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Successful Acquisitions by David Braun

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PURSUING THE NOT-FOR-SALE ADVANTAGE

When a company is “not for sale,” that simply means it isn’t actively seeking a buyer. If through your search and screening process you discover a company that could be the right fit for your acquisition criteria, then it should be pursued, even if it is ostensibly not for sale.

The central point here is that every company is for sale—for the right equation. “Equation” usually means more than price. It can include timing, ownership, reputation, vision, location, and a host of other factors related to the owner’s values and aspirations. Later, we delve much deeper into how to put that equation together. For now, the crucial point is not to exclude any company simply because it isn’t wearing a “for-sale” sign. ...

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