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Successful Acquisitions by David Braun

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“What Is Our Core Competency?”

Sometimes history is powerful. We once had a client who thought he was in the business of manufacturing pet toys. He was consumed with questions of how to extend his product lines and enhance his production technologies. Once we drilled down with the question of core competencies, we discovered he was really a peddler—and a very good one, too. The client’s founder, long since passed away, was a brilliant salesman who had gradually taken control of the manufacturing company he’d worked for in the last phase of his life. His son, the current owner and our client, had assumed not only his father’s mantle but also his magical knack for sales. So we built a growth plan around this discovery, bringing him back to his ...

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