THE DEALMAKER: David Sands hesitates to take sole credit for the deals he has landed. He insists his success is largely due to the skills of the multifaceted team at Sheppard Mullin Richter & Hampton.
“We have a team of six associates who know the industry from beginning to end,” Sands says. “There’s no issue we come across that we haven’t dealt with before, and there’s not much that’s novel to us.”
Sands acted as buyer’s counsel to Cookie Jar in its purchase of DIC, and also represented Cookie Jar in a dispute with American Greetings in which the card company claimed it had the right to control any transaction involving Strawberry Shortcake and Care Bears properties. Sands discovered that, according to its contract, it didn’t.
KEY DEALS: Represented the four minority owners of Reveille in its sale to Shine; Cookie Jar acquisition of DIC and American Greetings’ Care Bears and Strawberry Shortcake properties; Endemol acquisition of 51 Minds and Original Media.
DEALMAKER DOS: “Let your client make the decision. Know the other side as well as you know your own client. Understand the cultural issues surrounding an international transaction. Be available 24/7.”
DEALMAKER DON’TS: “Don’t keep something from your client when you learn it. Don’t fly solo. Don’t surprise your client, and don’t surprise the other side.”
TOP DEALMAKERS ENCOUNTERED: John Chachas, Craig Jacobson and Skip Brittenham.