Negotiation
How Targeted Should Your Sale Process Be?
With significant pros and cons to both a narrow and a broad sale process, how do you determine the right number of buyers to approach?
Anatomy of a Letter of Intent
At some point in your business career, you will see a letter of intent. Do you know what you should be looking for? Here's everything you...
Pitfalls Around Earnouts (and Why They Rarely Payout)
Is an earnout right for your business sale? What should a seller be on the lookout for?
Should You Hire a Sell-Side Advisor or Do it Yourself?
Have you thought about who is going to sell your business? Seems like an easy answer (me), but chances are you aren't the right person to...
Avoiding the Biggest Deal Killer: Time
When selling a business, time is not your friend. Time is the enemy of all deals. In fact, 'time wounds all deals' is an expression that...
Podcast: Buying and Selling Restaurants: How to Make a Profit. An Interview With Mattie O'Reilly.
The sales process, from deciding which restaurant to buy and how to negotiate, through running a successful establishment, and finally...
Podcast: Building a Culture of Accountability Is Vital to Family Business Success, an Interview with John Garuti
The sales process, from deciding to sell through to post-sale integration, of a family business and the impact it has on family...
Like Rodney Dangerfield, Earnouts Just Don't Get Any Respect
No one seems to like earnouts. Why? Are they evil traps invented by buyers ... or are they just misunderstood? Let's take a look behind the...
The Initial Price May Not Be Real
There are a multitude of ways buyers can reduce the purchase price of a business. One of the cleverest is by using the due diligence grind...
Podcast: Growth and Exit Planning Are Two Sides of the Same Coin, an Interview with Ryan Tansom
Growing and exiting your business require similar planning if you want to do them right. The better you grow your business, the more its...
Options for Business Real Estate When Selling a Company
When you sell your business, what happens to the land? How much thought have you put into being a landlord? If you're not careful with your...
Beyond Valuation: Factors Sellers Weigh in an M&A Deal
Buying and selling a business is about more than just valuation. Here are other considerations that sellers weight when doing a M&A deal.
Using Representations and Warranties Insurance in Mid-Market M&A Deals
Representations and warranties insurance can help facilitate the transaction process while offering business owners a strengthened...
Preventing Seller’s Remorse in a Mid-Market Deal
There are four key things you can do to prevent seller's remorse when you go to exit your business. Keep these in mind as you plan your...
What Can a Private Equity Investor Control in a Deal?
The current valuations for middle market companies is frustrating private equity investors, but there are ways for them to control, choose...
Letting the Market Bridge the Valuation Gap
Unrealistic value expectations is the number one reason for only 10% of businesses for sale actually close within 3 years of going to...
Considerations for Management Teams in Private Equity Buyouts
Selling a business to a private equity group brings opportunity but also uncertainty for the existing management team. Learn the various...
When Should You Sign a Letter of Intent?
You've probably been told to secure a letter of intent as early as possible from an interested buyer. Well, that might not be the best way...
The Benefits of Effective Due Diligence for Investors and Business Owners
There are three facets to due diligence: legal, financial and operational. You likely know all about the first two, but what do you know...