BUYER PROFILES At first glance, it can be a bit overwhelming for buyers to acknowledge the many types of buyer groups that are active in the marketplace.  In reality, the different classes of buyers will be concentrated on distinct types of acquisition strategies at any one time.  It is our contention that an analysis of the types of buyers and their buying parameters can aid the acquirer to focus on deals that are most suited to their needs and buying

Gathering Pertinent Documents – Part II Asset and Liabilities There are assets and liabilities on a balance sheet that can be transferred with the sale or kept by a seller.  A buyer needs to know exactly what assets and liabilities are to be transferred with the sale so that he can make an educated offer.  Samples of these items include: accounts receivable, accounts payable, pre-paid deposits, cash, debt on assets, leases, etc. By identifying what is included from the start,

Gathering Pertinent Documents- Part I Developing a marketing package When studying for a big final exam, attending study groups, preparing classroom notes, and going to the library were keys to success.  The same is true for one of life’s biggest exams – selling a business.  Having all the pertinent documents ready for the sale will shorten the amount of time it takes to garner the greatest amount of qualified buyers and to attain the highest justifiable price.  Without all the

Determining When to Sell Timing is everything A business owner can spend his entire career developing a business until it becomes his “baby.”  Selling can be the most difficult and emotional decision a business owner will ever make.  It is filled with emotions similar to sending a child off to college or giving a daughter away at her wedding. The timing and reasoning for selling must be right. The reason for selling will also be a paramount issue for a

We have spoken with literally thousands of buyers over the years, asking them why they were interested in venturing into business ownership. As former business owners and intermediaries counseling buyers, we have been in a position to take our own polls concerning buyers’ motivations. Although there have been many different answers, there are some basic motivations that continually reappear. It is our opinion that a short discussion relative to these motives can help put matters into perspective.Controlling One’s Own Destiny

Business owner decides to sell business The first step sounds like common sense, but unless a business owner truly decides to sell, the process cannot and should not begin. Perhaps when a supplier has sent a shipment late, an employee has quit, or a customer has not paid on time, you may have pondered the idea of selling. These scenarios occur daily for many business owners. Often, a more cataclysmic event needs to occur to push an owner over the