Successful Acquisitions

YOUR ADVISER’S ROLE

Assuming your third-party adviser has been with you throughout the entire acquisition process, there is no reason for that to change once you enter deeper negotiations. The adviser’s experience in the acquisition process will help you develop your negotiation strategy, organize the meetings, and maintain a big-picture perspective. At the same time, I caution you not to abdicate to your adviser in negotiations. You are the lead negotiator—not the third-party adviser. As the buyer, you must remain personally invested in the process; otherwise, it can become too easy for you to walk away if negotiations stall.

By now, the seller should be increasingly comfortable with your adviser, given the extent of interaction they have had ...