The identification of targets
The identification of targets is fundamental to ensure that they correspond as closely as possible to the external growth project, bearing in mind that the perfect target does not exist (or rarely exists), hence the degree of flexibility and adaptability required from the purchaser to optimise the chances of success.
The challenge of identification is not the same from one sector to another.
In some cases, targets sought are nested in specific and/or regulated NAF activity codes, which simplifies selection through standard data sources such as DIANE.
Despite the apparent simplicity, the approach can be more complicated depending on the specific criteria of the project, for example, concerning specific professions and/or customer bases. Moreover, as size criteria are not always published or estimated, it is easy to overlook attractive targets.
Cross-reference data sources to expand the field of possibilities.
In the context of more complex projects where the know-how sought is specific and/or "buried" in general and voluminous activity codes, we need to cross-reference multiple data sources to broaden the field of possibilities. In order to respond to specific projects and searches for the "one-in-a-million" target, we have built up a unique database over the years, which now includes more than 550 specialised sources in different sectors and themes (trade fairs, clusters, professional organisations, directories, etc.).
Creation of the most complete panel of targets possible.
In addition to specific data sources, we also search the deep pages of Google in order to build up the most comprehensive panel of targets possible for each project. All of our work is documented to allow our clients to measure the depth of our research.
As a reminder, on average, we consult around 1,200 companies on a case-by-case basis per project.