Successful Acquisitions

BEFORE YOU GO

The role of salesperson that you undertook during your initial phone contacts continues through your first meeting. Even though you are the buyer, you are really trying to sell the vision of a union between two companies with all the resultant benefits and synergies. Preparing for your first face-to-face contact is centered on the development and clear presentation of this sales pitch.

After an owner agrees to a meeting, your first step is to send, well in advance, introductory material on your company. This should be a customized printed package that is specific to your acquisition process. Many elements are constant for all targets, but there should be some tailoring for each individual prospect. While your package can include ...