Category Archives: Uncategorized

How To Find a Buyer for Your Business

Are you ready to sell your business? OK! But before you cash out, you’ll need to find potential buyers. Middle market companies should generally be marketed to two broad groups of potential buyers: financial buyers and strategic buyers. Know your targets Financial buyers tend to be professional investors that don’t have deep operational experience. These buyers, mostly private equity firms, family offices, and the like, tend to seek companies that have existing management teams that Read More [...]

Institutionalize Your Business Before You Sell It

The more you institutionalize your company, the more value it will have in a transaction. Middle market companies often suffer from the effects of transitioning from an entrepreneurial activity to a more formalized business operation. The more you can accelerate this transition prior to a deal, the more value you will drive to your business in a transaction. This transition generally occurs as a company hits
 revenues of $10 million or so, but can often last well
 up into the $100 million Read More [...]

Trick or Treat? Why Selling Your Company Doesn’t Have to Be Scary!

In this season of witches, ghosts and candy corn, it's a good time to look at the things in your life that cause trepidation and fear. If you are the long time owner of a small or middle market business, then heading into the year end starting to think of how 2015 might be the year to sell your company most likely isn't something you relish thinking about. Most likely, the sweaty palms and racing pulse isn't being caused by the gremlins and ghoulies coming up the walkway. One of the things Read More [...]

Marketing Your Company for Sale

MiddleMarketExecutive.com just published the latest in my series of articles on "The Inner Workings of a Deal."  This installment is entitled "Marketing Your Company." This month, I describe the process of creating a marketing package for your company, as well as identifying an appropriate selection of potential acquirers for your business. While I will let you read the article in its entirety at Middle Market Executive, the key takeaway is that you only have one chance to make a first impression Read More [...]

New Articles

Last week, I had two articles released by leading publications. First, Middle Market Executive published "Increasing Your Company's Value by Streamlining the Black Box." Generally, the main takeaway from the article is that you should review your balance sheet to ensure that you are deriving as much value from it as possible. While it is possible to get value from excess capital present on your balance sheet during a transaction, it is much easier to streamline your balance sheet and extract Read More [...]