It’s more than just numbers.

searcher profile

November 11, 2023

by a searcher in Houston, TX, USA

After being in the SME space for a bit, I’ve noticed that a lot of people are so focused on the numbers, that they completely forget about the acquisition and rapport building skills needed to get the deal across the finish line.

Ultimately these are business owners that feel like their SME is their baby. And they will not just hand their baby to just anybody, even if the right numbers are on the table.

I have mastered rapport building being in acquisitions for almost a decade now.

This community has provided me a ton of value. If enough people comment here that a free 30 minute webinar on building master level acquisition skills would be valuable, I have no problem running that for you guys and providing the secrets that I’ve learned.

Cheers Searchers!

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commentor profile
Reply by a professional
from University of Southern California in North Palm Beach, FL, USA
C.E.L.B.S. That's an acronym I coined decades ago to help people thinking about buying and selling small and midsize businesses. It addresses the non-financial factors that can determine whether a deal is a good one or a bad one, no matter what the financial statements say.

This is why we carefully, and early, examine these relationships IRT businesses for sale:

Customers Employees Landlords Banks (all sources of existing or potential funding) Suppliers
I heavily cover this in my books because so many buyers discover the truth after closing and it's not a pretty picture.
commentor profile
Reply by a searcher
in Rindge, NH 03461, USA
Completely agree! Making friends with the seller is the FIRST step in the process. Without that you are going nowhere. Agree that many forget this point.
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