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 …

Don’t let the 5 dismal D’s hobble your business

Don’t let the 5 dismal D’s hobble your business By Scott Bushkie – CBI, M&A Advisor No one likes to think about all the what-if scenarios in life. Most business owners have no plan for exiting their business at all, much less exiting in the face of conflict or tragedy. As you finalize your business …

Extraordinary multiples – fact or fiction?

Your business owner friend is boasting about how they got a 10 multiple on the sale of their company. Fact or fiction? For most companies, this would be fiction. (Or, to give your friend the benefit of the doubt, perhaps it’s a multiple of net income rather than the more standard EBITDA.) But for some …

Seller’s remorse – and how to avoid it

After selling businesses now for 18 years, there’s still one stumbling block that takes me by surprise and hits hard, and that’s seller’s remorse. On average, I see it every two or three years – a seller goes through the whole process and then ultimately can’t pull the trigger. The last time it happened was …

Succession planning – start from day one

Put the plan in succession planning by Scott Bushkie Succession planning is a real buzzword right now. With the large number of Boomers set to retire, everyone is talking about how to help them make it happen.  Unfortunately, many business owners are having these conversations far too late. If business owners just did one thing, …