Banking on the right choiceBanking on the right choice

Steve
Rockwell

Entrepreneurs may be contemplating taking advantage of a stronger deal market by evaluating the potential sale of their companies. After the decision to sell has been made, choosing an investment banker to sell the company is perhaps the most important aspect of the process. A good investment banker can add value by attractively positioning the company and identifying multiple potential acquirers to create, in effect, an auction — staging a competition for the purchase of the company that maximizes its price. 


But interviewing bankers can be a trying process. Most are likely to have data supporting the claim that they are the leading firm focusing on restaurants and that they have done more deals than any others. How can on...