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Successful Acquisitions by David Braun

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THE SELLER’S EQUATION

In later chapters, I will discuss the concept of the seller’s equation. It is such a key idea, though, that I introduce it here so you can bear it in mind right from the start. The seller’s equation refers to the configuration of benefits, which usually goes beyond price, for which an owner will let go of his or her company.

I recall a client, Michael, who ran a highly successful wealth management company with several affiliate offices in three southwestern states. After we conducted our Growth Program Review with Michael, he decided to buy a similar company in the northwest. We looked at many candidates and settled on one business in particular that seemed a good fit, both financially and philosophically. That company’s ...

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