DealCloud’s EMEA client development director, Matthew Hardcastle, was recently
featured in EMEA Finance in an article titled “Dealmaking in the age of Covid-19.”
In the article, Hardcastle discusses the shift from traditional deal-making processes to the processes dealmakers are currently using. With remote working now the norm, deal-making has had to step away from face-to-face meetings and investor roadshows. With this shift has come challenges, but there have also been opportunities of virtual deal-making for dealmakers who leverage purpose-built deal and relationship management technology.
“We are hearing consistently that pre-deal work has easily shifted to the virtual environment,” said Hardcastle. “Connecting with counterparties and early motions are easy to do over a virtual meeting and in many ways easier than trying to complete in person. This balance shifts once you move to the late stage of a transaction where it is hard to replace in-person negotiations to get deals over the line.”
Reliant on roadshows, investor meetings and face-to-face negotiations, deal-making is first and foremost about relationship building. This time last year, it would have been hard to imagine a capital raise that occurred entirely virtually, or an M&A deal in which the two parties never meet.
In 2019, DealCloud appointed Matthew Hardcastle as Client Development Director, based in London. Previously, Hardcastle served as Assistant Director at Inflexion, a London-based, mid-market private equity firm that is a DealCloud client. There, he worked across deal origination, execution, fundraising, and value creation as well as led Inflexion’s implementation of DealCloud that now underpins these key activities. This hands-on knowledge will help inform client strategy and support for EMEA clients moving forward.