EXPERTO EN FUSIONES Y ADQUISICIONES | Lo que tu empresa vale no es lo que crees | Andrés Martínez

Andrés Martínez doesn't define himself as a career finance professional. He describes himself as a production engineer who ended up finding his niche in finance by a stroke of luck. Today, he's the Director of M&A (mergers and acquisitions) at Estrategia en Acción, and in this episode, he takes us behind the scenes of one of the most complex processes in business: buying and selling companies. We discuss why between 70% and 90% of mergers fail, the myth of "7 times EBITDA," the famous value gap, and something that completely changes the conversation: an M&A process isn't just about numbers, it's also about psychology. Because ultimately, selling a company isn't just any transaction. For many, it's a lifetime's work. Don't miss this new episode of Estrategia en Acción. 📊 If you want to access and download the documents used during the M&A masterclass with Andrés Martínez—including the presentation and the Excel spreadsheet with the live valuation exercise—click on the following link: 👇 https://drive.google.com/drive/folder... Follow us on our social media: 📹YouTube: @estrategiaenaccion 📱Instagram: estrategiaenaccionbi 📱TikTok: estrategiaenaccionbi Episodes: 00:00 Trailer 01:12 Episode Introduction 02:54 Who is Andrés Martínez? 05:51 His Business Journey and His Arrival at Estrategia en Acción 08:58 BLOCK 1: Why Are Companies Acquired? 13:03 When is the Best Time to Sell My Company? 17:21 BLOCK 2 Types of Buyers in an M&A Transaction 28:57 BLOCK 3 Typical Process in an M&A Transaction 36:10 Difference Between Competitive vs. Bilateral Processes 40:31 Reasons Why an M&A Transaction Can Fall Apart 45:30 BLOCK 4 The Difference Between a Company's Value and Price 48:58 BLOCK 5 How is a Company Valued? 56:34 Real-World Example of a Retail Company 1:08:21 EV/EBITDA Method in Company Valuation 1:11:16 BLOCK 6 Drivers That Generate the Most Value for a Company 1:15:59 What is WACC and Perpetuity/Terminal Value in a Valuation? 1:24:10 BLOCK 7 Due Diligence in an M&A Process 1:26:48 BLOCK 8 Structuring a Transaction 1:31:47 BLOCK 9 Mergers and Acquisitions in M&A 1:34:47 BLOCK 10 Preparing to Put a Company Up for Sale 1:39:30 Best Financial Advice 1:40:21 Favorite Mistake 1:41:42 Key Takeaway from the Episode 1:42:39 Episode Closing