Discussing "Ballpark" Pricing with a Prospect

By Tom Cobery
In October 15, 2013

When you have qualified a prospect to the level that you are beginning to discuss “ballpark” pricing, it is important to keep your options open and continue due diligence with other prospects that you have identified. You should inform the prospect who you have begun pricing discussions with that you are keeping your options open as things can change quickly and you want to be able to react to any changes. Do not use this information to negotiate with the prospect, it is just a fact of life. Remember, “A deal is not complete until all the agreements have been signed and the cash/assets have begun to change hands”.

Do not forget the workshop for Advanced Strategies in M&A to be held in Rochester NY on November 14, 2013, sponsored by NAPL and Xerox.

To register, go to: http:/ilink.me/Register MA

Hope to see you there.

Tom Cobery

Dealing with the day-to-day needs of running a busy printing operation often leaves company leaders little time to plan for the future of their enterprises on their own. Tom works with chief executive officers and senior management executives in the Tag and Label Industry to develop growth opportunities through strategic transactions, new markets, or new service opportunities. Available for consulting on individual projects, he can also be engaged to serve as an Advisory Partner, helping executives guide their company into the future, serving as an impartial sounding board for ideas, and working with them to set the right course for continued growth and greater profitability. Tom’s personal experience as a Tag and Label Industry company president and chief executive officer, plus his extensive networking with other industry executives through his volunteer leadership activities with the Tag and Label Manufacturers Institute (TLMI) give him a unique perspective on the tough issues today’s company leaders face in this specialized segment. Companies engaging Tom will find his insight and independent advice an invaluable asset in helping them achieve their growth and profitability goals. More than a consultant, Tom Cobery wants to be your trusted Advisory Partner.

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