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4 tips for success for acquiring a business, and how and why to do it

(ENTREPRENEUR) Acquiring a business can be a key part of future growth, but there are some factors you should consider before signing the deal.

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A meeting room with people shaking hands over acquiring a business

Growing businesses have multiple levers that can be pulled separately or in unison to continue scaling and expanding. And while many companies choose to grow internally, there’s always the option of acquiring a business to supercharge results and instantly expand.

Why Acquire?

Acquiring a business is certainly a complicated path to expansion, but it’s also a highly attractive one for a variety of reasons. This includes:

  • Increased market share. If you’re acquiring a business that happens to be a competitor, you can instantly increase your market share. If you currently own 20% of the market share and the competition has 15%, you suddenly catapult to 35%. That might make you the industry leader overnight!
  • Expansion into new markets. Sometimes you acquire a business outside of your industry or niche. In this case, it allows you to expand vertically or horizontally. This can improve top-line revenue and/or reduce costs and benefit profit margins.
  • Advanced tech and IP. In some situations, an acquisition is about acquiring a specific piece of technology or intellectual property (IP). This may prove to be the final boost you need to accelerate growth and initiate further expansion.
  • Talent acquisition. One of the secondary benefits of an acquisition is the opportunity to welcome new talent into your team. Whether it’s a seasoned executive or a highly effective sales staff, this is one benefit you can’t ignore.

Mergers and acquisitions aren’t the correct solutions in every situation, but they often make sense. It’s ultimately up to your team to sit down and discuss the pros, cons, opportunities, drawbacks, and possibilities of pursuing this option.

Helpful Acquisition Tips

Should your business choose to move forward with the acquisition route, here are some essential tips to be aware of:

1. Assemble a Talented Team

Don’t do anything until you first develop an acquisition team. This is a very important step and should not be delayed. (Many businesses make the mistake of starting the search and then forming a team on the fly, but this results in missed opportunities and foundational errors that can compromise an otherwise smart acquisition.)

A good acquisition team should include an experienced mergers and acquisitions advisor, a responsible executive, an attorney, an HR professional, and an IT expert. You’ll also want to bring on a public relations professional as soon as possible. This will ensure you control the messaging that customers, investors, and even employees hear.

2. Do Extensive Due Diligence

With the support of a talented dream team, you’re equipped to find the best acquisition opportunities. As you narrow your targets down, you’ll want to identify and implement a very detailed due diligence process for acquiring a business. This may include an extensive, objective analysis that consists of a letter of intent, confidentiality agreement, contracts and leases, financial statements, tax returns, and other important documents.

3. Make an Initial Offer

If the due diligence checks out, then it’s time to work on formulating an offer for acquiring a business. While the first offer almost certainly won’t be the offer that gets accepted, it’s the single most important offer you’ll make. It frames the transaction and sets the tone for the rest of the negotiations. It’s generally a good idea to offer no more than 75 to 90% of what you’re willing to pay. It should be low enough to leave room to inch up, but not so low that the other party could potentially see it as an insult.

4. Negotiate

Your first offer won’t get accepted. But unless you’ve totally insulted the other business, they should come back with a counter. Now is where things get really interesting. Negotiations ensue and it’s time to counter back and forth. The offer consists of a variety of elements – not just a price tag – so consider all of these variables in your subsequent counters.

Adding it All Up

As valuable as an acquisition can be, the process is often filled with friction. It’s up to your team to make the transition after closing as smooth as possible.

It’s very important that you respect the products, services, employees, and customers that the acquired business has. If you come into an acquisition and attempt to shake things up on day one, you’re going to get backlash. There’s nothing wrong with making changes – you now own the business – but be diplomatic and patient. Build trust, work together, and gradually introduce changes.

Larry Alton is an independent business consultant specializing in social media trends, business, and entrepreneurship. When he's not consulting, glued to a headset, he's working on one of his many business projects. Follow him on Twitter and LinkedIn.

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Business Entrepreneur

Tips to professionally approach your business partner with feedback

(ENTREPRENEUR) You and your business partner(s) are in a close relationship, and just like a marriage, negative emotions may play a role in the relationship.

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Woman on computer discussing feedback to her business partner.

You and your business partner are in a relationship. Your business was born when you shared a common vision of the future and became giddy from the prospect of all you could do together that you couldn’t do alone. Now, you spend much of the day doing things together in collaboration. The stakes are high; there are obstacles to overcome, decisions to make together, deadlines to meet, and all the stresses of running a business.

It’s no wonder a business partnership can often be just as complicated and emotional as a romantic relationship. If you are struggling with your business partner, you might find helpful advice in resources originally targeted towards troubled couples.

Relationship expert Dr. Jeffrey Bernstein has explored how to share “toxic thoughts” with your partner. In a linked article, Bernstein describes toxic thoughts as distortions of the truth that cause us to overemphasize the negative attributes of our partner.

Some examples of toxic thoughts include blaming your partner for larger problems that aren’t really their fault, inaccurately assuming your partners intentions, or resenting your partner for not intuiting your needs, even if you haven’t expressed them. The defining characteristic of these toxic thoughts is that, although they may be based in the truth, they are generally exaggerations of reality, reflecting our own stresses and insecurities.

Just as much as in a love relationship, these toxic thoughts could easily strain a business partnership. If you find yourself having toxic thoughts about your business partner, you will need to decide whether to hold your tongue, or have a potentially difficult conversation. Even when we remain quiet about our frustrations, they are easily felt in the awkward atmosphere of interpersonal tension and passive aggressive slights that results.

Dr. Bernstein points out that being honest about your toxic thoughts with your partner can help increase understanding and intimacy. It also gives your partner a chance to share their toxic thoughts with you, so you’d better be ready to take what you dish out. It might be hard to talk about our frustrations with each other so candidly, but it might also be the most straightforward way to resolve them.

Then again, Bernstein points out, some people prefer to work through their toxic thoughts alone. By his own definition, toxic thoughts are unfair exaggerations of and assumptions about our partner’s behavior. If you find yourself jumping to conclusions, assuming the worst, or blaming your partner for imagined catastrophes, perhaps you’d better take a few minutes to calm down and consider whether or not it’s worth picking a fight about. Then again, if you’re self-aware enough to realize that you are exaggerating the truth, you can probably also tease out the real roots of any tension you’ve been experiencing with your business partner.

If you are going to get personal, shoulder your own emotional baggage and try to approach your partner with equal parts honesty and diplomacy. Avoid insults, stay optimistic, and focus on solutions. State your own feelings and ask questions, rather than airing your assumptions about their intentions or behaviors. Keep your toxic thoughts to yourself, and work towards adjusting the behaviors that are making you feel negatively towards each other. Your business might depend on it.

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Business Entrepreneur

5 side hustle ideas that could change your career trajectory

(EDITORIAL) You may be feeling the desire to explore something new or actually make a career change – Here are 5 side hustle ideas to consider.

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side hustles

When you think of finding a side hustle, you might picture yourself finding an obscure job as a bike courier three nights a week or maybe even walking your neighborhood dogs. Both of these positions can be fun and pay extremely well depending on who you work for.

There are endless opportunities for part-time, enjoyable, profitable side hustles. However, if you take on any of the following gigs, you could end up with a new career.

1. Day trading

Day trading is the purchase and sale of a stock, bond, or security all within the same day. Many entrepreneurs are drawn to day trading because it’s fast-paced and risky, but with the right skills, day trading presents a potential for serious profit.

If you’re curious about day trading, RJO Futures published a guide on how day trading works. RJO’s article explains that whether you trade from a large firm or on your own, you’ll need three tools:

  • Access to a trade desk. This will give you instant order actions the moment your trades are placed.
  • Analytical software. Analytical software will help you identify key indicators to inform your next move.
  • Access to news outlets. Day trading – specifically day trading futures – is volatile. Prices move by the second and having access to news outlets will give you a heads up if your market might be affected.

Be aware that if you enjoy day trading and get good, you might want to go full-time. It’s possible to turn day trading into a career, but the learning curve is steep.

2. Investing in real estate

Real estate is a lucrative industry, but it’s not for everyone. Popular among entrepreneurs, investing in real estate requires long hours of study, extensive research, and getting your hands dirty.

Usually, real estate investors have side hustles to supplement their income. However, many people get into real estate as a side hustle and end up turning it into a career.

If you want to get started in real estate, don’t jump to investing right away. Take the expert advice from the folks at Bigger Pockets and start by learning about the industry. Get a part-time job as an assistant property manager to pick up industry knowledge and learn your local landlord-tenant laws. If you’re going to invest in real estate to rent out, you’ll be a landlord at least for a short period of time until you hire a property management company.

If you know someone who can help you make your first investment, you don’t need to wait. However, to be successful you have to think outside the box to gain a full spectrum of industry experience.

3. Content writing

Every business needs content writers and many are willing to settle for any level of proficiency. If you have any writing skills, you can easily pick up some content writing gigs on job listing sites.

If you love writing, you might start out writing one blog per week and decide you want to pursue writing full-time. If it’s truly your passion, stick with it and you’ll find the right clients who will pay you generously for your work.

4. Coaching

Whatever people are struggling with, there’s a coach to save the day. Life coaching and business coaching are the most popular, but you can coach people on anything you’re passionate about.

Being a coach isn’t easy. Even people who intentionally start a career as a coach struggle. What most people don’t realize about coaching is that passion does not equal profit. Coaching is a hard sell, but life coaching is especially difficult. Running a coaching business requires more than business skills – you need to be proficient at helping people solve their problems.

If you’re good at helping people solve their problems, there’s a chance you might get addicted to being a coach. There’s nothing more satisfying than helping people grow and transform their lives.

5. Thrifting

It’s not hard to find sellable items at your local thrift stores. However, you need an eye for what people want to buy. If you’ve got that eye, you could end up with a new career.

For example, Natalie Gomez, a former merchandise planner at Macy’s, took on thrifting as a side job and wound up making thousands of dollars. Gomez was interviewing for a new job when she realized she was already making a good living selling clothes.

Enjoy your side hustles

Even if you don’t turn your side hustle into a career, take on gigs you enjoy. Money is necessary, but it’s never worth sacrificing your happiness.

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Business Entrepreneur

This podcast explains the schemes behind MLMs & the dangers they pose

(ENTREPRENEUR) The Dream podcast provides another valuable way to understand the pervasive nature of MLMs, from their history and tactics to their legality.

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MLMs twisting the American Dream with microloans. Image of the American dollar with collage background.

Okay, if you haven’t been a part of an MLM scheme or known someone in an MLM who has had things go horribly wrong, it can be hard to understand why they are so pervasive and so dangerous. If you don’t know what an MLMs are, check out our introduction here, but if you’re ready to learn more, consider checking out The Dream, a podcast by Little Everywhere and Stitcher.

The Dream podcast is a great way to gain insight into the world of MLMs. Narrated by Jane Marie, this podcast uses a blend of research, interviews and personal experiences – one team member actually joins an MLM – to give an in depth view on how they operate. You’ll learn about why people join and stay in MLMs, ways they screw over their customers and the history behind MLMs.

This podcast manages to tackle difficult topics without dehumanizing the people victimized by the system. One reason is likely due to the fact Marie grew up surrounded by individuals who had been sucked into MLMs, including family members, and she discusses their plights with compassion.

That said, the sweetness of sympathy in each episode is cut with legitimate research from academic authorities. From the history of MLM mentalities to the legal battles waged around these pyramid schemes masquerading as businesses, listeners will gain a logical, as well as emotional, understanding of how these schemes operate.

Each episode ranges from 30 – 60 minutes, perfect for listening during a commute.

Need a second opinion before taking the plunge? Here’s what others have had to say about The Dream.

Alice Florence Orr of The Podcast Review notes: “The podcast zooms in and out, encompassing both the deeply personal and shockingly political.”

Shannon Plaus of Slate adds that: “This relatability is exactly what makes the show so excellent. Rather than perching from a place of financial guru explaining to people why MLMs are so bad, it willingly positions itself as closer to the victim of such a scheme.”

The first season is eleven episodes, with an additional four “bonus” episodes, opening with a discussion about pyramid schemes before diving into the more sinister world of MLMs. The Dream has also recently started its second season, this time with a focus on the “wellness” industry.

If you want to learn more about MLMs, you could do a lot worse than the well-researched, deeply personal perspective of The Dream. Check it out today wherever you get your podcasts.

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