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Selling a Business
Guidance for owners and buyers on valuation, confidentiality, deal structure, and what actually moves a transaction forward.
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Guidance for every stage
Ownership Transition — Survey Results
Mass Mutual Life Insurance Company provided the following survey results based on family-owned businesses. Although the survey was conducted several years ago, the results are still quite revealing, and still applicable. • Four…
Read MoreAn Update on Earnouts
New accounting rules may require that acquirers and acquiring companies report earnout agreements as liabilities. Joel Johnson, president of Orchard Partners Inc., in his article, “Earnouts,” published by Valuation Strategies, states: "In…
Read MoreRemember: It Is Not Always the Price
The following are situations where the price was not the deciding issue in the successful sell of a business. The ultimate buyer may be the only one who really understands the situation.…
Read MoreThe Three Ways to Negotiate
Basically, there are three major negotiation methods. 1. Take it or leave it. A buyer makes an offer or a seller makes a counter-offer – both sides can let the “chips fall where…
Read MoreDue Diligence — Do It Now!
Due diligence is generally considered an activity that takes place as part of the selling process. It might be wise to take a look at the business from a buyer’s perspective in…
Read MoreThe Offering Memorandum
A solid, factual and compelling offering memorandum maximizes the chances of not only selling a business, but obtaining the highest possible price. An offering memorandum is also referred to as the selling…
Read MoreConsiderations When Selling…Or Buying
Important questions to ask when looking at a business...or preparing to have your business looked at by prospective buyers. • What’s for sale? What’s not for sale? Does it include real estate? Are…
Read MoreReasons to Sell / Reasons to Acquire
A January 2004 survey conducted by the DAK Group/Rutgers found the following breakdown of why businesses are for sale: Reasons To Sell Risk reduction 44% Competition or market changes 41% External pressures 27% Lifestyle factors…
Read MoreKeys to a Successful Closing
The closing is the formal transfer of a business. It usually also represents the successful culmination of many months of hard work, extensive negotiations, lots of give and take, and ultimately a…
Read MoreSeller Financing — How a Broker Can Help
Another important factor relating to the asking price is the amount of cash involved in the sale. There is an old saying that the higher the full-price, the lower the down payment…
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