Does this sound familiar? You want to grow through acquisitions, but there are no good companies to acquire. While it may seem like there are absolutely zero acquisition prospects, usually that is not the case. Many companies struggle to find acquisition prospects because they are focusing on only on industry partners, suppliers, or competitors they […]

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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 many companies do you need to look at to do a deal? This is a common question we get from clients. Experience tells us you need to look at about 100 companies in order to execute one deal. That doesn’t mean you go through formal due diligence with 100 companies, but you do need […]

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Most people tend to go with their “gut” when making decisions rather than relying on the accurate data. You might think you’re the exception, but studies conducted by psychologists Daniel Kahnerman and Amos Tversky show that “when it comes to decision-making, humans are predisposed to irrationality.” No one likes to think of themselves in this […]

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You may be surprised I’m saying this, but vigorous arguments in your acquisition team can be a good thing. In fact, I would be alarmed if there was never any disagreement over a prospective purchase. Either someone is lying or afraid to speak up, unless your entire team is quite exceptionally in sync. Dissent can […]

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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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Learn how to find the best companies for acquisition in Capstone’s webinar on November 20. For over twenty years I’ve helped clients pick top-notch companies using a unique demand-driven approach. It begins with formulating a strategy and using research to select the top markets for growth.  Then, we search for the companies that meet your […]

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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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Acquiring the right company is the key to acquisition success. Your target should fit into your company’s overall strategic vision and add value to your business. To determine what this company looks like and to find it, develop prospect criteria. Keeping in mind your business strategy, sit down with your acquisition team and write your […]

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As I head off to celebrate July 4th with my family and friends, I’m reminded of what we call “brother-in-law” companies.  In some ways, the close relationship between family members can resemble the relationship between a buyer and an acquisition prospect. These “brother-in-law companies” are prospects that a CEO believes are a great deal because […]

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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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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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