Successful Acquisitions: A Proven Plan for Strategic Growth

Successful Acquisitions: A Proven Plan for Strategic Growth

Successful Acquisitions: A Proven Plan for Strategic Growth

Successful Acquisitions: A Proven Plan for Strategic Growth

Synopsis

Every company faces the inevitable challenge: stagnate or grow. One of the fastest ways for small- and mid-size companies to expand is through acquisition. Purchasing another company can seem daunting-but when done right, it can deliver outstanding rewards. 'Successful Acquisitions' supplies the key information thatbusiness leaders need to know about finding and buying companies. Written by an M&A expert with more than $1 billion in transactions under his belt, the book's practical and comprehensive approach integrates all the moving pieces into a logical step-by-step process that covers: - The art and science of researching companies - Building and balancing an acquisitionteam - Valuation tips that look beyond the obvious - The importance of "the seller's equation" - Developing a negotiation platform - How to be tough and still protect the buyer-seller relationship - Guidelines for structuring an airtight deal - The letter of intent, due diligence, purchase agreement, funding, and other essentials - Bringing the deal to a timely close - A 100-day plan for making integration a success It's all here. From building the foundation to growing the relationships to cementing the deal, Successful Acquisitions is a complete roadmap to buying companies and achieving proactive strategic growth.

Excerpt

I was close to getting the deal. The lawyers were fretting, but that’s what they are paid for. Our due diligence was producing mountains of complex data, but that’s normal. And George, my acquisition-hungry client, was excited. He had the gleam in his eye of a connoisseur who had stumbled on a rare diamond, and he was ready to grab the trophy.

There was a problem, though. In his enthusiasm, George was getting pushy. “How low will they go?” was his mantra. For him, every transaction was about the price and nothing but the price. Meanwhile, Anthony, the seller, was stalling on the numbers.

They were a study in contrast, these two. George was a relentless type-A entrepreneur. Not yet forty, he’d built three successful companies and had an insatiable appetite for work, fast cars, and business growth. Anthony, the seller, was in his early seventies. A man of few words, he drove a beat-up Chevy truck that belied a lifetime of steady achievement. Anthony had started life in the stockroom and ended up buying out his employer. Over some thirty years, he had . . .

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