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Successful Acquisitions by David Braun

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SELECTING MARKETS FIRST

Once you have identified your target criteria, it would seem the logical next step is to go looking for individual companies. This is premature. Before selecting prospective acquisitions, there is one critical question that must be settled: Which markets should you focus on? “Markets” here might be defined geographically, vertically, or by any other factor appropriate to your industry.

There are compelling reasons for researching markets before individual companies, derived from the “demand-driven” philosophy of growth I have already advocated. You might find a wonderful company with strong financials, but if it is operating in a shrinking market where the future demand for its products and services looks unpromising, ...

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