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Up the Agenda for the Meeting Follow Up with Emails to Keep Them Warm Understanding How to Address Concerns Questions Potential Acquirers May Ask You

      17  11 Getting to a Letter of Intent (LOI) Why an LOI Is So Important Breaking Down the LOI Comparing Valuations Measuring Suitability of the Potential Buyer Hostile versus Friendly Buyers Considerations before Signing The LOI Template

      18  12 Communication with Stakeholders The Role of the Board of Directors Keeping Investors Updated in the M&A Process The Dos and Don'ts with Employees Note

      19  13 Negotiating the Price Tag Price versus Terms Communicating Outcomes Pushing for a Deadline Increasing Price with a Bidding War Maximizing Value on the Buyer and Seller Sides Thinking Like a Buyer

      20  14 The Due Diligence Stage Putting Together the Deal Room Validating Your Claims The Dos and Don'ts During Meetings Managing the Flow of Information What to Look for in the Potential Buyer

      21  15 The Purchase Agreement How to Review the Purchase Agreement Terms and Clauses to Watch Typical Purchase Agreement Outline Lawyers and the Purchase Agreement Choosing the Right M&A Lawyer Dealing with Legal Counsel

      22  16 Strategic versus Financial Acquisitions Different Types of Acquisitions Reasons for Strategic Acquisitions How to Know What Drives the Buyer's Motivation Why Revenues Take a Back Seat on Strategic Deals

      23  17 Ways to Kill a Deal Not Respecting the Buyer Making Changes and New Demands Lack of Commitment from the Team How You Communicate with Employees and Customers Withholding Information Note

      24  18 Legal Considerations Regulations and Regulators Due Diligence and Assumed Liability Intellectual Property Working Capital Escrows Contracts Warranties and Indemnifications Stockholder Approval Noncompete and Non-solicitation Agreements Stock versus Asset Sales Buying Companies That Are Not Incorporated Liens and Encumbrances Note

      25  19 Closing the Deal The Anatomy of an M&A Deal Closing Closing Preparations Closing Times and Locations Speed to Closing Accounting and Taxes Closing Checklist Wrapping Things Up

      26  20 Transitioning to a New Phase Vesting and Revesting Post-acquisition Integration Looking

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