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Successful Acquisitions by David Braun

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CONTINUING THE COURTSHIP

After the return visit, it is time for another debriefing with the A-Team. With each phone call and meeting, you are learning more and more about the prospect. Using this new information, along with what you have previously gleaned through your research, you and your A-Team are constantly reevaluating. If you decide to proceed with certain prospects, then move them down the Prospect Funnel and into deeper negotiations.

In this chapter, we have given what may seem disproportionate attention to a single meeting. However, such attention is definitely warranted. The experience of my firm has shown repeatedly how critical the early face-to-face encounters between buyer and seller can turn out to be. Company acquisition is ...

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