came before. Failure is clear and ​success is measurable​.

This series of articles will

focus on just four parts of QLA.

PART 1: BUILD A TEAM – TRADE EQUITY​. Don’t hire credentials; hire

attitude. Lead by example, delegate responsibility, encourage action and
pay your team well. You don't need to know how to do it all, but you need
a team that does.

PART 2: SECURE ACCOUNTANTS AND LAWYERS – ON SUCCESS FEES.

All large firms do delayed fees; everyone is paid on close. Offer a bonus on
success and discount on busted deals. Only work with the best. Top 10 or Top 25
or Top 50.

PART 3: FIND A DEAL – IT'S A NUMBERS GAME​. Contact and close

acquisition candidates, even when they don’t want to sell. It's not a deal if the
financials don't work; free cash flow must cover debt service. Always talk to the
decision maker.

PART 4: FINANCE YOUR DEAL – INTERVIEW BANKS.​ If you are asking for
money for today, it is too late, you are wasting your time. Practice, practice,
practice. Everybody gets turned down for financing – even Dan Peña and Donald
Trump.

Dan's thoughts on building a team: