As an M&A consultant, I’m often asked exactly how we persuade the owners of not-for-sale companies to sell. My years of experience speaking with owners and facilitating acquisitions makes the process easier, but the real secret is understanding owner psychology. In contacting an owner, you can’t lay out a detailed acquisition plan. The key is …
Tag: owner contacts
Making First Contact with an Owner
Making first contact with an owner and important step in the acquisition process. It is your opportunity to get your foot in the door and start a positive relationship that could lead to acquisition. So, how do you go about contacting owners? In my post for the ACG National Capital Blog I outline how to initiate …
Pick Up the Phone
Personal connection matters, especially when it comes to the first connection with an owner of an acquisition prospect. This first connection is a decisive step. Handled correctly, it can initiate a positive relationship that may eventually lead to union. Handled poorly, that one phone call can terminate your opportunity to buy. When initiating contact with …
Why Owners Say “No” to Selling
I have rarely found an owner who, when asked if he would consider selling his business, immediately says, ‘‘Yes, I want to sell, and I want to sell now.’’ If you did actually get an immediate yes, this might well indicate weakness on the part of the prospect. Most often, though, the responses you will …
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