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Business Interests

This book was designed not only for owners and managers of middle market businesses but as a training text for middle market M&A investment bankers and consultants. It discusses the art and science of middle market M&A as well the all-important psychology and behind-the-scenes negotiations pursued with a particular emphasis on obtaining the absolute highest value when selling a business.

Subjects addressed include valuation, taxation, negotiations, M&A conventions, among many others from the buy-side and sell-side perspectives.

Subtitled “Tales of A Deal Junkie,” this serious but occasionally irreverent book tells it like it is, including anecdotes to provide a “feel” for what really goes on in middle market transactions. The author, a former practicing CPA and a business valuation expert, is a veteran M&A investment banker with years of real life experience. He also is a widely-acclaimed instructor in the M&A field and a nationally-respected practitioner who has trained thousands of investment bankers. No comparable book on the market today provides this degree of comprehensive and invaluable insight.

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An Insider's Guide to the Purchase and Sale of Middle Market Business Interests

The first book on mergers & acquisitions (M&A) to authoritatively convey the unique issues and circumstances of Middle Market M&As—those companies valued between $5 million to $300 million with sales of $6 million to $600 million— Business Interests addresses the many challenges, pitfalls, and difficulties inherent in transactions involving Middle Market businesses.

Destined to become the guide every Middle Market M&A seller keeps by their side, this how-to resource presents real-world anecdotes and vignettes alongside the technical content to help sellers understand how deals can successfully take place most effectively for the greatest return on their investments.

Business Interests addresses the unique issues and circumstances of Middle Market M&As, including how to start, market, and run an M&A practice, as well as discussion on licensing and regulatory requirements, forms, and much more. Author Dennis Roberts shares his decades of M&A experience, with expert discussion of:

- How to find and understand buyers in the Middle Market

- How to run a Middle Market business while preparing it for sale

- Keeping confidentiality while doing the deal

- Informal and controlled auctions

- The psychology of M&A negotiations

- The basic art and science of valuation as applied to M&A transactions

- Confirmatory due diligence, the definitive agreement, and closing

- Does a sales-side client need an appraisal before going to market?

Rich with helpful guidance that covers the "feel" of the transaction as well as essential tips on technique, Business Interests examines a wide and disparate range of material to equip sellers to realize the greatest return on their investments.

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