The path to selling your business is often a strategic one. Of necessity, it involves working with various stakeholders to ensure the business is actually ready to be sold. In most cases the sale of a business is and should be a well-planned process. It not only involves M&A advisors, broker dealers and real estate brokers, but should also include the assistance of insurance reps, attorneys and tax and estate planners.
In essence, the sale of your business is a process steeped in principles of project management. To succeed, start early in the process, speaking with all key players including your investment banker. By starting the process early, it can mean preparedness avails itself in the event that a buyer comes early, but it can also mean you get your timing right when the general market forces provide a perfect storm.
Most importantly, there are certain key components of doing a deal that will need buttoned-up before you begin the process. Buyout-ready life insurance and estate plan issues are all components that should be visited early and often.
Your Confidential Offering Memo is the business plan of your business exit. It is what investors in your company as a “going concern” will want to see before they will even consider investing. It provides all the relevant operational, marketing and financial information about your business. It will include information on assets, including tangible and intangible property, liabilities, cash flows, major customers, key employees, general market analysis and trends and reasons for selling.
Drafting an offering memo early is also helpful because in the end, it may just require a few simple tweaks so as to conform to the changes in the business. When it comes time to prepare to sell your business by drafting a marketing memorandum, give us a call.
Most business buyers can be boiled-down into two distinct groups: financial buyers and strategic buyers. Financial buyers only look at the numbers. They’re strictly interested in returns (ROE, ROA, etc.). The only thing they want is for the money they infuse to bring back more money. They’re not as concerned with strategic matters.
A strategic buyer on the other hand has a greater motivation to buy the business. Most strategic buyers are willing to pay more, especially if key synergies exist between the seller and the acquirer.
For the less-than-savvy selling entrepreneur, there tends to be a number they would like to receive for selling their business. Unfortunately, there is no way to reverse engineer the value of a business from what you want to what you are able to receive unless of course you drastically cut costs or increase sales and marketing efforts to boost top-line revenues.
The best way to maximize your payout is to find a strategic buyer will to pay a higher multiple of earnings. The second best way is to work at legitimately growing your company via sales and marketing. A true business consultant can help with both.
When it comes time to divest your company interests, giving you the freedom to move to other areas, there are countless details inherent in the process that require the help of knowledgeable professionals. Starting the process can be time consuming and drawn-out, especially if you are looking to receive the highest return possible. Many privately-held companies are attached to the owners and founders by a special bond. Those who have helped to make them what they are today sometimes don’t initially realize the emotional aspects of completing the deal. While the process of handing over the business to the succeeding generation can be a difficult and often emotional challenge, we work with you to ensure you are able to make the transition as smooth as possible.
In addition, there are often aspects to selling your business which could make the deal a bit more complicated. For instance, sometimes the deal could involve real estate or another type of account.
We are an investment banking firm focused on providing strategic advice and transaction services to owners of middle-market companies. Whether you are looking for outstanding results in a succession planning exit, or finding strategic buyers for healthy, rapidly growing companies seeking a partner to provide scale, we find that right buyer.
We craft the presentation materials that capture the value of the asset you have grown. We uncover and communicate the value creation potential for the strategic buyers we target. Then we get back to the basics. We target a large number of of strategic and financial buyers. As the process unfolds, we get several buyers to compete. This buyer competition produces the highest and best value the market has to offer.