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	Podcast:		M&A Science
	Episode:		How Experienced Buyers Actually Make M&A Work
	Category:		Business
	Duration:		01:04:16
	Publish Date:		2026-01-26 07:08:00
	Description:		Carlos Cesta, Partner at Makanta Services M&A isn't just about closing deals, it's about making the deal actually work. Carlos Cesta, M&A advisor and founder of his own boutique advisory practice, spent 30 years on the buy-side at Verizon, Dentsu, Presidio, and NP Digital. He's worked 125+ deals across telecom, advertising, and digital marketing. Now he's flipped to advisory, bringing that buy-side operator mindset to entrepreneurs preparing for exit. In this episode of the M&A Science Podcast, Carlos Cesta, Partner at Makanta Services, breaks down how seasoned buyers really think about M&A. Not as a linear process, but as a series of decisions that constantly reshape one another. Carlos shares why strategy is as much about what not to pursue, and he also explains why one-size-fits-all deal templates fail, how earnouts are often misused, and what experienced buyers do differently to protect value after closing. Things You'll Learn: Why M&A strategy also means defining what you WON'T buy The deal spiral model experienced buyers use How to start integration planning before LOI How to structure earnouts that actually work Using deal structure earnouts as a risk management tool _____________________ M&A Doesn't Have to Be So Painful
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