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The Art of the Deal

by Jeffrey Groob, President; Groob Consulting, Inc., Crestview Hills, KY,


Serial Information: Civil Engineering—ASCE, 1997, Vol. 67, Issue 5, Pg. 64-66


Document Type: Feature article

Abstract:

There are two fundamental reasons why an engineering firm considers selling itself or purchasing another firm: to generate the money or to deal with issues of management or ownership transition. Here's some advice on how to seal the deal whether you're buying or selling. Many firms stall or plateau at a certain size or revenue level. This frustrating plateau is often a direct consequence of insufficient critical mass in three areas: cash, marketing and management. The solution? Combine the complementary strengths and resources of two separate firms. Given sufficient resources, a new, combined entity can hit on all cylinders, fueling increased profitability, growth and stability.

Subject Headings: Revenues | Profits | Marketing | Fuels | Engineering firms | Cylinders

Services: Buy this book/Buy this article

 

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