Custodian BNY Mellon | Pershing, headed by Mark Tibergien, is primarily responsible for ensuring the safety of clients’ financial assets. But his firm also supports financial advisors in their growth. Since custody is highly commoditized in the financial services industry, Mark’s focus is value enrichment. He looks at the business of financial advice as the core proposition, which encompasses strategy and structure, people and processes, and managing the profitability.
In that context, Mark weighs the costs and benefits of a merger or acquisition, identifies the challenges of integration, and determines if there are any insights that will help buyers and sellers make informed decisions about the transaction. Mark and his associates at BNY Mellon | Pershing deliver higher value to their clients by serving as a resource and a trusted partner.
What to Look for When You’re Doing Deals
The reality is, some deals should be avoided entirely and you have to keep an eye out for key indicators. The market is booming right now because sellers are looking for liquidity and buyers want growth. Mark recognizes the extremely opportunistic scenario, but a lot of details are being overlooked due to the volume of deals. Buyers are drawn to a shiny lure and they fail to address important factors that drastically impact the health of the final product. Are you able to digest everything that is happening in order to create synergy and build a brand? Are the employees going to stay with the organization or move to a new firm? At the end of the day, the client comes first in a service-based industry, so you need to determine whether or not they will be better off post-transaction.
Beyond the Core Proposition
BNY Mellon | Pershing’s business model has value beyond the management of financial assets and they practice what they preach. The financial services industry is comprised primarily of small, closely-held businesses that underestimate the process. Many firms have not built businesses to last so they are seeking liquidity instead of investing in an enduring business. Succession is a growth strategy, not an exit strategy, and Mark is helping people open their eyes to that notion. Evaluating deals, the reasons for doing them and the impact of private equity, market cycle and other factors in this maturing industry are crucial as is expanding the diversity (including age, gender and race) is hugely important to the future of financial services.
Click here to listen to the episode of Fueling Deals where you will learn key indicators for determining whether or not you should do a deal and what Mark has brought from other industries into the financial services space.
Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker. He is also the creator and host of the Fueling Deals Podcast.
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