I. Practical Considerations

A. Your client wants to talk to XYZ Corp. tomorrow about a “deal.” He wants a “piece of paper” from you. What do you do? Ask questions!

1. Who is XYZ? What do they do?
2. Is XYZ public or private?
3. Why do you want to talk to them?
4. What do you expect to get from them?
5. What market affected?
6. Size of market affected?
7. Who else in the company knows about this?

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