What’s their motivation? One simple question can yield a wealth of information

Description

Abstract: When business buyers first meet with the owners of a potential acquisition target, almost no question is more important than, “Why are you selling?” Similarly, a buyer’s impetus can tell the seller everything from how much it’s willing to pay to how it will handle integration. This article explains how a buyer’s or seller’s motivation can help determine whether an M&A transaction may or may not be worth pursuing.