Index. Part 3: Build the foundations. Know thyself -- Pathways to growth -- Prepare to buy -- Assembling your A-team -- Researching and selecting a market -- Part 2: Build the relationships. The prospect funnel -- Making the first contact -- Face-to-face with opportunity -- First assessments -- Negotiating with prospects -- Build the deal -- Part 3: The LOI: a gentleman's agreement -- Getting down to business -- Integration : an end and a new beginning -- Executive summary : the top ten lessons -- Appendix -- Index.
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