Succession Secrets

In today’s episode, I answer Marian’s question which he emailed from Slovakia. Proprietary deals are those, to which you get to first. It is the opposite of a non-proprietary deal, which is being shopped by an intermediary who wants to turn you into a commodity so that you have to compete with price.   Marian works at a buy-and-hold private investment company and wants to get deals where he can build a bilateral relationship with business owners. Bilateral is good. Relationship is better still. How can he do it? This is a big topic, but in today’s episode, I describe my 8-step process to build a proprietary deal flow.  Articulate the types of deal (Size, Situation, Sector) Buy and research a list Craft your story and message Get your story out Become a thought leader and serve your target market Network with intermediaries serving your market Reverse engineer the desired results Turn reaching out into a habit Yes, it involves planning, process and persistence. But it works. It is the exact pro