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Browsing posts in Strategy
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, […]
How to Succeed at Trade Shows
A little strategy session for business owners, from eventsinamerica.com: ********************************* How to Succeed at Trade Shows – Part 1 According to the Center for Exhibition and Industry Research (CEIR), 46% of executive decision makers make purchasing decisions at trade shows. Even in today’s difficult economy, buyers attend trade shows in record numbers. Decision makers are […]
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 […]
Summer Planning
“A perfect summer day is when the sun is shining, the breeze is blowing, the birds are singing, and the lawn mower is broken.” — James Dent The beginning of summer always has an impact on the deal-making process. With so many moving parts in a transaction – buyer, seller, banker, attorneys, CPA’s, etc. – […]
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 […]
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 […]
Responsible Acquisitions Yield Growth
“Responsible Acquisitions Yield Growth” By Janice DiPietro Financial Executive, December 2010 Acquisitions immediately following a downturn generally yield strong returns, yet growing a business in a struggling economy is not only tricky, but could be damaging. Success depends upon an acquisition strategy that balances the need to grow with caution and responsibility. For companies seeking […]
