Here is a thought that many miss when they embark on an acquisition process: There is an inherent asymmetry in acquisition that puts the buyer and seller on different planes. You can buy companies over and over again, but the owner can sell his company only once.
Though you, the buyer, may be taking significant risks with making an acquisition — financially, strategically, perhaps personally — nevertheless, there is a likely far more at stake for the owner.
This asymmetry naturally makes the owner more cautious and skeptical.
Understanding owner psychology is critical to successfully contacting owners and securing a face-to-face meeting. This will be my focus at my next webinar, this Thursday, April 18 at 1:00 PM EDT.
I invite you to join me on Thursday, and be sure to have your questions for me ready. You can register for the webinar here.
During the webinar, I will discuss how best to make the first contact with an owner and how to secure a meeting. I will also guide you through the meeting itself — your “first date” with an acquisition prospect.
*This post was adapted from David Braun’s Successful Acquisitions, available at Amazon.com