一つひとつの案件がつくり上げた成長・ショーン・ファンさん

ショーンさんは、ファミリービジネス、コモディティトレーディング、金融業界など多様なキャリアを経て、日本M&Aセンターシンガポールに入社しました。シドニー大学卒業後、家業である船舶用品事業に携わり、その後金融業界で複数の職務を経験。さらに中国系鉄鋼グループで現物コモディティトレーダーとして活躍。現在は日本M&Aセンター シンガポール現地法人のシニアコンサルタントとして、M&Aを通じた長期的な経営目標の実現をサポートしています。ショーンさんに自身を形づくった経験や大切にしている価値観について聞きました。

※所属・肩書等は取材当時。

―M&A業界に興味を持ったきっかけと、日本M&Aセンター シンガポール現地法人への入社理由を教えてください。

私がM&A業界に興味を持ったきっかけは、実はM&Aそのものではなく、「事業」や「起業家精神」への関心でした。大学卒業後、友人の多くは一般的な企業への就職ではなく、家業を継いだり、自ら起業したりしていました。彼らと会うたびに、事業の成長、オペレーション、顧客対応、経営課題などについて話す機会が多くあり、企業が社会の課題を解決し、市場ニーズに応えることで価値を創造していることを強く実感するようになりました。

一方で、私自身も時計の売買事業を営んでおり、仕入れから販売、顧客管理、収益創出までを自ら経験しました。その経験を通じて、「成功する企業とは何か」「どうすれば企業価値を高められるのか」「経営者はどのように事業を成長させ、最終的に事業承継や売却を実現するのか」といった点に興味を持つようになりました。

その後、前職を退職して新たなキャリアを考えた際、M&Aコンサルタントは私の事業への関心と、人と深く関わる仕事を両立できる職業だと感じました。1社だけを見るのではなく、多様な業界やビジネスモデルに触れながら、経営者の重要な意思決定を支援できる点に大きな魅力を感じました。なかでも日本M&Aセンターは、高い実績とクロスボーダーM&Aの専門性を持ち、中小企業のオーナー支援に注力している点が印象的で入社を決意しました。

不確実性の中で成長し、自ら責任を担う存在へ

―現在のM&Aコンサルタントとしてのご自身を形づくった経験や学びについて教えてください。

入社当時は現在のような組織体制が整っておらず、多くのことを自ら学ばなければなりませんでした。何から始めれば良いのか分からず、不安を感じることもありました。そんな中で、多くの同僚や今井 進一ディレクターから支援を受け、業務知識だけでなく対人スキルについても学ぶことができました。

転機となったのは、クライアントや相手先との交渉経験です。当時の私は慎重すぎる面があり、難しい話し合いの場面では遠慮してしまうこともありました。そんな時、上司から「遠慮していてはM&Aはできない」と言われたことがあります。クライアントは単なる伝言役を求めているのではなく、助言し、期待値を調整し、ときには難しい指摘をしながら案件を前進させる存在を求めているのだと気付かされました。それ以降は、困難な状況から逃げず、自ら責任を持って主体的に行動することを意識するようになりました。この意識の変化こそが、私を最も成長させた経験だったと思います。

―シニアコンサルタントに昇進されましたが、率直な気持ちと現在の役割について教えてください。

シニアコンサルタントへの昇進は、単なる役職の変更にとどまらず、会社から信頼と評価をいただけた結果であると認識しており、そのことに大きな意味を感じています。これまで積み重ねてきた努力が認められたことは非常に励みになりますが、同時に、まだ学ぶべきことが多くあることも実感しています。私にとって昇進は、これまでの成果への評価であると同時に、さらなる成長への挑戦でもあります。

現在は案件創出や案件推進に加え、若手メンバーの育成やプロジェクト全体のマネジメントなど、より広い責任を担うようになりました。私が常に大切にしているのは、「なぜクライアントから自分たちが選ばれたのか」を忘れないことです。役職が上がるにつれて管理業務も増えますが、本質的な役割は変わりません。クライアントに価値を提供し、経営者の目標達成を支援し、案件を成約へ導くことこそが使命だと考えています。今後は若手コンサルタントの育成にもさらに力を入れ、シンガポール現地法人の成長と次世代人材の活躍に貢献していきたいです。

成約の先にある、本当のやりがい

―この仕事の中で最もやりがいを感じる瞬間はいつでしょうか。

最もやりがいを感じるのは、クライアントの課題解決に貢献できたときです。私たちの役割は、クライアントが人生でも重要な意思決定の一つを行うにあたり、専門的な助言や解決策、そして安心感を与えることです。案件が難航した際に実行可能な解決策を見出し、前進への道筋をつくることができたとき、大きな達成感があります。そして何より、クライアントが目標を達成し、その成功に私たちの支援が役立ったと実感できた瞬間が、この仕事を続ける原動力になっています。

―経営者の方々と向き合う際に大切にしている価値観を教えてください。

私が最も大切にしている価値観の一つは「当事者意識」です。
案件を担当する際は、外部アドバイザーではなく、自分自身がその会社の一員であるかのような気持ちで向き合うよう心掛けています。多くの経営者は何十年もの歳月をかけて会社を築き上げてきました。そのため、私たちも同じ熱意と責任感を持つべきだと考えています。財務内容だけでなく、経営者の想いや不安、企業文化、将来のビジョンを理解することを大切にしています。

また、M&Aは非常に個人的な意思決定を伴うため、「信頼」も欠かせません。会社を譲渡するということは、単に資産を売るのではなく、長年築き上げてきた歴史や想いを託すことでもあります。そのため、まずはしっかりと耳を傾け、相手の立場を理解することが信頼関係構築の第一歩だと考えています。

―この仕事を続ける中で、自信を失ったり迷ったりしたことはありますか。

もちろんあります。M&Aでは同じ案件が一つとしてなく、常に正解があるわけではありません。特に若手の頃は、経験したことのない状況や想定外の問題に直面し、自分の判断に迷うこともありました。しかし、経験を積む中で、成長は経験から生まれ、その経験は失敗から生まれることを学びました。振り返ると、最も大きな学びは困難な案件や失敗から得られています。だからこそ、失敗を恐れるのではなく、成長の機会として受け止めるようになりました。
若いコンサルタントに伝えたいのは、「失敗を恐れないでほしい」ということです。すべての経験が学びとなり、判断力や自信につながります。大切なのは同じ失敗を繰り返さないことです。

―優れたM&Aコンサルタントに共通する要素とは何でしょうか。

私が考える違いは、「当事者意識」「リーダーシップ」「先見性」の3つです。
優れたコンサルタントは起きた問題を解決します。しかし卓越したコンサルタントは、案件のあらゆる局面に責任を持ち、自ら先頭に立って周囲を導きます。また、優れたリーダーは行動で示します。役職が上がるほど、人は言葉よりも行動を見るようになります。その姿勢こそが組織文化を形成していくのです。さらに、優れたコンサルタントは受け身ではなく能動的です。問題が起きてから対応するのではなく、リスクを事前に予測し、準備を整えながら案件を前進させます。
つまり、卓越したコンサルタントとは、単に案件を成立させる人ではなく、不確実性の中でも関係者に安心感を与え、常に一歩先を見据えて行動できる人だと思います。

 すべての節目は、自分を信じ支えてくれた人々の学びと支援によって築かれている

―2025年度 海外現地法人社長賞を受賞された際のお気持ちを教えてください。

大変光栄なことでした。クロスボーダー事業は、グループ全体から見ればまだ小さな事業領域ですが、その中で評価いただけたことに大きな意味を感じています。また、海外拠点のメンバーに対しても組織がしっかり目を向け、評価してくれていることを実感できたことが何より嬉しかったです。
ただ、この賞は決して私一人の成果ではありません。特に今井 進一さん、西井 正博さん、そして前シニアアドバイザーのWee Toon Leeさんには、事業の発展や私自身の成長において多大なご支援をいただきました。また、優秀なディールメーカーである同僚のNg Jeremyさんにも感謝しています。彼の存在なくしてチームの成功は語れません。

この受賞を励みに、今後もさらなる成長を続け、事業への貢献を高めるとともに、次世代のM&Aコンサルタント育成にも力を注いでいきたいです。

【プロフィール】 
Nihon M&A Center Singapore Pte. Ltd. シニアコンサルタント
Shawn Fang
シドニー大学卒業後、家業である船舶用品事業をはじめ、金融業界や中国系鉄鋼グループでの現物コモディティトレーディングなど、多様なキャリアを経験。2022年8月に日本M&Aセンター シンガポール現地法人へ入社し、現在はシニアコンサルタントとして活躍。ファミリービジネス、金融、コモディティ分野で培った幅広い知見と国際的なビジネス経験を強みに、クライアントの長期的な経営目標の実現をM&Aを通じて支援している。

Built Through Every Deal
Lessons, Leadership, and the Journey of Becoming an M&A Advisor・Shawn Fang

Shawn joined Nihon M&A Center Singapore after building a diverse career across family businesses, commodities trading, and the financial services industry. A graduate of the University of Sydney, he began his career in his family's shipping supplies business before taking on several roles in finance and later working as a physical commodities trader for a Chinese iron and steel group. Today, as a Senior Consultant at Nihon M&A Center Singapore, he advises business owners through M&A, helping them navigate business succession, strategic transactions, and achieve their long-term business goals.

―Looking back, what first sparked your interest in pursuing a career in M&A, and what made you decide to join Nihon Nihon M&A Center Singapore?

What first drew me to the M&A industry was actually not M&A itself—it was my fascination with businesses and entrepreneurship.

After graduating from university, many of my peers chose to join their family businesses or start ventures of their own rather than pursue traditional corporate careers. Whenever we met up, our conversations naturally revolved around growth, operations, customers, and the challenges of building a business. Listening to their experiences gave me a deeper appreciation of how businesses create value by solving real problems and fulfilling market demand.

At the same time, I was running a small watch trading business myself, which allowed me to experience firsthand the process of sourcing products, managing customers, and generating revenue. That experience made me increasingly curious about what makes a business successful and how owners can accelerate growth, create value, or eventually exit their businesses.

When I decided to leave my previous company and look for a full-time role, I realised that M&A offered a unique opportunity to combine my interest in business with a highly strategic and people-oriented profession. Rather than focusing on just one company, M&A allows me to understand different industries, business models, and growth stories while helping business owners achieve important milestones.

Nihon M&A Centre Singapore particularly stood out to me because of its strong reputation, cross-border expertise, and focus on serving SME business owners. Many of the entrepreneurs I admire have spent years building their businesses, and having the opportunity to work closely with them and support them in finding the right strategic partner or succession solution felt like a meaningful way to combine my passion for business with a career built on creating value through strategic transactions.

Growing Through Uncertainty, Stepping Into Ownership

 "The biggest growth often comes from the moments when you feel unsure, make mistakes, and choose to keep moving forward anyway."

―Looking back, what were some of the defining lessons, challenges, or moments that shaped you into the M&A consultant you are today?

When I first joined the company, there were no formal teams in place, so much of the learning process was self-driven. To be honest, I felt somewhat lost at the beginning because I wasn’t entirely sure where to start or what good looked like in M&A.

Fortunately, I received a lot of guidance from my colleagues and, in particular, from my director, Imai-san. They played a significant role in helping me develop both the technical and interpersonal skills required in this industry.

One of the biggest turning points came during my early interactions with clients and counterparties. At the time, I was often overly cautious and polite when handling negotiations or difficult discussions. I remember my manager once telling me, “You can’t be successful in M&A if you're too hesitant.” It was his way of saying that being too naïve, inexperienced, or hesitant would not get deals across the finish line.

While it was said jokingly, the message stuck with me. It made me realise that clients are not hiring us simply to pass messages between parties. They expect us to provide advice, manage expectations, challenge assumptions when necessary, and keep transactions moving forward. That was the moment I decided to be more proactive, take ownership of situations, and tackle challenges head-on rather than avoid uncomfortable conversations.

Looking back, that mindset shift probably had the biggest impact on my development as an M&A consultant. It taught me that while technical knowledge is important, success in M&A often comes down to confidence, communication, and the ability to navigate complex human dynamics.

―You were recently promoted to Senior Consultant - what does this milestone mean to you, and how has your role evolved?

Being promoted to Senior Consultant means a great deal to me, not just because of the title itself, but because it represents the trust and recognition that the company has placed in me. It is reassuring to know that hard work, dedication, and consistent performance are recognised, and that efforts made behind the scenes do not go unnoticed.

At the same time, I see the promotion as a reminder that there is still much more to learn and achieve. In many ways, it is both a reward for past contributions and a challenge to continue raising the bar.

My responsibilities have naturally expanded with the role. Beyond originating opportunities and managing transactions, I am now expected to take on greater ownership of projects, guide junior colleagues, and contribute more actively to the overall growth of the business. There is also a greater expectation to be a reliable point of contact for clients and help drive deals forward from both a strategic and execution perspective.

One belief that has stayed with me throughout my career is that it is important not to lose sight of why we were hired in the first place. As we progress in our careers, it can be easy to get caught up in titles, processes, or administrative responsibilities. However, at its core, our role is still to create value for our clients, help business owners achieve their objectives, and successfully close transactions.

Looking ahead, I hope to play a bigger role in mentoring younger consultants, sharing the lessons I have learned, and helping build a stronger team culture. Ultimately, my goal is not only to close more deals but also to contribute to the long-term success of the Singapore office and support the next generation of consultants as they develop their own careers in M&A.

Finding Meaning in the Work Beyond the Deal

―What is the part of this job that you enjoy the most?

The part of the job I genuinely enjoy the most is interacting with clients and helping them solve problems.

What gives me the greatest satisfaction is being able to add real value to a transaction, rather than simply acting as a messenger between buyers and sellers. While communication is important, clients engage us because they expect guidance, solutions, and confidence throughout what is often one of the most important decisions of their lives.

I believe our responsibility is to give clients the assurance that they are in good hands. They have placed their trust in us, and we owe it to them to think critically, navigate challenges, and help keep transactions moving forward. And to me, the most rewarding moments are when we are able to identify practical, implementable solutions that move a deal forward, especially when there are challenges or uncertainties.

Ultimately, seeing a client achieve their objective, and knowing that our advice played a meaningful role in that outcome, is what keeps me motivated.

―What values guide the way you work with business owners, and how do you build their trust?

One of the most important principles I value is ownership.Whenever I take on a mandate, I try to approach it as if I am part of the client's company rather than an external advisor. Many business owners have often spent decades building their businesses, and I believe they deserve an advisor who is genuinely invested in helping them achieve the best possible outcome.

To do that, I make an effort to understand not only their financials, but also their motivations, concerns, company culture, and long-term aspirations. Every business has its own story, and I believe the best advice comes from seeing things through the owner's perspective.

That naturally leads to another value I hold closely: trust.M&A transactions often involve deeply personal decisions, and business owners are not simply selling a company. They are entrusting someone else with years of hard work, sacrifice, and legacy. Before they can trust your advice, they need to know that you genuinely care about what they have built.

For me, that has never felt forced because I have always been fascinated by entrepreneurship. I enjoy learning how business owners have built something from the ground up, the challenges they have overcome, and what they hope to achieve through M&A. Sometimes, what may seem like a small concern to an outsider can mean everything to the owner. Taking the time to listen, understand those concerns, and address them thoughtfully is what builds lasting trust.

Ultimately, I believe our role goes far beyond facilitating transactions. We should be trusted partners who genuinely care about our clients’ success and are willing to go the extra mile to help them achieve their goals.

―Was there ever a moment you doubted yourself or this path? What kept you going?

Like many people in this profession, there were moments when I questioned myself and whether I was approaching certain business situations the right way. M&A can be challenging because no two transactions are ever the same, and there is rarely a perfect answer. Early on, it was easy to feel uncertain, especially when dealing with unfamiliar deal situations or when things did not go according to plan.

But over time, I learned that growth comes from experience, and experience often comes from mistakes. Some of the most valuable lessons in my career came from situations that were difficult, uncomfortable, or simply did not work out as expected. Rather than fearing mistakes, I learned to treat them as opportunities to improve.

So, if there is one piece of advice I would like to share with fellow consultants, especially those who are beginning their careers in M&A, it would be this: do not be afraid to make mistakes. Every challenge teaches you something, and every setback helps build your judgement and confidence. The important thing is to learn from those experiences and make sure you do not repeat the same mistakes twice.

From Good to Great: The Mindset That Makes the Difference

― In your view, what separates a “good” M&A consultant from a “great” one?

In my view, the difference comes down to ownership, leadership, and foresight.

A good consultant executes the work well and solves problems as they arise. A great consultant, however, takes ownership of every aspect of the process, leads from the front, and is willing to step in wherever needed, whether in business development, client management, negotiations, deal execution, or mentoring junior colleagues. They do not selectively participate in certain parts of the job while leaving the difficult or less glamorous work to others.

I also believe that great consultants lead by example. As you become more senior, people pay less attention to what you say and more attention to what you do. The standards you set through your actions often shape the culture and performance of the team around you.

Most importantly, great consultants are proactive rather than reactive. In M&A, deals rarely proceed exactly as planned, and there will always be obstacles. Rather than waiting for problems to arise, they anticipate risks early, prepare contingency plans, and keep deals moving forward with confidence.

Ultimately, great consultants do more than facilitate transactions. They create confidence among stakeholders, provide leadership through uncertainty, and consistently stay one step ahead.

 "No one succeeds alone. Every milestone is built on the lessons, guidance, and support of the people who believed in you along the way."

― How did you feel when you received the 2025 Overseas Subsidiary Affiliate Company President's Award?

I was deeply honoured to receive the award. Our cross-border business is still only a small fraction of the Group's overall business today, which made the recognition even more meaningful. Beyond the award itself, what mattered most was knowing that the organisation took the effort to make our overseas teams feel appreciated, seen, and valued.

While the award may carry my name, I do not see it as an individual achievement. I am deeply grateful to the people who helped shape both my career and the Singapore office during its formative years.

In particular, I would like to thank Imai-san, Nishii-san, and our former Senior Advisor, Wee Toon San, who were instrumental in guiding the business and supporting me through some of the most challenging periods of my career. I would also like to give a special shout-out to my colleague Jeremy-san, a superstar dealmaker in his own right, whose support and partnership have contributed greatly to our team's success.

Looking ahead, this recognition serves as motivation to continue improving, contribute more to the business, and help develop the next generation of consultants who will carry the firm forward.

【Profile】
Shawn Fang
Senior Consultant
Nihon M&A Center Singapore Pte. Ltd.
After graduating from the University of Sydney, Shawn began his career in his family's shipping supplies business before gaining experience across the financial services industry and physical commodity trading with a Chinese steel group. He joined Nihon M&A Center Singapore in August 2022 and currently serves as a Senior Consultant.