October 27, 2011


“Mr. Soyer, please forgive me but these people are #@≠$” said the familiar voice on the phone. It is not possible for me to openly write what ‘#@≠$’ stands for. In principle he had every right to get upset. The negotiator of the company that was planning to buy some of his shares told him for the umpteenth time that they needed to postpone the negotiations. The reason for this delay was very weak. My client, on the other hand, wanted to finalize the process and go back to his usual business life.

You might not be able to see and understand the various dynamics within the purchasing company until the sales of shares is completed and sometimes even much later than that, especially, if the prospective acquirer is a company working for many years in a conventional industrial or service sector. Then it is almost impossible for them not to have problems at their management level. Some of these problems might influence the process of the sale.

In order to ensure that the process continues within the planned time frame, the best approach is to understand the problems and then to assist in their solution. To understand what the problems are, one needs to go over all the past talks and discussions and of course to openly ask the prospective acquirer about the trouble.

The project, which I mentioned above, went through these stages and achieved the happy ending but my client can’t get out of the habit of using ‘#@≠$’ when he talks about his new partner.

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