The possibilities may be endless, but your resources are not. For many business owners with limited time and money, deciding which ideas to pursue can be a challenge. Here are three ways to prioritize your options for growth: 1. Start with your company vision The best way to make sure you’re moving in the right direction […]

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How can you tell a good company from a bad company? A lot of CEOs say that they trust their gut when it comes to acquisition targets, but unfortunately instincts and opinions aren’t enough. We need facts and metrics. We need real tools to generate quantifiable data about the companies we’re considering. M&A is a massive […]

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Sometimes an acquisition that looked promising turns out to be less than ideal as you get closer to finalizing the deal. The question becomes: Should we proceed or should we back out? Join me for our new M&A Express videocast, “When to Walk Away,” on May 13th. M&A Express is new, complimentary resource for middle market […]

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Entrepreneurs rarely face the challenge of having too few ideas. In fact, like most entrepreneurs and business leaders you probably have a multitude of great ideas for growing your own business. Your biggest challenge may be figuring out which of all the alternatives is the best way to get from where you are now to […]

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Pursuing M&A is a passionate process. Emotions run the gambit from excitement in finding a new deal to anxiety about risks uncovered during the acquisition. I’ve found due diligence and negotiations to be among the most stressful times during mergers and acquisitions. Here are six ways to help everyone keep their cool during these critical […]

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Buying the right company is essential, but it is difficult.  It may be easier to eliminate the “wrong” companies – prospects with glaring due diligence issues such as theft or lawsuits, or even more subjective issues like a poor cultural fit. However, the decision is not always so black and white. How can you know […]

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As a consultant, I frequently hear the question, “How do I find good acquisition prospects?” Executives can be overwhelmed by the number and variety of potential companies.  It can be challenging to prioritize your search. This month, I will be leading a webinar “Discovering Prospects” on Thursday, March 21 at 1:00 pm EDT.  I will […]

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When you’re on the path of acquisition, there’s a shift that happens when you turn from the bigger strategic questions to looking at individual prospects.  Now you’re dealing with real companies and real people. At this point, I have noticed that acquisition teams tend to become much more emotionally involved—sometimes to the detriment of the […]

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As I’ve stressed  in an earlier post, I recommend including not-for-sale companies in your acquisition search. This will significantly expand your universe of potential acquisition prospects. However, with such a large pool, you must develop criteria through which to filter the prospects in order to narrow your options. The first step in establishing your criteria for prospects […]

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When our new clients inquire about how we make prioritization decisions with limited data in the world of M&A, our answer is simple and straight-forward – you don’t need all the information as long as you have the CRITICAL information.  Consider this process: •         Step #1 – You need “screening” criteria that will help you […]

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This Friday, February 20, I will be holding a free webinar on “Finding the Right Markets for Growth” at 1:00 PM ET.   You can register by clicking here. In these tough economic times, market research and selection are vitally important to position yourself for growth now and in the future. Capstone Program Manager Gretchen Johnson […]

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