Successful Acquisitions

CHAPTER 7

MAKING THE FIRST CONTACT

You have reached A critical moment in the Roadmap process. Having identified the target companies you would like to consider acquiring, you are ready to make contact with the owners. The first connection is a decisive step. Handled correctly, it can initiate a positive relationship that may eventually lead to union. Handled poorly, that one phone call can terminate your opportunity to buy.

In this chapter, after discussing some important considerations, we begin our focus on making the first contact with owners by reviewing your preparations—deciding whom to contact and who does the contacting. Next, we consider motivations—understanding why a particular owner might want to sell, and how this insight can be ...