Capital is not the constraint for most established businesses. The right counterparty is. We work with management teams to clarify what they actually need from a partner — strategic, financial or both — and to introduce them to a small number of credible names in our network.
When clients come to us
Usually after a board has approved an external capital decision in principle but is uncomfortable with the way the broader market would package the opportunity. The trigger might be a generational transition in a family group, a co-investor needed for an industrial build-out, or a strategic partner sought for cross-border distribution. Always for corporate clients, never for retail capital raising.
How we work
We begin with a positioning conversation — what the business actually offers a partner, on what terms, with what governance. From there we build a short, deliberately curated list of counterparties that fit, and we make introductions on a relationship basis. We do not run auctions, we do not earn placement fees, and we do not represent the buyer on the other side.
What we deliver
- Positioning memo and partnership thesis
- Curated counterparty shortlist with rationale
- Introduction sequencing and outreach plan
- Briefing materials for management meetings
- Deal-process advisory through term sheet
- Confidentiality and process discipline throughout
Typical engagement
Sourcing mandates run three to nine months depending on counterparty appetite. A senior partner leads with one supporting director. On the client side, the CEO and one board director are the principal counterparts, with the CFO involved as terms develop. We commit to a small number of mandates per year so that the process stays personal.
Why CGLA
We are an advisor, not a placement agent. Introductions are made because they fit, not because they pay. Our network in Tallinn and London is built around operating businesses and long-standing relationships, which means counterparties take the call seriously when we make it.
