship. (See Regulation D) of the United States Securities Act of 1933

Bulge Bracket type of investment bank

The group of Bulge Bracket banks comprises the world's largest multi-national investment banks whose investment banking clients are usually large corporations, institutions, and governments. There is no definitive list of Bulge Bracket banks.

In the United States under the Securities Act of 1933, any offer to sell securities must either be registered with the United States Securities and Exchange Commission (SEC) or meet certain qualifications to exempt them from such registration. Regulation D contains the rules providing exemptions from the registration requirements, allowing some companies to offer and sell their securities without having to register the securities with the SEC. A Regulation D offering is intended to make access to the capital markets possible for small companies that could not otherwise bear the costs of a normal SEC registration. Reg D may also refer to an investment strategy, mostly associated with hedge funds, based upon the same regulation. The regulation is found under Title 17 of the Code of Federal Regulations, part 230, Sections 501 through 508. The legal citation is 17 C.F.R. §230.501 et seq.

The pitch book is also used by investment banks to market themselves to potential clients. It provides the bank with a chance to show and prove why the client should instruct them instead of any competitor.

The pitch book is not to be confused with a public information book ("PIB"), which is an internal resource for the investment bankers to glean transactional and historic information on a particular company. There are several types of pitch books, from general pitch books providing an overview of a firm to pitch books designed to best present the firm to potential service partners or, in M&A, to investors [3] .

The pitch book may employ a SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats). "Comps", or Comparable Company Analysis may also be presented. In a comp, an investment bank presents industry specific details, trends, macro- and microeconomic and company specific analyses, which support reasoning for a particular valuation.

SWOT analysis Identification of strengths, weaknesses, opportunities and threats

SWOT analysis is a strategic planning technique used to help a person or organization identify strengths, weaknesses, opportunities, and threats related to business competition or project planning. It is intended to specify the objectives of the business venture or project and identify the internal and external factors that are favorable and unfavorable to achieving those objectives. Users of a SWOT analysis often ask and answer questions to generate meaningful information for each category to make the tool useful and identify their competitive advantage. SWOT has been described as the tried-and-true tool of strategic analysis, but has also been criticized for its limitations.

There are many contributors to an intermediary's pitch book. In an investment bank contributors may include anyone from an analyst to an associate, a vice-president or even the managing director. As an example, a table of contents or outline will open the pitch book for discussion. Name, title, and department present a management description of the deal team and other contributors within the firm’s internal wealth of resources. An "overview", "financing requirements (such as satisfying Capex and capital budgeting)", and finally as mentioned a description of the company's universe, the "comparable company analysis" are all essential elements to an investment banking pitch book.


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Financial services economic service provided by the finance industry

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The Association for Corporate Growth (ACG) is an organization providing a global "community" for mergers and acquisitions and corporate growth professionals. Founded in 1954, ACG has grown to more than 14,500 members from corporations, private equity, finance, and professional service firms representing Fortune 1000, FTSE 100, and mid-market companies. There are 57 chapters in North America and Europe. These chapters meet regularly, support events and provide a forum for senior-level M&A professionals to network, share best practices and source deals.

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References

  1. "What is a CIM".
  2. "How to impress investors to buy your business".
  3. "What is a Public Information Book (PIB)?".

Further reading