Table of Contents

Partial table of contents:

THE BASICS.

Defining the Midsized Company and the Market (T. West).

Who Are the Buyers?

(T. West).

Growth by Acquisition (J. Jones).

FINANCIAL AND VALUATION ASPECTS.

Utilizing Forecasts to Maximize Acquisition Success (R.Machiz).

Selling Partial Ownership Interests: Levels of Value (Z. Mercer& J. Julius).

LEGAL ASPECTS.

Advisor Engagement Letters (G. Hubbard).

Closing Documentation (W. Dunn).

THE OUTSIDE PROFESSIONALS.

The Role of the Lawyer (A. Bonis).

The Role of Machinery and Technical Appraiser (L. Miles).

THE DEAL ITSELF.

The Blue Pill: Creative Financing Strategies for BusinessAcquisitions (J. Slater).

Due Diligence Process for Buyers: Discovering the Truth (L.Stirtz).

Index.

About the Author

THOMAS L. WEST is the owner of Business Brokerage Press, a firmthat publishes newsletters and educational materials for thebusiness brokerage and intermediary market.

JEFFREY D. JONES is Chairman of Certified Business Brokers inHouston, Texas, and President of Certified BusinessAppraisers.

Mr. West and Mr. Jones are coeditors of the Handbook of BusinessValuation, also available from Wiley.