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Successful Acquisitions by David Braun

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GATHERING SECONDARY RESEARCH

So, how do you find more companies to fill the top of the funnel and place on your initial prospect list? The answer is secondary research: the careful sifting through of publicly available data. Just as with secondary market research, your search for prospects begins with using the Internet, databases, and other public sources. Simply plugging keywords or company names into search engines like Google or Yahoo! can get you started building your top-level prospect list.

More efficient than search engines, though, are business databases such as OneSource or LexisNexis. In addition to company names, they provide information like revenue estimates and executive lists, as well as news articles and industry data. This can ...

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