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The Feel of the Deal: How I Built a Business Through Acquisitions Paperback – March 17, 2007
Based on seven years of reporting from over a dozen countries, writer Tom Wainwright takes you on an extraordinary journey into the business of being a drug lord. Learn more.
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More About the Author
He and his partners act as consulting CEOs who help CEOs and their top teams navigate difficult passages. Running a company is a series of judgment calls, each of which can have big consequences. We often help make those judgment calls, drawing on deep experience as CEOs and by helping our clients think through situations. Some people call him a CEO coach. Some call him a CEO mentor. Some see him as their own "Chairman of the Board".
Top Customer Reviews
A first-person CEO experience: In the first part of the book, the reader can look through the eyes of a midsized company CEO and experiences first-hand how and why he starts buying owner-led firms over the course of 40 months. Rob explains the details from the very beginning of finding a suitable acquisition target, making first contact, and building mutual trust until eventually the deal can be closed against many odds. This part also uncovers typical pitfalls of acquisitions (e.g. unrealistic expectations, faulty communications, guesswork instead of facts, etc.) and how to cope with them. Each of the easy to read chapters end with a dedicated section of Rob’s reflections which are filled with tips and tools how to successfully manage a multi-year acquisition process in a systematic and professional way. The true life story is so suspense-packed that it is hard to put the book away once you started reading.
A buyers operating manual: In the second part, Rob Sher dives into more details regarding a number of important moments of acquiring Aaron Ashley such as how to best analyze a business, good and bad reasons for selling, interacting with advisors and banks or how to keep a deal alive when others want to kill it. This part comes in essay form and is best seen as a reference work depending on the reader’s individual interests.
The book is best for entrepreneurs who are new to acquisitions and want to learn about the challenges that occur when buying other founder owned companies and which practices are effective to drive the process towards success.Read more ›
1) Its a well-presented and easy-to-read summary of a what goes on inside the head and heart of an acquisition-minded private company CEO.
2) Its a challenge to combine narrative with insights that a reader can apply to his/her situation. A worthwhile discussion on "morals of the story" can easily disrupt the story itself. The author addressees this dilemma in an innovative way. He tells you the story of what happened in a chronological manner, tells you what moral he took from an event and points the reader to a short essay on the moral at the end of the book.
3) The author is very open about what his thoughts were at that point in time and how he went about meeting the challenges of the moment. In the separate essay section, he describes in detail what information weighed on his thinking at the time. He also shares techniques he used to convert data into information he could use.
Overall, this a great read. The author has wisdom to share and does so in an engaging manner.
The book focuses on preparing the deal.. how do you meet the target's owner and how do you keep on approaching. But I guess because of NDA, the author didn't say anything about the details of the deal. So I wouldn't call it "Feel of the Deal," rather I'd call it "How to Buy a Business: Anecdote of an ex-CEO of a Small Business."
I don't think it's worth 20 bucks... maybe $12 or 15 at most. There are very few M&A books with personal experiences, that's why you should buy this book if you need some first-hand insights... but I'd say this book has a lot of room for improvement.