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Negotiating
Browsing posts in Negotiating
7 Pitfalls to Avoid Between LOI and Deal Close
Excellent advice for business owners once they’ve signed a Letter of Intent with a buyer and are working hand-in-hand toward closing. Time kills deals, and several of these pitfalls cause unnecessary delays that undermine a seller’s negotiating position and jeopardize a successful closing. From Axial Forum: ************************************** 7 Pitfalls to Avoid Between LOI and Deal […]
When Your Big Customer Wants to Pay Late
Seven tips for business owners dealing with delinquent large customers. From CFO.com. ****************************** When Your Big Customer Wants to Pay Late Big businesses increasingly are making small suppliers wait longer to get paid. Here are seven strategies for pushing back. David Rosenbaum It’s the new normal: big companies are paying their bills late, later, and […]
Avoiding the Biggest Deal Killer: Time
Great advice for business sellers (and buyers). From Divestopedia.com: ************************************ Avoiding the Biggest Deal Killer: Time By Rose Stabler Source: flickr/sonictk When selling a business, time is not your friend. Time is the enemy of all deals. In fact, “Time kills all deals” is an expression that can be associated with a number of different industries but […]
What to Do When Approached by a Private Equity Group
According to the Private Equity Growth Capital Council, there are now 2,670 private equity firms headquartered in the United States. As the number of private equity groups (PEG’s) has grown, competition for acquisition targets has also increased. This is good news for business sellers, especially in today’s marketplace where so many PEG’s have excess cash, […]
The New EBITDA: Emotions Before Interest Taxes and Depreciation
Tom Deans, Ph.D., author of Every Family’s Business, does a great job explaining the emotional connection many business owners have with their companies. Buyers should understand this connection when negotiating a purchase. Key quote: “Deals get done based on trust and respect earned by intermediaries paying homage to the things in a business that transcend […]
How Not to Get Burned in a Handshake Deal
From Inc.com: How Not to Get Burned in a Handshake Deal It’s simple: Don’t do those kinds of deals. Here’s how to get them in writing to avoid disagreements later. By Harvey Mackay | Aug 23, 2012 Agreements prevent disagreements. Sound trite? I don’t think so. It’s amazing how many people don’t heed this advice–and then get burned. […]
Why Win-Win Negotiators Will Lose Every Time
From the Build Network: ****************** Why Win-Win Negotiators Will Lose Every Time “Win-win” remains the most popular philosophy in negotiating. It’s also the least effective. “Most people think that a ‘win-win’ happy ending should be the ultimate goal in any negotiation,” writes Lewis Schiff in his forthcoming book, Business Brilliant. The book draws from his research on […]
How Many Buyers to Approach When Selling Your Business
Posted by Peter Lehrman on AxialMarket: ************ This article is part of our series onSelling Private Companies. In this post, we review the various techniques a business owner can employ in approaching buyers when selling their company, the pros and cons of the different techinques, and provide some recommendations based on AxialMarket’s observations working with […]
8 Steps to Acquiring a Business
From Inc.com Buyer beware: If a company is “troubled”, it’s probably for a multitude of reasons. Don’t attempt a turnaround in an industry you’re unfamiliar with — this is not a learning situation. If you have little experience in that company’s industry, it will be very difficult to make the immediate decisions that are vital […]
The Best Word in B2B Sales Negotiating is “No”
Negotiating strategy that works well in sales and dealmaking: The Best Word in B2B Sales Negotiating is “No” Written by Jim Camp Want to win new clients, negotiate a killer contract, or sell a new service? Invite the other party to say, “No.” Get comfortable hearing “no” and saying “no.” Once you do, you […]
