Almost without exception, all business sellers would prefer to get 100% of their selling price in cash at closing – and for some very good reasons.  Most sellers have heard horror stories about other sellers who sold their business for…

Thousands of small- to medium-sized businesses sell privately every year, so why use a professional M&A Advisor?  There are several reasons, but in my experience most of my clients say they chose me to help them get the best possible…

A nightmare scenario for most business owners is to learn that rumors are spreading among their employees, customers, vendors, bankers and competitors that their business is for sale. It’s only human nature for most people to suspect the worst until…

Due diligence is a critical phase in the sale of any business when the buyer and his/her trusted advisors perform several kinds of audits to: (1) Confirm everything the seller has represented about the business is true and (2) Make…

It’s been estimated that the owner of a typical small- to medium-sized business has up to 90% of their personal net worth tied to their business.  Their retirement plan is simple:  Sell the business for a whole lot of money…

The Current Window of Opportunity  Some experts have observed that several trends have converged to create a uniquely attractive window of opportunity for those business owners who would like to sell their business. First, they note that about 250,000 businesses…

Most M&A experts agree that the ultimate transaction value of any profitable, on-going business is largely determined/ influenced by its cash flow, which is most frequently expressed as its adjusted, or normalized, earnings before interest, taxes, depreciation and amortization (EBITDA). …

One author has estimated there are 17,000 practicing intermediaries who assist business owners with the sale of their business.  So how do you pick the right one to represent you when the time comes to sell your business, which is…

Generally, the market for selling any business that has a consistent or improving trend in sales and cash flow is pretty good year in and year out.  There always seem to be more qualified buyers, who are eager to find…

In my experience, even when the business is priced to sell, this can vary widely depending upon the industry sector, the size of the business, the unique character of the business and its owner, and even the general state of…