Getting Deals Done

If you’ve been thinking about accelerating the growth of your business and want to look beyond organic means of growth, I think you’ll enjoy this interview I did for the Wired To Grow Show on “How to Drive Growth Through Acquisitions.” Enjoy!

I’ve been helping clients buy and sell businesses for over two decades now and have been involved in hundreds of negotiations. If you asked me to name, off the top of my head, two mistakes most often made by clients when negotiating a deal, here’s what I’d say they are: 1. Failing to Focus on […]

Buying another company requires a big commitment and should not be undertaken lightly.  As the Buyer, you’ll need to line up financing, put together a deal team and pay their professional fees, divert a significant portion of your attention away from your main business to get the deal done, and engage in a sometimes frustrating […]

If you’re regularly involved in the process of buying companies or advising clients who are, you know there are plenty of “trip wires and trap doors” to avoid and always something new to learn.  And if you’ve never been involved in an acquisition but think you might be soon, you’re undoubtedly hungry to learn what […]

So you’ve decided to grow your business by acquiring another business – but where do you go from here?  What do you need to be thinking about?  Worrying about?  Taking care of?  To get you started, here are a handful of tips – you can even call them “nuggets” of advice – that come out […]

You want to grow your business, right?  Well how are you going to do that?  You could do it the old fashioned way by gradual, incremental expansion; but there’s an alternative that may help you grow your business more quickly and very possibly with less risk and expense – namely, by acquiring another business. With […]

Are you in the process of buying a company that’s been struggling with financial problems?  If so, then I’ve got some news for you:  there are a number of critical things you need to know about how this is going to be very different from buying a financially healthy company. I recently helped one of […]

Many years ago, Sun Tzu, one of the greatest and most quoted military strategists of all time, said that one of the keys to winning any war is to “know your enemy.”  In the context of a business sale, this nugget of wisdom applies with equal force: “know your Buyer.” Let me be more specific. […]

Are you reading an agreement for the purchase of a business and feeling some combination of severe fatigue from endless pages of legaleze and paralyzing fear that you might be missing something important in your agreement?   Two pieces of advice for you:  (i) get a strong cup of coffee, and (ii) stay awake long enough […]

If you’re in the process of buying another business, you realize there’s a lot that could go wrong with the business you’re buying, and a lot the Seller might not be telling you about risks and problems of that business.  And you realize that those risks and problems might cost you, the Buyer, real money […]