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 …

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 …

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 …

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 …

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 …

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 …

Why most librarians aren’t rich

Why most librarians aren’t rich by Scott Bushkie I recently came across a Warren Buffet quote that struck me: “If past history was all there was to the game, the richest people would be librarians.” Don’t I wish that were true. My mom was a teacher for 30 years, and she knew a lot about …

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 …