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Imperial Library
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Index
FOREWORD 1
BEGIN WITH THE END IN MIND 3
Chapter 1 - PREPARING FOR A DEAL AS THE SELLER 9
Mistake #1 Fuzzy Objectives 12
Mistake #2 Vague Exit Strategy 16
Mistake #3 Artificial Deadlines 19
Mistake #4 Getting Soft Advice - or None At All 22
Mistake #5 Nothing to Sell 25
Mistake #6 No Plan to Maximize Value 27
Mistake #7 Organizational A-D-D 30
Mistake #8 Ad Hoc Operations 33
Mistake #9 Weak Executive Team 36
Mistake #10 Who Owns this Place 39
Mistake #11 Financial Warts 43
Mistake #12 Hockey Stick Projections 46
Mistake #13 Mile Wide and an Inch Deep 49
Mistake #14 Looking Like Everybody Else 52
Mistake #15 Dancing With Sugar Plum Fairies 55
Chapter 2 - PREPARING FOR A DEAL AS THE BUYER 59
Mistake #16 No Strategy for Growth 62
Mistake #17 All That Glitters Is Not Gold 65
Mistake #18 Tire Kicking 68
Mistake #19 Where’s the Money? 71
Mistake #20 Live By the Sword, Die by the Sword 74
Mistake #21 Hiring Jack-the-Ripper 76
Mistake #22 Impatience 79
Mistake #23 Abandoning Your Pricing Strategy 82
Mistake #24 Forcing It Down Their Throats 85
Chapter 3 - GETTING THE DEAL DONE AS THE SELLER 87
Mistake #25 Selling Yourself Short 90
Mistake #26 Limiting Your Possibilities 92
Mistake #27 Making a Bad First Impression 95
Mistake #28 Lack of Intelligence about a Buyer 99
Mistake #29 One Buyer Is No Buyer 102
Mistake #30 Relying on a Handshake 104
Mistake #31 Rigid Price Expectations 109
Mistake #32 Sleeping Through Due Diligence 113
Mistake #33 Showing Your Warts 117
Mistake #34 Taking Your Eye off the Ball 120
Mistake #35 Loose Lips Sink Ships 122
Mistake #36 Complex Earn-Outs 125
Mistake #37 Loaning Your Money Away 128
Mistake #38 Afraid to Say NO 131
Mistake #39 Oh What a Day! 135
Chapter 4 - GETTING THE DEAL DONE AS THE BUYER 137
Mistake #40 Not Selling the Seller 139
Mistake #41 Letting Price Kill a Good Deal 142
Mistake #42 Unverified Optimism 146
Mistake #43 Penny Wise and Pound Foolish 150
Mistake #44 Running the Negotiations Meter 153
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