Buyers like big fish in small ponds

Posted on January 3rd, 2022

Some business owners worry that a niche will limit their opportunities and they’ll miss sales. But a niche can often be the key to growth. What’s more, it can increase your overall business value.


When selling your business is your succession plan

Posted on December 26th, 2021

How old are your key employees? This is becoming one of the key issues buyers care about when acquiring a business. It’s not a case of agism – buyers would love for your senior employees to stay. It’s about risk and how soon the business’s pivotal people are going to retire.


Entrepreneurs really do think of business as their baby

Posted on November 16th, 2021

What does it feel like to sell your company? Many business owners say it feels like giving a child up for adoption. As it turns out, that’s not just a metaphor. Research shows entrepreneurs really do think of their business as a kid.


Buyers’ top focus is employee team

Posted on November 1st, 2021

Management team ranked number five on the buyer due diligence list. A good succession plan and backup support is still incredibly important to the saleability and value of your business, but it seems that the strength of your overall employee team is – at this moment in time – an even bigger priority.


Retention raises business value, especially now

Posted on October 15th, 2021

In the latest IBBA and M&A Source Market Pulse Report, a quarterly survey of M&A advisors, employee issues topped the list of buyer due diligence concerns. Employees, specifically longevity, loyalty and work ethic, ranked ahead of other priorities like operations, revenue and customer concentration.


The Happiest Business Owners Know What’s Next

Posted on October 5th, 2021

For many entrepreneurs, the business becomes their identity. It gives them direction. Without that outlet, some former business owners become unmoored. Suddenly, their phone isn’t ringing as much. No one needs them to make hard decisions anymore, and that can be troubling for some folks.


M&A’s dirty playbook

Posted on September 20th, 2021

If you work in M&A, you can take a class on how to take advantage of people. It’s true. Buyers can go through mergers and acquisitions training, at some of the most prestigious universities, learning how to pay has little as possible for a family-owned business or privately held company.


Keep Widening Your Moat - Barriers to Entry - Buying a Business

Posted on September 6th, 2021

When buying a business, one of the qualities buyers look for is barriers to entry. The harder it is for someone to get started in your business or take away your customers, the bigger the barrier.


How covid slumps and bumps are affecting business values

Posted on August 18th, 2021

I don’t know of anyone whose business wasn’t affected, at some level, in 2020. Businesses were either on the covid slump or the covid bump.


How three private equity firms valued the same company

Posted on August 4th, 2021

As part of our annual State of the Market M&A conference, held virtually this winter, we invited three private equity (PE) firms to review and submit an offer on a hypothetical company. They revealed their offers at the conference, and we held a panel discussion on why they valued the company the way they did.