Author Archive

How Do You Target and Prospect Acquisition Candidates?

A company wants to grow by acquiring companies in similar verticals that have different but complimentary offerings. The targets will most likely be boutique operations. How should they target and prospect candidates?

Advice from a group of CEOs:  Read more...

How Does a Tech Company Get Beyond Its First Partner / Client?

A company has a long relationship with its initial client, which provides key intellectual property to the company. This client handles all marketing, sales and distribution for the company’s principal products, but only accesses 20% of the market. The client is concerned about having its image associated with expansion into markets that the company wishes to pursue. How do you structure a deal that enables you to access the broader market without offending the client?  Read more...

How Do You Evaluate Strategic Options?

A company has developed and shipped equipment that puts it into a new market. They can continue to pursue this direction or make a significant shift that will open up a larger market opportunity. The CEO seeks the advice on which direction to pursue, and the most important considerations to this decision. What are the best ways to position this technology and company for growth?  Read more...

What Is Changing The Game in Network Security?

Companies experiencing security breaches and data theft are regularly in the headlines. Those launching these attacks are increasingly well organized and very creative. What is changing the game in network security and how can you respond?

Notes from a conversation with Philippe Courtot, CEO, Qualys:  Read more...

How Do You Introduce New Information into a Negotiation?

A company is negotiating an agreement to resell another company’s software. In due diligence the company encountered a customer who was offered a single user license for the same software at one-third the price that they have been asked to pay upfront. What is the best way to approach the vendor for additional information without divulging the source of his intelligence? Does this change the negotiation?  Read more...

How Do You Aggregate an Audience?

Traditional ways of reaching audiences – television, newspapers and similar media – have broken down. Audiences are now atomized in a media world which is increasingly “what you want when you want it.” How do you aggregate an audience in this environment?

Notes from a conversation with John Hollar, President & CEO, Computer History Museum  Read more...

How Do You Negotiate a Merger That May Threaten Customers?

A company is considering a potential merger. The other firm competes with customers who account for 25% of the company’s current revenue. How do you maximize the value of this merger to the company while mitigating the negative impact on current business?

Advice from a group of CEOs:  Read more...