Tata McGraw - Hill Education
|Number of Pages
Budgeting & financial management
How to Close A Deal Like Warren Buffett deconstructs the Buffett blueprint for deal making and gives readers a wealth of Warren wisdom for closing every dealan original approach to Buffet that will greatly appeal to his mass of book-buying followers.
Followers of Warren Buffett look to him not just for investing advice but as one of the world's best dealmakers. He closed multiple deals to own all of Geico, did a deal in 60 seconds to purchase Central States Idemnity Company, and is famous for his legendary deal with See's Candies for $25 million. Through his multinational holding company Berkshire Hathaway, he's done deals for huge global brands that include Fruit of the Loom, CORT Business Systems, Benjamin Moore Paints, Claton Homes and many more. His philosophy is be "willing to trade away a big payoff for a certain payoff" and he's not afraid to walk away from a deal if it doesn't make sense, saying "when you hit your choking point, you quit." (In fact, he originally walked away from See's Candies--and they quickly came after him.)
The man knows how to talk about money when he's making deals. The third richest person in the world, Buffett is famous for doing mega-money deals with as little information as a few pages of business plans and the standard financials a company would submit to a bank to qualify for a loan. His approach to deal-making reflects his characteristically no-nonsense style and often goes against convention. For example, he believes you should talk money first to make sure everyone knows what the opportunity really is. He also believes that deal making is no-called strike game, saying, "You don't have to swing at everything -- you can wait for your pitch." Important advice in this economy when people are tempted to do business with just anyone without thinking about long-term consequences.
What Buffett has when he goes into any deal discussion is an encyclopedic knowledge of how businesses work financially. He knows "their money," "their wallet," and how investments and outcomes should work. Follow his lead and you will close more business.
About the Author
Tom Searcy is the founder of Hunt Big Sales, a fast-growth consultancy and thought leadership organization, where hes helped hundreds of clients land more than $5 billion in new sales to global giants like Disney, 3M, Chase Bank, Apple.
Henry J. DeVries is assistant dean, at the University of California, San Diego, and an author who teaches to thousands of business owners and executives each year how to grow their businesses and advance their careers.
Table of Contents
Lesson 1 The Quest to Make Deals Like Warren
Lesson 2 Go Big
Lesson 3 Consider Many, Like Some, Love Few
Lesson 4 Bad Deals at Good Prices Are Still Bad Deals
Lesson 5 Deal Only with Dealmakers
Lesson 6 The Language of Big Deals
Lesson 7 Clear the Deal Path
Lesson 8 Getting to Dealmakers
Lesson 9 When You Are Going to Eat an Elephant, Dont Nibble
Lesson 10 A Little Help Goes a Long Way
Lesson 11 Victory Favors the Ready
Lesson 12 The Why Matters
Lesson 13 Expect the Unexpected
Lesson 14 Dont Fight, But When You Do . . .
Lesson 15 If You Want to Marry, Dont Tarry
Lesson 16 The Final Hour
Lesson 17 The Last Step Is Always Slippery
Lesson 18 After You Make Your First Warren Buffett Deal
Appendix A : 101 Warren Ways
Appendix B: Chronology of Buffett Deal Highlights
Appendix C: The Making of a Dealmaker
Appendix D: Further Reading