Originally Published MX March/April 2006

BUSINESS PLANNING & TECHNOLOGY DEVELOPMENT

1. Begin positioning a company as a sales target early by selecting investors, board members, and advisers who have relationships with potential buyers.

2. Build awareness among industry giants through trade show exhibits, presentations at investor conferences, and product testimonials by clinicians.

3. Find the right decision makers within a company; do not blindly call contacts listed on a Web site.

4. Prepare a credible management presentation that conveys a clear understanding of a product and its market potential.

5. Engage in an ongoing dialogue with prospective buyers that educates both sides.

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