Mr. Justin B. Besikof

"You have to know what's important to you before the negotiating even begins," says Justin Besikof, partner-in-charge of mergers and acquisitions and corporate finance at the accounting firm of Lurie, Besikof, Lapidus in Minneapolis, Minn.

"You have to know where you're willing to bend and still feel as if you've gotten what you needed," he adds.

Negotiation, whether it's purchasing a business, hiring an employee or approving a labor contract, is not about one party winning and one party losing.For example, in a business acquisition, Besikof says that you want the buyer to feel as if he or she overpaid just a bit and the seller to feel as if they didn't quite get exactly what they wanted.

Effective negotiating also involves the ability to assess the personalities of those with whom you are negotiating."Should you be listening more?Should you take the lead?You need to adjust your tone and demeanor if the other person is strong willed," says Besikof.

There are some people who get a high from the negotiation process."They may expect you to be as tough as them and, in some cases, if you are not as tough and forceful, they will see that and will clobber you."

There's a process to negotiating and Besikof explains the steps when dealing with the sale or purchase of a business.

Understand the business Understand the valuation range of the business Craft a professional presentation explaining both the business and the opportunity Identify a group of financially qualified buyers within the industry or in the financial world Have an initial meeting at which parties sign a non-disclosure form Negotiate with multiple parties in an attempt to solicit multiple offers Choose a buyer who offers a fair deal, has an interest in the business and who can complete the deal (financing, management, etc.)

"A lot of mergers and acquisitions don't work," says Besikof.

"Transition can be difficult.There's the question of how active the former owner will be and how well the cultures will merge.How does the new management run the business, treat employees and treat customers," he asks.

Justin Besikof, President of Lurie Besikof Lapidus Private Investment Banking, LLC, initiated this transaction and acted as the exclusive financial advisor to Certes Financial Pros and its shareholders, Karen and Jim Oman.
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Justin Besikof said, "It was a pleasure working with the Omans and Certes' outstanding management team led by its President and CEO, Sally Mainquist, to find the perfect acquisition partner for Certes.

Justin B. Beskiof

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Justin is President of Lurie Besikof Lapidus Private Investment Banking, LLC.Justin specializes in corporate finance, mergers, acquisitions, divestitures and business/strategic planning.He represents businesses ranging from small entrepreneurial start-ups to large corporations, encompassing a broad range of industries.

In addition to his professional responsibilities, Justin is active in teaching and education.He has taught accounting and finance for lawyers at the University of Minnesota Law School and financial accounting at the University of Wisconsin-Madison.Justin has also developed a continuing education seminar entitled "Accounting and Finance for Lawyers," that he presents to major law firms.

Justin is a graduate of the University of Wisconsin-Madison, where he earned his Bachelor of Business in Accounting, Master of Science in Finance, and Master of Accountancy in Taxation.

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Justin B. Beskiofjbesikof@lblco.com

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Justin Besikof, President2501 Wayzata Blvd.Minneapolis, MN 55405

Justin B. Besikof

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Justin B. Besikof

Mr. Justin B. Besikof is the President of LBL Advisors , LLC..Justin has extensive experience in corporate finance , mergers and acquisitions.Justin represents businesses ranging from small entrepreneurial start-ups to large companies in a broad range of industries.

Prior to joining LBL Advisors , LLC , Justin was an investment banker with Mesirow Financial , Inc. , a leading Chicago-based securities firm.Before that , he was a tax consultant in the Entrepreneurial Services Group of Ernst & Young LLP..Justin has also worked on Wall Street as a research analyst in the Mutual Fund Group of Kidder Peabody Asset Management.

In addition to his professional responsibilities , Justin is active in teaching and education.He is currently an Adjunct Professor at the University of Minnesota Law School , where he teaches Accounting and Finance for Lawyers.Justin received the Award for Outstanding Teaching Assistant of the Year from the Department of Accounting at the University of Wisconsin-Madison.

Justin is a graduate of the University of Wisconsin-Madison , where he earned his Bachelor of Business in Accounting , Master of Science in Finance , and Master of Accountancy in Taxation.Justin is also a licensed Certified Public Accountant.

You may correspond now with Justin at : jbesikof@lbladvisors.com.

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Justin and Meira Besikof
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Justin BesikofPresidentLurie Besikof Lapidus Private Investment Banking, LLC

Justin B. BesikofLurie Besikof Lapidus & Company, LLP
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JUSTIN B. BESIKOF, CPA, MSF, MA

Justin is President of Lurie Besikof Lapidus Private Investment Banking, LLC.Justin specializes in corporate finance, mergers, acquisitions, divestitures and business/strategic planning.He represents businesses ranging from small entrepreneurial start-ups to large corporations, encompassing a broad range of industries.

In addition to his professional responsibilities, Justin is active in teaching and education.He has taught accounting and finance for lawyers at the University of Minnesota Law School and financial accounting at the University of Wisconsin-Madison.Justin has also developed a continuing education seminar entitled "Accounting and Finance for Lawyers" that he presents to major law firms.

Justin is a graduate of the University of Wisconsin-Madison, where he earned his Bachelor of Business in Accounting, Master of Science in Finance, and Master of Accountancy in Taxation.

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Justin B. Besikofjbesikof@lblco.com

Justin B. Besikof

Justin B. Besikof, CPA, and Todd L. Lifson, CPA, presented a workshop on Accounting and Finance for Lawyers to the attorneys at Dorsey & Whitney, LLP on March 3, 2006.

Such "going private" transactions usually happen with companies that have a high insider ownership level, small market capitalization and lack visibility on Wall Street, says Justin Besikof, president of Minneapolis-based merger and acquisition advisors Lurie, Besikof, Lapidus & Co.LLP.His firm advised one of the other bidders for Dynamic Homes. "In general, the public markets are looking for companies that are a much larger scale, more than $100 million in market cap," he says.