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Successful Acquisitions by David Braun

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ASSESSING IN-HOUSE RESOURCES

The first step in forming the acquisition team is to conduct an assessment of your in-house acquisition expertise. You need to be careful not to confuse “experience” with expertise. You may have people in your company who have been through a number of acquisitions. They may even have led an acquisition team. But unless they have followed the step-by-step Roadmap approach we are exploring here, that history could end up being a hindrance to your acquisition plans.

I have found the contrast of experience with expertise to be particularly evident among private equity groups (PEGs). Often, their main focus is to get a deal done as quickly as possible. This philosophy does not lend itself to a systematic acquisition process ...

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