Michael Fekkes, Senior ENLIGN broker

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Growth through acquisition can be a powerful tool to rapidly increase sales, create a competitive advantage, improve profit margins, and expand a company’s footprint. Buy-side business brokers work with business owners and corporate management teams to develop and execute customized acquisition strategies.

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Acquiring a business from a competitor or industry peer can be an extremely challenging and difficult process due to the confidentiality concerns and competitive nature between parties. Having an experienced buy-side business intermediary involved offers considerable value in protecting the identity of each party in addition to discretely controlling the dissemination of sensitive financial, legal, and operational data. The exchange of data is traditionally done in stages, as the buyer/seller relationship matures and the trust and comfort level increases.

The involvement of an experienced business intermediary will improve the chances of a win-win deal, especially when the scope and/or complexity of the deal increases as this often necessitates innovative structuring options related to deal structure, tax management, and financing. Third party intermediaries are also critical when the two businesses are in competitive industries or regional markets.

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Targeted Business Search:

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Some buyers prefer to have a discreet, dedicated, and exclusive, acquisition search performed on their behalf, targeting a specific company type, size, or geographic location. While sell-side representation is the norm in the business brokerage industry, several firms including ENLIGN, are experienced in working with both management teams and entrepreneurial buyers in refining their investment criteria and performing comprehensive & confidential searches throughout North America. This proactive and discreet service is performed under a retainer and can save valuable time and money in locating businesses that are not currently on the market for sale. This approach prevents these attractive acquisition opportunities from being lost to competitors as well as the targeted company being bid up in price through a competitive auction process.

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While the market appears to be turning the recent slowdown in the U.S. economy over the past years has created a unique opportunity for businesses to utilize an acquisition strategy to increase the top and bottom lines making growth through acquisition is recognized as a cost effective method to grow market share, improve profitability, and eliminate the competition.