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Selling your Business 

Hiring a qualified M&A Advisor is one of the most important decisions that you as a business owner will make.

If you are thinking of selling your business, buying a business, recapitalizing, negotiating a deal, or just wondering how the world of Mergers & Acquisitions really works, then you know that the questions and issues that arise – and their legal and technical complexity – can be daunting:

  • Is this the best time to sell? To buy?
  • How much is my business worth?
  • Who are the best buyers?
  • How do I negotiate the best price and terms?
  • What are the tax consequences?
  • What is the process and how long does it take?
  • Do I need audited financial statements?
  • What are “earn-outs” – and how do they work?
  • Do I need a business broker? An investment banker? A financial advisor?

Sometimes an owner has no choice but to sell, whether the timing is right or not – perhaps due to health problems, divorce, the dissolution of a partnership, or the untimely death of a major shareholder.  In other cases, the owner is simply burned out.  

Often, too, strategic business factors are the prime motivators, such as raising growth capital, gaining access to technologies or distribution channels, and securing needed management expertise. The probability of successfully completing the sale of your company increases when the company is properly marketed, the seller has realistic price expectations, and there are favorable internal and external conditions.

  • Proper Marketing: A sound marketing plan: (a) identifies and targets the ideal buyer, (b) effectively and credibly communicates the advantages of ownership to prospective buyers, (c) identifies and manages potential risks, and (d) minimizes barriers and obstacles to agreement.
  • Realistic Price: If the owner’s minimum acceptable price is considerably higher than what the market is likely to pay, the owner’s chances of success are decreased accordingly. The company’s market value should be estimated before deciding to sell. If that estimate is below the owner’s objectives, he may want to defer the sale or reconsider his objectives.
  • Favorable Conditions: Conditions that affect the likelihood of the owners achieving their objectives can be found within the business, the markets it serves, and the broader economy.

​​The best time to start thinking about selling your company is now, while the M&A market is strong, plenty of capital is available, interest rates are low, and the economy continues to improve.  It’s also the best time to begin all of the “prep work” that must be done before going to market – that is, to position your business to attract the highest price, the best terms, and the highest probability of a successful sale.