Business Owners Have a Value-Expectation Disconnect

Posted on December 14th, 2019

If you’re a business owner, you know that at some point you will have to transition out of your business. The question is, will the business transition to new ownership or will you have to shut your doors?


9 Warning Signs Your Buyer Can't Close The Deal

Posted on November 30th, 2019

The proof is in the pudding. It’s not over ‘til it’s over. Don’t count your chickens before they’ve hatched. Pick your cliché. Just because someone makes an offer to buy your business doesn’t mean they have the resources to get it done. 9 warning signs your buyer can’t follow through:


You Are the Least Valuable Part of Your Business

Posted on November 3rd, 2019

You don’t want to hear this. You might even be a little offended. But when it comes time to sell your business, you are the least valuable part of the equation. Unless you’re sticking around with an ownership stake or long-term employment contract, your experience means very little to a buyer.


The Business of Selling Your Business

Posted on October 13th, 2019

Twenty years ago, when I started out in M&A, I worked with small businesses. At that point, my biggest hurdle was convincing business owners they needed a business broker in the first place. I had to show people the value an outside advisor could bring to the table.


When Someone Asks. "Are You Selling?"

Posted on October 10th, 2019

As you start the sale process, you may be holding more offsite meetings and fielding confidential phone calls. Even a subtle shift in activity can cause savvy employees to wonder what’s up. Be prepared to answer questions about who these advisors are that are touring your business and why you’re requesting additional information from your management team.


The DealCoach Process

Posted on September 29th, 2019

The Estimate of Value (EOV) and Business and Market Analysis (BAMA) provides business owners with a realistic understanding of what the market would most likely bear for their company in today’s marketplace. Find out more about the Process!


Earnouts Don’t Deserve A Bad Reputation

Posted on September 29th, 2019

Even if you stay on with the business, you don’t have complete control over how new ownership runs the company. If the business does well, you get paid. If business drops, you don’t.


No Haircuts

Posted on September 14th, 2019

Imagine a buyer has offered you a six-multiple on EBITDA in their initial letter of intent. Unfortunately, you don’t have clean financials that have been tested and scrutinized by an outside party. Once the buyer vets your financials, they uncover some adjustments they don’t agree with and revenue that was accounted in the wrong period.


How to Build Your Company’s Value

Posted on August 6th, 2019

As you build your company’s strategic plan, consider not only how to drive growth, but also how to reap long-term financial rewards. Most of your personal wealth is likely tied to your business. This means that maximizing your business’s value ensures an optimal return on your investment, helping you meet your financial goals.


Business Owners are Operating without a Report Card

Posted on July 27th, 2019

Imagine your kids going to school, kindergarten through high school, without ever receiving a report card. As a parent, how would you know when they needed additional help? If they were ready for a new challenge? Whether you should help them prep for college or consider alternative training?

At the end of the day, it would be hard to make well-informed decisions. Your kids would go to school and put in the time every day, and you’d have no idea if they were doing D or A-level work.