May 8, 2024
Dumb and Dumber Deals
Recently I was talking with my friend (attorney) David Cook. We got on the subject of stupid things business buyers and seller do starting with…
April 18, 2024
It’s All About Motivation
I came across an old talk I used to give, and it struck me how important my three key factors to getting any deal done…
March 27, 2024
What You (Probably) Can’t Find Out
Business buyers (and job applicants) want to know about any mine fields they’re walking into. Sometimes it’s easy but often it’s hard to figure out,…
March 13, 2024
Mistakes Business Buyers Make – A Blast From the Past
I was perusing some files and found a couple of our weekly memos from a dozen years ago. This one is advice to business buyers…
February 28, 2024
Expertise Equals Relationship
Recently I had a meeting with a prospect and after 25 minutes he said, “I’m sure you’ll have an agreement for us. I trust you.”…
January 3, 2024
When It’s Fun All is Good
A couple Sunday’s ago our granddaughter was over to walk the dogs. At some point in the conversation, she said (and imagine a long groooooan),…
December 20, 2023
Don’t Dismiss the Balance Sheet
During a meeting last week, I made the comment, “The Balance Sheet is more important than the Profit & Loss statement.” A stunned look of…
November 22, 2023
Move Faster – Show Urgency
Recently we attended a Chase bank event with speaker Jay Baer. Jay’s topic was the title of his latest book, The Time to Win, and…
November 15, 2023
You’d Think They’d Know Better
The Seattle Times had an article on Bellevue’s Spring District development and one line was, “But all has not gone according to plan.” They attracted…
November 8, 2023
Build a Relationship – Make a Great Impression
Anybody who’s read, or even skimmed, our books know we stress how there’s no deal (of any kind not just buy-sell) when there’s no relationship.…
