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Middle Market Strategies: How Private Companies Use the Markets to Create Value Hardcover – June 2, 2009

ISBN-13: 978-0470464571 ISBN-10: 0470464577 Edition: 1st

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Editorial Reviews

From the Inside Flap

The middle market-businesses with revenue between $5 million and $500 million-makes up less than 1% of U.S. businesses, but employs thirty-nine million people or over one-third of the workforce. Mid-size businesses are big enough to get the job done and small enough to seize opportunities quickly. Both fragile and vital, their significance in today's volatile economy is even greater as a procession of larger, more familiar companies, once thought too big to fail, close their doors permanently.

So, why do some mid-market businesses win and others lose? Middle Market Strategies answers that question by providing an in-depth look at the market, the obstacles today's owners face, and the strategies successful companies have employed to succeed.

Sharing his decades of strategic experience, author Richard Trottier helps readers come to grips with the private capital markets and their impact on the businesses within them. The book explores these markets from the viewpoint of their key participants—business owners. Readers will discover how winners use market rules, patterns, and mechanisms to overcome walls and create value, and how they turn long-term trends into real-time competitive advantages.

Featuring over ninety case studies, Middle Market Strategies is the first book to view the mid-market as a whole from as many different vantage points as possible. In addition to examining the trends that drive the market, author Richard Trottier examines the rise of the market, what separates it from other markets, its structure and what binds it together, as well as how mid-market companies operate successfully in various industries. By providing this 360 overview, readers will develop effective middle market strategies that drive better decisions, which are only possible when owners fully understand the overall market in which their companies swim.

Providing a comprehensive framework for understanding the market for private mid-sized businesses, Middle Market Strategies explores:

  • How Do the Markets Work?

  • Market Windows

  • Middle Market by Industry

  • Monetizing the Market

  • Traffic Cops, Regulators, and Rule Makers

  • Who Gets What, When, Where, and How?

  • New Rules of the Game

  • Market Walls

  • Motivational Walls

  • Capital Walls

  • Operational Walls

  • And much more

A must-read for CEOs and presidents of mid-market companies as well as business appraisers and capital providers, Middle Market Strategies shows readers how to turn obstacles into equity. 

About the Author

Richard M. Trottier is President of Sundial Partners. He has over twenty years of experience in advising clients in acquisition, divestiture, mergers, business valuation, strategic planning, and turnaround planning. He has written numerous articles that have appeared in such publications as Business Appraisal Practice, The Tampa Bay Economy, and Mergers & Acquisitions.

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More About the Author


Richard Trottier has over twenty years experience advising clients in buying and selling business, business valuation, strategic planning and turn around planning. He has closed over 200 transactions in a wide variety of industries. Richard has served as an expert witness in business valuation and fee dispute questions.

Richard has owned several businesses, held public office and served on the board of private companies and civic organizations, including the board of directors of the International Association of Mergers and Acquisition Professionals. He has spoken frequently at national industry conventions and published many business related articles.

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