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…

This is the time of year when many business owners begin to think seriously about selling their business, and a question I am frequently asked is “When is the best time to sell my business?” In my experience, the very…

Most business owners are unprepared for the enormous amount of time and effort that will be required to prepare their business for sale, successfully market their business to find the right buyer and negotiate the right deal, and then get…