O'Reilly logo

Successful Acquisitions by David Braun

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER 9

FIRST ASSESSMENTS

After two face-to-face meetings and numerous phone calls, you are developing a strong personal impression of the target company. Through your on-site visit, the owner’s return visit, as well as many other follow-up conversations, you have been building trust and on that basis have elicited a growing body of information. This should be reflected in an increasingly detailed Prospect Profile, as discussed in Chapter 6.

Now is the time for your A-Team to make a formal assessment of the prospect so that you can decide whether or not to embark on serious negotiations. There are two components of the assessment: evaluation and valuation. Though distinct, they are often confused. In this chapter, we begin by delineating the ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required