by Ian Smith | Mar 16, 2023 | Acquisitions
The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that...
by Ian Smith | Mar 9, 2023 | Acquisitions
This 6-part blog series is based on our Acquisitions Approval Model. This week we examine the crucial stage of getting to know the target. This week in Part 3, we review our Phase 3 where an acquirer meets the target, builds a comprehensive picture of their business,...
by Ian Smith | Mar 2, 2023 | Acquisitions
This 6-part blog series is based on our Acquisitions Approval Model. In practice this model may not flow in a sequential manner because circumstances can change quickly. A target owner who is in dialogue with you in Phase 3 may stall for several months, motivating you...
by Ian Smith | Feb 23, 2023 | Acquisitions
The acquisition of another company continues to be a graveyard of failed dreams, disappointments, and of course some bad luck. In a recent article in the HBR the failure rate cited based on most surveys is an eye watering 70% to 90%. It’s easy to find deals that...
by Ian Smith | Feb 16, 2023 | Sales Tips
In 2001 Matt Dixon and Brent Adamson authored the best-selling book, “The Challenger Sale”. This time Matt has teamed up with Ted McKenna to publish the remarkable book “The Jolt Effect.” We are all in sales! From single entrepreneurs to multi-nationals. Closing deals...
