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Successful Acquisitions by David Braun

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CONTACT STRATEGY

Before people from your company begin to speak to owners, you need to determine a contact strategy based around three key points: whom you are contacting from the prospect’s organization, who is making the contact on behalf of your organization, and the method of approach.

Assuming your research has brought you to the point of initiating a connection, you should have an idea of whom to call first at the prospect company. Needless to say, this can be more complicated than simply asking to speak with “the owner.” Companies can have multiple owners or an owner who is only passively involved in the business. You may need to make multiple contacts and carry on separate dialogues with several different people in the same target company. ...

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