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Successful Acquisitions by David Braun

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Be the Low-Cost Provider

Sometimes, organic growth can be achieved by dramatically cutting costs. Again, growth in this case might appear more on the bottom line than in top-line revenues or size of market share. When I’m teaching, I call this “the jellyfish strategy”: You go up when the tide rises and down when the tide recedes. There may not be many natural predators, so you survive, but this is clearly no way to drive long-term expansion.

Note that being the lowest cost provider is distinct from being the lowest priced. We have a client that makes quality dog food cheaper than any other player, but they sell it at market price. Their strength lies in their operations and technology, and all the benefit goes to their bottom line. In my experience, ...

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