Heidi Lipton has over a decade of experience between Goldman Sachs and McKinsey’s New York Financial Institutions practice. Now at Rock Creek, she specializes in guiding companies through financial distress, developing strategic solutions, and building consensus among stakeholders.
In Spring 2024, Lipton played a pivotal role in the going concern sale of Kologik, a SaaS provider for Law Enforcement and Public Safety agencies. The company faced creditor pressure after a failed investment banking process.
With four weeks to secure bids, Lipton’s team navigated complex board and creditor dynamics and determined an insolvency process was necessary. They secured multiple offers and negotiated an all-cash stalking horse bid well above expectations. The bankruptcy judge praised their pre-bankruptcy process as so comprehensive it bypassed the need for a court-supervised sale, saving time and resources.
Lipton sees a growing trend toward risk-sharing between buyers and sellers. In today’s market, buyers often hesitate to commit to all-cash deals, prompting creative deal structures to bridge valuation gaps.
She excels at structuring deals that maximize value by incorporating equity in a NewCo, milestone payments, royalties, rolling debt, or tax incentives—capturing long-term upside for both sides.
Lipton distills her experiences in distressed deals into five key lessons:
- It’s never over until the wire hits the bank
- Always have a backup bidder
- Overcommunicate
- Expect complications and stay detail-oriented
- Time kills deals—move quickly and take the best offer
She believes great dealmakers combine strategic preparation, active listening, and clear, adaptable communication. She also emphasizes that no deal is closed alone—it takes a team to deliver results. Her personal approach includes:
- Listen more, talk less
- Have a strategy—not a script
- Communicate with purpose
Lipton’s skill in navigating complex, high-stakes situations has made her a trusted dealmaker and leader in the field.
