How do you begin your courtship of a not-for-sale company? Sending a letter is fairly common practice for contacting owners, but it’s not the most effective way to communicate. A letter will not attract the owner’s attention and likely will go into the trash without being read. There’s a better way to stand out from the […]

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When do you let an owner of a privately-held not-for-sale company know you are interested in acquisition? While, I’ve mentioned that an owner will not sell their company over the phone, this doesn’t mean you should hide your interest in acquisition. You should introduce acquisition at the beginning of the process. In your first call […]

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Facebook announced it will buy WhatsApp for $19 billion on February 19, 2014. There is no way that I can, in any credible means, justify or explain the purchase price because it’s absurd in my opinion. WhatsApp has no advertising revenues and charges each of its 450 million active users a yearly fee of just […]

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I had the opportunity to speak on building a lasting legacy in the September issue of Washington DC SmartCEO Magazine. The article focuses on how business owners and entrepreneurs can build a lasting legacy for their company. As I said during my interview, Capstone is not just about me, it’s so much bigger than that. […]

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As an M&A consultant, I’m often asked exactly how we persuade the owners of not-for-sale companies to sell.  My years of experience speaking with owners and facilitating acquisitions makes the process easier, but the real secret is understanding owner psychology. In contacting an owner, you can’t lay out a detailed acquisition plan. The key is […]

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Making first contact with an owner and important step in the acquisition process. It is your opportunity to get your foot in the door and start a positive relationship that could lead to acquisition. So, how do you go about contacting owners? In my post for the ACG National Capital Blog I outline how to initiate […]

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Personal connection matters, especially when it comes to the first connection with an owner of an acquisition prospect. This first connection is a decisive step.  Handled correctly, it can initiate a positive relationship that may eventually lead to union. Handled poorly, that one phone call can terminate your opportunity to buy. When initiating contact with […]

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I have rarely found an owner who, when asked if he would consider selling his business, immediately says, ‘‘Yes, I want to sell, and I want to sell now.’’ If you did actually get an immediate yes, this might well indicate weakness on the part of the prospect. Most often, though, the responses you will […]

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