Teona Aptsiauri

Counsel

‘Understanding each other’s position yields far more than trench warfare’

At first glance, corporate law seems technical and impersonal. Teona knows better. ‘In practice, it is all about people.’ During her law studies, she discovered her passion for corporate law, and it has only grown ever since. At the root of this lies a strong sense of justice.

What makes M&A fascinating for her is the fact that she sees both sides of the story. On one side, you have the sellers. ‘I have enormous respect for people who have built up their life’s work and decide to sell it. That is an emotional experience.’ For them, due diligence can feel overwhelming. Teona therefore ensures her language is clear and accessible, and she takes the time to listen. ‘You have to understand what keeps them awake at night. For them, this is often the first and perhaps the last time they will go through this.’ On the other hand, Teona also enjoys helping buyers view transactions from a strategic perspective. ‘Bringing those two perspectives together is an enriching experience.’

Teona likes to compare an M&A file to project management. It begins with an intention, after which an entire process must be guided through the funnel. ‘I love the peaks and the valleys. Sometimes things move along at a gentle pace, only to suddenly surge forward again at 120 per cent.’ It is precisely during such surges that she remains calm, and maintains an even closer focus on detail. She prefers to guide such processes through to absolute perfection.

Negotiating is second nature to her. ‘There is nothing I enjoy more than sitting down with the other party to find the best possible deal.’ In her view, bombarding one another with markups on proposals is a pointless exercise. Understanding each other’s position yields far more than trench warfare.

At Four & Five, Teona feels totally at home. She recognises that everyone has the same drive to excel and to be an expert in their field. Just like her mentor Dimitri, she works with meticulous precision and focus. Her choice to become counsel stems from what she loves doing most: helping the people around her grow. ‘I enjoy bringing a sense of calm to a team and allowing everyone to be themselves. That is how you bring out the best in one another.’ She views training and mentoring a group of young lawyers as her next personal challenge.

What you should know about Teona:

• Teona developed a passion for corporate law during her law studies at the University of Antwerp.
• Before joining Four & Five, Teona gained experience at a boutique law firm specialising in M&A.
• She continues to deepen her expertise in M&A and is a member of Dimitri Coun’s team.
• Teona consciously chose the role of counsel, with the aim of training and mentoring young talent.
• The more complex the file, the sharper her focus becomes. Nothing is left to chance.