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... top dollar for their agencies or someone to solve their perpetuation problems. The best sellers are looking to improve their organizations through a strategic business combination. The best buyers can sell a selling agency on the merits of a business combination — they can communicate, clearly and succinctly, why life as a combined entity would be so bright. Why isn't it surprising that the best buyers are typically best-in-class salespeople, too? They're persistent. The best buyers are tireless in their pursuit of excellent acquisition targets. One agency president views the highest and best use of his time to be the pursuit of quality producers and agency acquisition targets. He schedules frequent casual breakfast and lunch get-togethers just to catch up, even if his targets have made it clear they're not looking. The methodical, low-key pursuit of his quarry communicates an important message: Even if they don't want to join us today, I'm going to make sure that I naturally come to mind as a serious and capable buyer when they're ready to sell or make a change. They recognize the importance of ‘fit.’ Although many agency buyers today are looking for a good deal or any deal, the best buyers recognize that there must be an excellent cultural and organizational fit for any acquisition to succeed. This isn't to say that two business partners must be identical. In fact, one compelling acquisition strategy is to acquire a partner who brings a new array of skills, abilities, products, and disciplines to your own organization. By fit, I mean a similar set of values and practices regarding the actual running of the business: ethics ...