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Avoiding Common Acquisition Mistakes What goes wrong.PAYING FOR THE OWNER'S GOODWILLValue that departs with the seller is not value... Buying Into a Business Rather Than Buying It Partial acquisition.WHAT IT MEANSAcquiring a share rather than the whole.WHY PEOPLE DO ITLower... Buying a Business: Everything That Matters, Briefly The whole category in one page.THE CENTRAL RISK IS THAT THE SELLER KNOWS MORE THAN YOU... Buying a Failing or Distressed Business Acquiring problems cheaply.WHY PEOPLE DO ITPrice is low and the underlying business may be... Conducting Commercial Due Diligence Understanding the business itself.WHAT TO ESTABLISH ABOUT CUSTOMERSWho they are How much each... Conducting Financial Due Diligence Verifying the numbers.WHAT TO EXAMINEFinancial statements, several years Management accounts,... Conducting Legal Due Diligence What you may be inheriting.WHAT TO EXAMINECorporate records and ownership Contracts with... Deciding What to Buy Defining the target.WHAT TO ESTABLISH BEFORE LOOKINGWhat you actually want from ownership What... Finding Businesses for Sale Where opportunities come from.WHERE THEY ARISEBusiness brokers Advertised listings Professional... Funding an Acquisition Paying for it.WHAT SOURCES EXISTYour own funds Bank lending Seller financing Investor equity... Managing the Completion Process Getting to the transfer.WHAT COMPLETION INVOLVESSigning the agreement Paying the consideration... Managing the First Months Taking over.WHY THIS PERIOD DETERMINES SUCCESSCustomers, staff and suppliers decide whether to... Negotiating Price and Terms Agreeing the deal.WHAT IS NEGOTIABLE BESIDES PRICEPayment timing and structure What is included... Retaining Customers and Staff After Acquisition Keeping what you bought.WHY IT MATTERSValue lost in the transition is value paid for and not... Structuring the Purchase How the deal is done.WHAT THE TWO PRINCIPAL STRUCTURES AREBuying the shares of the company Buying... Understanding Warranties and Protections What the seller stands behind.WHAT WARRANTIES AREStatements by the seller about the business,... Understanding Why People Buy Businesses What acquisition offers.WHAT BUYING PROVIDESExisting customers and revenue Established operations... Understanding Why the Seller Is Selling The most important question.WHY IT MATTERSThe reason determines how much of the value is... Valuing a Business What it is worth.WHAT VALUE IS BASED ONFuture profits, and the risk of not receiving them.WHAT...

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