How do you initiate the "acquisition" conversation with a small target company?

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    Nick Picone

    How do you go about discussing the potential merger or acquisition with a small target company? We typically attempt to get to know the owner through tradeshow associations or potential joint projects but this may take years to mature to the point of engaging in serious acquisition discussions. After making acquaintance, we let them know to contact us when they are ready to sell the business. I’m looking for a more aggressive approach that won’t offend the owner.

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