How to Expand into the U.S. Market Through Acquisition: Key Insights from Global Experts

We held an informative globinar on "Expanding through Acquisition in the US Market". The session featured two distinguished speakers: Steve Lanier, President/Managing Director at American World Services Corporation, and Tom Thorelli, Owner & Partner at Thorelli & Associates. They shared a comprehensive look into the opportunities, legal considerations, and practical strategies for expanding into the United States via business acquisitions.

🎥 Watch the full recording here: **Watch now

US Market Trends and Opportunities**

Steve Lanier provided a thorough overview of the current US market climate, pointing out that it's largely a buyer’s market—thanks to a wave of baby boomer retirements. He outlined the advantages of acquiring a business, such as:

• Rapid market entry

• Established vendor and customer networks

• Immediate access to distribution channels

He also shared candid insights into potential drawbacks, including cultural integration, high capital requirements, and legal challenges.

The Importance of “Americanizing” Your Pitch

Steve emphasized the significance of tailoring acquisition pitches to US standards. A compelling, clearly defined growth strategy paired with a strong value proposition can dramatically improve engagement with potential acquisition targets. He also advised casting a wide net initially, rather than being overly restrictive with criteria.

Understanding Valuation & Debt in the US

Steve also touched on valuation norms, debt expectations, and relationship management in the acquisition process. He recommended that buyers consider arrangements where the seller retains a minority stake—helping to maintain operational continuity and trust.

Legal Aspects of Acquiring US Businesses

Tom Thorelli brought his legal expertise to the table, discussing everything from intellectual property protection to the setup of acquisition-ready legal structures. He underscored the importance of:

• Registering trademarks in the US

• Drafting clear contracts

• Taking preventive legal measures

• Considering cultural and HR implications

Acquisition Process & Due Diligence

Tom walked attendees through the acquisition process, explaining key legal tools such as the Letter of Intent (LOI) and Non-Disclosure Agreements (NDAs). He stressed the importance of robust due diligence—covering IP, employment, real estate, and environmental risks.

He also recommended including a covenant not to compete in acquisition agreements and suggested retention strategies for the seller to support transition and maintain brand integrity.

Creative Deal Structuring

From extended payment terms to earn-outs and seller financing, Tom illustrated several deal structuring strategies that can help both sides reach a favorable agreement.

**Navigating Tariff Wars

**

During the Q&A, Yogesh raised an important question about the impact of recent tariff wars. Tom noted that many foreign companies are responding by acquiring US firms to localize operations. Steve added that while tariffs are a concern, they should be weighed alongside broader strategic considerations.

Final Takeaways

Both speakers closed with practical advice for companies considering a US acquisition:

• Do your homework
• Engage trustworthy, experienced service providers
• Commit to the process

Doug wrapped up the session by highlighting future Global Chamber events and encouraging participants to stay proactive in exploring international growth opportunities.

Speakers:

Steve Lanier - President/Managing Director at American World Services Corporation

Steve Lanier has been actively helping European and international SMEs for over 25 years to develop the United States as an export market. Since the establishment of American World Services, he has worked with hundreds of companies and organizations developing their expansion and marketing activities in the United States. He brings years of expertise in developing customized strategies for each of AWS' clients, and he frequently presents at workshops and conferences using various case studies to demonstrate how to develop effective expansion strategies for the US market. Mr. Lanier has a Masters in International Affairs (international trade and development) from American University in Washington, DC, and a B.A. in Communication from Bethel University in Minnesota.

Tom Thorelli, Owner & Partner at Thorelli & Associates

Tom is a US lawyer with over thirty years of experience working with small to medium-sized foreign companies in minimizing legal risk when doing business in the United States. Thorelli & Associates, a four-lawyer firm, combines a broad range of expertise in the fields of intellectual property law, contract negotiations, corporate law, acquisitions, product liability preventive management, and immigration; all with small-firm attention to detail and customer service to create tailored legal solutions for its clients.

The firm’s clients range from high-tech startups to companies with software applications, telecommunications, medical devices, automotive and aeronautic industries, consumer products, security technology, consulting services, etc. Over the years, Thorelli & Associates has assisted over one thousand foreign companies in properly structuring their entry into the US. He is often invited to speak about an array of legal issues, including immigration, product liability preventive management, contract negotiations, etc.