Sourcing Prospects Using Brokers

In December 2009, Patrick Dickinson and Michael Weiner closed on their $9.6 million purchase of Castronics, Inc., an oilfield services provider based in Kimball, Nebraska. Neither of them had ever been to Kimball; Patrick had grown up in Pittsburgh, and Michael in a Cleveland suburb. Both came from families that were not involved in business or entrepreneurship. Patrick’s father was a doctor, his mother a homemaker. Michael’s father operated a law and accounting practice, and his mother was a speech therapist. The two young men became friends in their first class as undergraduates at Duke University but went their separate ways professionally after graduation. Michael worked for a large bank and later ...

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