Tag Archives: Planning

What is a Deal?

For those of us in the merger and acquisition or “deal” business, buying and selling companies is second nature. We live through transaction after transaction, buying and selling companies as routinely as middle market businesses provide their own products or services. But, in most cases, the people involved in the middle market companies we buy and sell go through the merger and acquisition process only one time. Most entrepreneurs and business owners don’t know what to expect from a sale Read More [...]

FAQs on Selling Your Business

A business owner’s exit strategy is an often-overlooked aspect of his or her business plan. As a sell side mergers and acquisitions specialist with Chapman Associates, I constantly field questions from middle market entrepreneurs and business owners on all aspects of selling a business. The following is my response to some common questions from those interested in eventually selling their companies. 1. How do I determine if it’s a good time to sell? There are two answers to that. If 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 [...]

Selling Your Business The Smart Way on MSNBC

I was recently interviewed on MSNBC's Your Business with JJ Ramberg.   They were nice enough to have me on the show to talk about the things you need to do to start planning for the sale of your business. The key bullet points: 1.  Invest in people and processes 2.  Focus on what you do best, outsource the rest 3.  Create recurring revenue streams 4.  Get your house in order Watch the rest here: https://www.youtube.com/watch?v=pY5eAi9LZLE Read More [...]

Five Steps to Retire and Sell Your Business

I was recently asked to record a podcast on planning for the sale of your business with Andy Asher of bloomerboomer.com.  The host asked me to discuss ways to best prepare for a sale of your company and to get the highest value from a potential transaction. You can listen to the podcast here:   Much of the content is based on my recent article for the same website:  5 Things to Consider if You Plan to Retire From and Sell Your Business in 5 Years. Read More [...]

5 Things to Consider if You Plan to Retire From and Sell Your Business in 5 Years

Last week, Bloomerboomer.com published my article on this this subject. Bloomerboomer.com provides advice on a variety of subjects to baby boomers who are nearing retirement.  They asked me to provide some tips to business owners planning for their retirement (and a sale of their company) in five years. While you can see the article for all the details, here are the highlights: 1.  Institutionalize Your Company's Management Team:  Business owners need to move away from the day to day Read More [...]

Hiring an Intermediary for the Sale of Your Business

Last week, Middle Market Executive published the most recent article in my series on the "Inner Workings of a Deal."  In this article, I explored the decision to hire an intermediary. The article looks at three areas: 1.  Should you hire an intermediary?  While plenty of deals get done without an intermediary, business sale transactions are difficult to complete.  There are a variety of pitfalls and stumbling blocks to getting a deal over the finish line, and deals can take huge amounts Read More [...]

More on “Buy and Build”

Last week, Forbes published my article on "The 'Buy and Build' Strategy - Spotlight On A Modern Day Private Equity Trend." One aspect of these strategies that I didn't mention in the article is the size and capabilities of the companies that are used as the platforms and as the add-ons. Generally speaking, private equity investors need to be able to scale investments quickly in order to make a Buy and Build strategy work.  Consequently, the platform company needs to have management and infrastructure Read More [...]

Maximizing the Value of Your Deal: Prepare!

Selling a company requires the same level of planning that any other business activity requires.  With advance planning, you'll be able to significantly increase the post-tax value of a transaction.  Surprisingly, many of my clients don't start the planning cycle until it is too late. Last week, Middle Market Executive published the second in my series on the Inner Workings of a Deal, entitled "Preparing for a Deal: What to Expect When You're Expecting." While my full advice can be seen in Read More [...]

Preparing for Business Disputes

This week, my Forbes article will be focusing on disputes among business partners. Business owners often get into trouble when they don't plan for potential disputes with their partners.  At the outset of every new business venture, business relationships tend to be all smiles and cheery attitudes.  But, every relationship can take a bad turn, and business relationships are no different to personal ones. Wise business owners plan for these sorts of events in advance.  What happens if your Read More [...]