John Martinka

Getting the Deal Done John Martinka

Getting the Deal Done is 61 (short) chapters, each a deal-making tip that gives insights into the little nuances needed to successfully close a deal. John's expertise is supplemented by input from 11 of his deal making friends and contains concise explanations of proven techniques to use, actions to avoid, and tips on overcoming obstacles. There are strategies for owners to make their business more attractive to buyers so they can exit with style, grace, and more money; tips on searching for the right buyer or seller, negotiation, valuation, due diligence (on the business and on the buyer), the all-important transition plan, and on how to make the closing as smooth as possible. The book is filled with Common sense-most of these tips are just that, but it's amazing how many buyers and sellers go out of their way to avoid common sense. There are three parts:1. The first third of the book is primarily for sellers, although buyers will learn a lot from this information as well. It comprises tips and strategies to make the business more at-tractive to buyers.2. The second part consists of deal-making tips on search, analysis, valuation, negotiation, due diligence, transition, and closing.3. In the final part, my rules for business-buying, exiting, and selling are interspersed among tips for all of the above. The book concludes with an extended essay on the 19 reasons to consider growth by acquisition. The first part of the book is very important. It is estimated that only 10-20% of business owners do any kind of exit planning, because the owner is busy and, in my opinion, many owners think their business is so special it doesn't need any preparation. For those who want to exit with style, grace, and more money, pay heed to the first part. Your buyer(s) will appreciate it.