Greece is increasingly attracting the attention of global strategic investors, according to Rob Follows, founder and chairman of STS Capital Partners, an international mergers and acquisitions (M&A) firm that has managed more than 1,000 transactions with a total value of over 100 billion dollars.
Rob Follows emphasized that Greece has left behind the problems of the previous decade and now appears more stable and attractive for investment. As he explained, the interest of strategic investors is focused on sectors such as tourism, innovation and technology – sectors with high growth potential, especially when combined with greater extroversion on the part of Greek businesses. Strong interest is also recorded in the agri-food sector, which maintains competitive advantages.
For all these reasons, STS Capital Partners recently signed a strategic exclusive representation agreement in Greece with the Greek business and investment group GPA. The agreement was sealed in the presence of Rob Follows and Vince Willis, Managing Director of STS, in Athens, together with the GPA leadership team, led by Anastasios Spanidis, Vasilis Balanis and Konstantinos Papazafeiropoulos. “This partnership confirms that Greece now holds a prominent place on the global investment map,” he emphasized.
He placed particular emphasis on the distinction between international strategic investors and venture capital. As he explained, strategic investors do not simply seek returns on capital, but look for businesses that fit their long-term vision, leveraging synergies and building added value over time. This significantly differentiates their strategy from investment funds, which usually focus on a short-term investment horizon.
STS Capital Partners, according to him, operates exclusively from the seller’s side, targeting acquisitions by strategic investors. As he said, the company follows a model he calls “Extraordinary Exits”, with the aim of not simply selling a business but creating long-term value for all parties involved. He began his journey by selling his first company for 27 times EBITDA, an experience that was the starting point for the founding of STS.
The strategy he proposes includes two main axes: the search for investors with a clear vision of growth (Selling to Strategics) and the connection of business success with a social footprint (Success to Significance). According to him, the sale of a company is not simply the end of a business cycle but an opportunity for restructuring, new investments and development initiatives that can have a positive impact on both the economic and social levels.
At the same time, he underlined that the success of a transfer does not lie only in the agreement itself, but also in the appropriate preparation that precedes it.
The steps leading to a successful strategic exit
In this context, he highlighted some key steps that entrepreneurs should take into account before proceeding with a potential exit:
-Strategic planning: The preparation process should begin well before the transfer decision.
-Setting goals: It is crucial for the entrepreneur to understand the reasons that lead him to exit and the goals he wants to achieve.
-Forming a team of advisors: From legal and tax experts to CFOs and acquisition specialists, the right team is crucial.
-Targeting strategic buyers: Finding investors who recognize the true value of the business is a key element of success.
-Transparency in financial data: Clean balance sheets and clear financial analyses enhance the credibility of the business.
-Evaluating options: Carefully exploring all alternatives is essential.
-Focus on the footprint: The exit should not be solely about the financial result but also about the footprint that the entrepreneur wants to leave.
-Planning for the future: It is important to map out the next step after the exit.
“A strategic exit is not just a financial act. It is the culmination of a business journey and, at the same time, the starting point of a new chapter,” concluded Follows.
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Source: ANA-MPA
