A Proven Plan for Strategic Growth
Author: David Braun
Pub Date: April 2013
Print Edition: $26.95
Print ISBN: 9780814439043
Page Count: 256
Format: Paper or Softback
e-Book ISBN: 9780814432662
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Purchasing another organization may seem daunting, but the right acquisition can dramatically accelerate your business’s development. A complete roadmap to buying companies and achieving proactive strategic growth, Successful Acquisitions provides you with a logical, time-tested process for finding and buying companies. Filled with illustrative tales from the author’s own extensive experience helping small to mid-size organizations grow through acquisitions, this illuminating, down-to-earth guide covers everything from building the foundation for successful expansion, to growing the necessary relationships, to cementing the deal. You’ll learn how to:
• Conduct target research effectively and stealthily
• Know your position on the opportunity matrix
• Define your ideal prospect
• Lay the strategic foundations for a successful purchase
• Conduct the first, all-important phone call
• Build your negotiation platform
• Be tough while still protecting the buyer–seller relationship
• Bring the deal to a timely and successful conclusion
You’ll discover the value of a relationship-based approach to acquisition, why it’s best to look for companies that are not for sale, the importance of understanding “the seller’s equation,” why you must limit yourself to one reason for buying a company, and the benefits of a market-first strategy. The book provides an exact process for conducting a successful first meeting, explains why you need a multidimensional approach to valuation, identifies what you must always—and never—include in your Letter of Intent, and lets you in on how to successfully integrate both companies after the close.
When it comes to buying privately owned companies, the transaction is almost never just about the price . . . and understanding that mysterious “something” that falls outside the spreadsheets is often what makes or breaks the deal. Taking you through a sequence of 14 key steps—the Roadmap to Acquisitions—developed, tested, and refined through author David Braun’s two decades of service to growing companies, Successful Acquisitions includes all the tools and resources you need for buying a company, including a sample Letter of Intent, and much more.
Packed with insightful, straightforward guidance, this is an essential guidebook for recalibrating your business through the successful acquisition of another.
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