Think ‘want,’ not ‘whatever’ in business sale

Think ‘want,’ not ‘whatever’ in business sale By Scott Bushkie – CBI, M&A Advisor One of the key questions we need to ask when planning a business sale is, “How involved are you willing to be (or would you like to be) after a sale?” For some sellers, their knee-jerk response is “Whatever it takes …

Not All Contracts are Created Equal

Not All Contracts are Created Equal By Scott Bushkie – CBI, M&A Advisor What’s the value of a customer when it’s time to sell your business? The short answer: It depends. It depends on the length of your relationship, their percentage of your overall sales, and the contractual nature of the relationship. Contracts typically represent …

Hire a Specialist

Hire a Specialist By Scott Bushkie – CBI, M&A Advisor I don’t just tell people to use a specialist and then go home and try to do things on my own. I just sold my house, and because of the licensing I need to sell a business, I had the proper credentials to sell it …

Market and competition impact sale price

Market and competition impact sale price By Scott Bushkie – CBI, M&A Advisor Previously, I wrote about how to transform your company from one that sells at a three multiple to one that sells at a six. I reviewed some of the top factors contributing to your company’s sale price: customer concentration, quality of financial …

Reduce working capital to maximize value

Reduce working capital to maximize value By Scott Bushkie – CBI, M&A Advisor We’re working with a few clients who have built up very successful companies. They have great reputations and solid teams, but they’re all struggling with one particular challenge: their net working capital requirements are very large compared to the earnings produced. They’re …

Create recurring revenue for your business

Create recurring revenue for your business article originally posted in June 2015 By Scott Bushkie – CBI, M&A Advisor When it comes to selling your business, not all revenue is valued equally. A business can have many types of revenue sources, ranging from one-time, large ticket sales to small, repeat transactions. A company with a …

Business Owners are Operating without a Report Card

Business Owners are Operating without a Report Card article originally posted in March 2015 By Scott Bushkie – CBI, M&A Advisor 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 …

Consider seller’s role in business, transition

Consider seller’s role in business, transition By Scott Bushkie – CBI, M&A Advisor When buying a company, one key factor in your success is the transition that happens immediately afterwards. You need time with the previous owner to understand how and why they operated the business the way they did. And you need their support …

Pro-business climate should spur M&A

Pro-business climate should spur M&A By Scott Bushkie – CBI, M&A Advisor It’s about that time when I like to make some forecasts for the year ahead. I am happy to report that last year’s predictions were pretty much on target and the M&A marketplace continued to run strong throughout the year. One thing I …

What Buyers Want Under the Tree this Season

What Buyers Want Under the Tree this Season By Scott Bushkie – CBI, M&A Advisor Here’s hoping all your holiday gifts were well chosen and gratefully received. If you’re anything like me, you bought all your presents on Christmas Eve morning. There’s something about that final shopping day that puts me in the spirit. Of …