We’ve had this conversation more times than we can count: an owner is finally ready to sell, but the business they’re bringing to market is no longer the business buyers would have paid a premium for three years earlier. The…
Ask a business owner what their company sold for and they’ll give you one number. Ask them what they actually walked away with — after debt payoff, taxes, the working capital adjustment, and the seller note that’s still being…
When a business changes hands, the lease attached to it can be just as important as the business itself. This is especially true for restaurants, retail stores, salons, and other companies that rely heavily on location and customer traffic. A…
Selling a business is a major financial transaction, but many deals collapse over issues that have little to do with price. Buyers, sellers, attorneys, accountants, and business brokerage professionals may spend months working toward an agreement, only to see the…
A decade ago, research suggested that only about 28% of family businesses had a formal succession plan in place. While awareness has improved, the underlying challenge remains remarkably persistent. Recent studies from organizations such as PwC indicate that today, only…
New business owners often are thinking about growth and working to increase revenue. While this is no doubt important, many people overlook a critical part of long-term success, and that is planning how they will eventually leave the business.…
How Do We Determine What Your Practice Is Worth? One of the first questions I get from sellers is — what is my practice worth? And the honest answer is, it depends on a lot more than just your revenue.…
In today’s interconnected economy, the pool of potential business buyers extends far beyond local or even national borders. International buyers were once considered a niche segment. But they are now an increasingly important and often highly motivated group. For…
The term “negotiation” tends to stir mixed reactions. Some people enjoy the challenge, while others would rather avoid it altogether. No matter how you feel about the tactics you might use, the end goal is to reach an agreement that…
When a business sale fails to close, the outcome can be very frustrating for everyone involved. While some deals collapse due to unavoidable obstacles, many unravel because of issues that could have been anticipated or managed earlier. Many first-time buyers…
In today’s digital world, information travels instantly. That means that a single forwarded email or casual conversation can quickly circulate among employees, customers, vendors, and even competitors. Each year, promising transactions fail not because of disagreements over the financials, but…