ABSTRACT
Those with long-term involvements in acquisitions either purchasing or leasing — have seen some huge changes in the last decade. During that period, there has been an evolution in techniques: buyers, who used to be ill-prepared, often uninformed, and sometimes desperate, have matured into sophisticated and savvy procurement professionals. This chapter looks at that turnaround and the fundamental tenet upon which it is based. A great deal of a client’s acquisition strategy is based on that knowledge. The chapter follows, then, that the lessor stands a greater chance of winning business when it understands, perhaps even anticipates, a lessee’s requirements. The leasing company should have either the capital for the system or the proven ability to raise the capital promptly through committed investors and/or lenders. If the lease is to be leveraged with debt, the leasing company must have the necessary contacts and expertise to obtain debt financing at an acceptable interest rate and within the desired time frame.
