Chapter 5

Implementation: Search Through Closing—Phases 3–10 of the Acquisition Process

Abstract

This chapter starts with the presumption that a firm has developed a viable business plan that requires an acquisition to realize the firm’s strategic direction. Whereas Chapter 4 addressed the creation of business and acquisition plans (Phases 1 and 2), this chapter focuses on Phases 3–10 of the acquisition process, including search, screening, first contact, negotiation, integration planning, closing, integration implementation, and evaluation. Search and screening potential targets focuses on developing appropriate selection criteria; first contact details strategies for discussing price and how to develop preliminary legal documents. In the ...

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