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Adverse answers to such questions trigger the caution flags, and appropriately so. But even when the answers are positive and the future outlook appears rosy, it makes sense to develop scenarios that are disruptive. A starting point is to ask the acquisition team and available experts the question: "If five years from now, this industry looked totally different, can you give me a scenario as to how that might have happened?" In quite a few cases, that question has triggered ideas about opportunities that exist for a "game-changing" strategy that will generate value and rewards for the firm that implements it.
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George F. Brown Jr.
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