Tag Archives: M&A

Negotiating to Buy a company: A Summary

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By Dr. John Psarouthakis, Executive Editor of www.BusinessThinker.com, Founder and former CEO, JP Industries, Inc., a Fortune 500 industrial corporation

This is the 5th of a Series of 15 short articles on “HOW TO BUY THE RIGHT COMPANY” They will be posted at one a week

Perhaps too much has been written about elaborate or indirect negotiating techniques in business situations.  At least in the case of acquisitions, we espouse a direct, problem-solving oriented approach. This builds trust between buyer and seller and allows for resolution of key issues.

Thorough understanding of the seller’s motives and details about his or her company and industry will aid your negotiating ability.  You should thoroughly understand the prospective company, including the likely risks and potential problems you might encounter if you take over ownership.  Further, you should be able to present such concerns in a way that the seller will find believable and will be able to accept.

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HOW TO BUY THE RIGHT COMPANY, 3rd

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This is the 3rd of a Series of 15 short articles on “HOW TO BUY THE RIGHT COMPANY” They will be posted at one a week

And in developing a plan for how you plan to go about buying a company, resolving the following issues at the outset will affect the types of investors you will attract and potentially, how successful your search will be:

  • Where will you go for the money?
  • Who will help you in your search?
  • What personal arrangements will you need to make until you find and purchase the company?
  • How do you plan to find the right company?
  • What is your exit strategy? That is, how will investors be able to get their initial investment out of the business over time?

Clarifying these issues in your mind will advance your efforts at selecting the appropriate company.

Reference: “How to Acquire the Right Business”
by John Psarouthakis and Lorraine Uhlaner

http://businessthinker.com/publications/ 

HOW TO BUY THE RIGHT COMPANY, 2nd

shakiing_hands
This is the 2nd of a Series of 15 short articles on “HOW TO BUY THE RIGHT COMPANY” They will be posted at one a week

An acquisition business plan needs to be developed before you begin your search to buy a company. Three overall categories of decisions need to be made.

  • Why do you want to buy a company?
  • What type of company do you want to buy?
  • How are you going to go about buying the company?

In determining why you want to buy a company, you should ask yourself and develop answers for each of the following questions:

  • Do you want to run the business yourself or do you want others to help you?
  • How long you plan to keep the business;
  • Whether you plan to buy other businesses over time
  • If buying additional companies over time, do you plan to buy related or unrelated companies?
  • In determining what type of company you want to buy, you should ask yourself, at the outset:
  • What industry are you interested in?
  • How large a company do you want to purchase and manage?
  • How profitable does the company need to be?Clarifying these issues in your mind will advance your efforts at selecting the appropriate company.

Reference: “How to Acquire the Right Business”
by John Psarouthakis and Lorraine Uhlaner

http://businessthinker.com/publications/