Anatomy of a Business Deal for Tribal
Organizations and Enterprises

Tribes and tribal enterprises are increasingly “getting game” in structuring business deals and relationships with investors or partners. Because there are multiple players on both the tribal and partner sides, tribes need to get into the head of each player and anticipate their deal-making perspective. Tribes must also be aware of the minefields that they may encounter as you move toward closure.

With our expert instructors and hands-on scenarios, learn the ins and outs of deal structuring. Join Falmouth for this important class and leave with an understanding of the viewpoints of all of the players involved in the deal!


T O P I C S   I N C L U D E
What’s the Big Deal?
  • Concepts to understand before entering the game
  • Basic definitions
Deal Flow
  • Steps in the process
  • Tracking a deal through the maze
  • Rules of thumb
  • Lessons from the trenches
  • Right and wrong way
  • Doing the hustle vs. doing the homework
Take a Walk on the Wild Side
  • Players on both sides of the table
  • Profile of tribal deal players
Deal Structuring
  • Deciding what’s on the table
What’s It Worth?
  • Basics of business valuation
  • Basics of return on investment
Structuring Financing
  • Sources and uses of funds
  • Accessing capital
  • Leveraging
  • Staging
  • Financing
  • Basics of a term sheet
Migrating the Deal Minefields
  • Deal busters
  • Stone walls
  • Risk rapids
  • We have met the enemy and they are us
Case Studies
  • Structuring the business case
  • Financing the deal
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