Successful Acquisitions A Proven Plan for Strategic Growth

Author: David Braun
Publisher: Amacom
ISBN: 9780814432655
Published In: April 2013
Format: Hardback , 256 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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A guide to buying a company, from initial strategy to successful deal.

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 that business 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 acquisition team

• 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.
Introduction: From Beginning to Beginning 1

PART 1: BUILD THE FOUNDATIONS

Chapter 1: Know Thyself 19

Chapter 2: Pathways to Growth 37

Chapter 3: Prepare to Buy 57

Chapter 4: Assembling Your A-Team 71

Chapter 5: Researching and Selecting a Market 83

PART 2: BUILD THE RELATIONSHIPS

Chapter 6: The Prospect Funnel 105

Chapter 7: Making the First Contact 121

Chapter 8: Face-to-Face with Opportunity 133

Chapter 9: First Assessments 145

Chapter 10: Negotiating with Prospects 163

PART 3: BUILD THE DEAL

Chapter 11: The LOI: A Gentleman’s Agreement 177

Chapter 12: Getting Down to Business 191

Chapter 13: Integration: An End and a New Beginning 207

Executive Summary: The Top Ten Lessons 221

Glossary 225

Resources 231

Appendix: Sample Letter of Intent 235

Index 243
DAVID BRAUN is founder and CEO of Capstone Strategic, Inc., a leading M&A consulting firm focusing on the mid-market sector.