Summary: Many aspirational buyers are overconfident in what they believe differentiates them from every other firm out there and focus exclusively on what they are looking for in a seller, failing to appreciate how much competition exits and not taking an objective look at themselves from the seller’s perspective. Especially in a seller’s market such as this, it’s critical that buyers take a hard look at their own firms and honestly answer this question: Why should a seller choose my firm?
 It’s one thing to have a desire to grow through acquisition, yet quite another to be well positioned for success through the eyes of a seller. Taking the time necessary to make sure your house is in order before venturing into deal-making will ensure a better outcome—protecting precious firm resources as well as the legacy and reputation you have built.”Barbara Herman, Senior Vice President, Diamond Consultants |
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