e-Book Quiz

1. Goodwill is the difference between the total purchase price and what?

• Net assets (at the date of completion)

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1. From Nick’s valuation article, what can could valuations?

• Complex deal structures

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1. What are the 3 key numbers Callum’s IM article says we need to understand?

• Sales, margins & overheads

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1. What does Joe ask clients to engage with to assist the research?

• Research brief

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1. What is Dean’s suggested approach for understanding buyers and their financials better?

• Buyer presentation

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1. What advice does Chris give clients to kick-off initial meetings?

• Get the buyer talking first

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1. What 2 topics does Charlotte’s (and Erica!) article focus on?

• Teams & VDRs

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1. What does Martin’s negotiation article say you should never do?

• Make the first offer

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1. Name at least 2 ways, from Tiann’s article, that a seller can keep some ‘skin in the game’

• Earn-out. Retained shareholding or roll-over. [defcon]

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1. What adage does Jim use to explain earn-outs to clients?

• A bird in the hand is worth 2 in the bush

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