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Successful Acquisitions by David Braun

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THE VALUE OF OBJECTIVITY

Using objective criteria can help with what, in my firm, we call “brother-in-law” companies. These are companies that a CEO believes are a great deal because she has access to a special information source (such as a brother-in-law inside the organization). When we research companies like this, we often find that they do not smell as sweet as our client believes. By applying rigorous and systematic research to the prospect criteria, we are able to demonstrate that the juicy information may not indicate such a great fit.

The opposite has also happened. The CEO of a financial services client had already heard of a company we found through our independent research and had formed a negative impression of it. Apparently, the ...

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