First impressions are critical

First impressions are critical By Jason D Tuzinkewich – CBI When selling your business, one of your biggest hurdles will be that first management presentation or facility tour. This is the first time you’ll meet the buyer face-to-face. This is often a two to six hour meeting. We’ve had sellers knock it out of the …

Flexibility the key to a successful deal

Flexibility the key to a successful deal By Brad Kirkpatrick When selling your business, don’t expect to walk away with all cash at close. You may be asked to accept an earn out, roll over equity, or provide seller financing. A seller who’s willing to bet on a buyer’s success will often be rewarded with …

4 Benefits of Seller Financing

4 Benefits of Seller Financing By Jeff Kelling – M&A Advisor Seller financing is the bridge between a buyer’s immediate resources and the value they see in your business. Essentially, it’s a loan from the seller, with monthly payments scheduled over a multi-year period. Here are four ways seller financing benefits the seller. Buyer confidence …

Don’t Point at Ugly Babies

Don’t Point at Ugly Babies By Rodney Ott – M&A Advisor I’d like to share some advice for all the would-be buyers out there: Don’t go around telling people they have ugly babies. Selling a business is an emotional time, and business owners have a right to be proud of what they’ve accomplished. Business sellers …

Legacies and Bucket Lists

Legacies and Bucket Lists By John P. Kelly – CBI, M&A Advisor As you’re thinking about selling your business, it’s time to plan your bucket list. Because if you don’t spend time looking ahead, you could let fear of the unknown get in the way of a sale. We’ve seen it happen. After 20 or …

When Selling Your Business, Make it a Top Priority

When Selling Your Business, Make it a Top Priority By Jason D Tuzinkewich – CBI We’ve all heard the phrase, “Timing is Everything” and in the M&A business a common phrase is “Time Kills All Deals”. Transactions completed with the best results have sellers and advisors that recognize the critical role timing plays in the …

Contracts – Make them Assignable

Make Contracts Assignable By Jeff Kelling One key factor that significantly impacts the value of any contract is whether it’s assignable. Don’t put yourself in a position of negotiating assignability at time of sale. It eliminates confidentiality and opens the door for customers to highjack your deal. Knowing your company is for sale – and …

Don’t Sell if Not ‘In Like’ with Business Partner

Don’t Sell if Not ‘In Like’ with Business Partner By John Kelly We were managing a sale and had a strong offer on the table. But as we did our research, we found out the buyer had just parted ways with another business and hadn’t left on good terms. And we learned he didn’t treat …

Stay Bonuses Add Value

Stay Bonuses Add Value By Brad Kirkpatrick Confidentiality is important in a sale. But what do you do when critical employees must be informed? We recommend stay bonuses. A stay bonus provides an incentive for key employees to cooperate and assist with a sale. We see stay bonuses typically ranging from 20% to 100% of …

Be Ready, When You’re Ready

  Be Ready, When You’re Ready By Jeff Kelling When a business owner says it’s time to sell, I ask, “How fast do you want to be out?” The answer I hear most is, “Yesterday.” But sellers underestimate how long the process takes. Once we list the business, it takes about 7 to 9 months …