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Eight Greatest Ideas for Growing by Acquisition • 145

you could have an implacable, not to say scared, manager trying to hold on to the

division you wish to buy only because they cannot imagine life without you.

Next pay some attention to corporate hot buttons. At any time there

are some parameters that large organisations are trying to change. When Askyourself the

you say something to a middle manager that rings a bell with one of these question. Wharf

parameters, you have hit that manager's hot button. Concentrate your deal could I do

effort on acquisitions that do this. Ask yourself the question, 'What deal with this person

could I do with this person that will end up with him or her getting a new that will end up

feather in their cap by making a change in an area the company is focused with him or her

on?' getting a new

feather in their

cap by making

Idea 91 - Think big, unimaginably big ° change m an

area the

Let us assume for a moment that you are a small business with some company is

substance but still demonstrably a small business. Can I also assume that focused on?'

you are in a niche market that you understand entirely and where you

have found ways of getting competitive edge and prospering? Now think about your

largest competitor, that is the company that in the niche is the market leader at least

by volume. Now ask yourself 'Would life be easier if these people did not exist or

were on our side?' It is more likely that you could make this happen by taking that

part of the business over if it is not making money, but even if it is, anything is

possible.

Now look at how strategic this part of the business is to its current owners.

Could it be described, even if it is profitable, as non-strategic? I know a small com-

pany that bought the division of a big company because strategically it was trying to

get out of the software business. (Incidentally, the big business did not reallyknow

if the division was making money or not.) Analyse who is in charge of the business at

middle-management level or just above. Could you approach them directly, or would

you need an adviser to make the first move?