Dastardly Buyer Tricks (Part 2)

Dastardly Buyer Tricks (Part 2)

As noted in Dastardly Buyer Tricks (Part 1), negotiating the sale of a company is often tricky — and negotiations tend to become more challenging throughout the course of the transaction as the balance of leverage tips from the seller to the buyer. The negotiation process can become particularly fraught with land mines if the buyer begins to make extreme or unreasonable demands, pulling what we call “dastardly buyer tricks” in an attempt to “get a leg up” on the seller.

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Dastardly Buyer Tricks (Part 1)

Dastardly Buyer Tricks (Part 1)

On both sides of the negotiating table, there is give and take throughout the process until both the buyer and seller are mutually satisfied (or dissatisfied as the case may be) with the outcome.

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May the Odds be with You

May the Odds be with You

The odds may not be as overt as betting on a football game or the likelihood of it raining today, but most conscious decisions ultimately come down to a gut instinct about the required action steps to achieve the desired outcome.

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Universal Advice for Sellers (Part 3)

Universal Advice for Sellers (Part 3)

These are the recommendations we find ourselves imparting repeatedly to the sellers with whom we work throughout the sale process. This advice is not only universal, it is timeless. While we don’t have a trove of words of wisdom ready to share with sellers at a moments’ notice, these encompass the recurring ideas and guidance that we have consistently shared with sellers over the years.

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10 Attributes of a Great Client (Part 1)

10 Attributes of a Great Client (Part 1)

As in any business, we have encountered all different types of clients and come away from completed and failed transactions having learned some valuable lessons about their personalities and how they conducted themselves during the sale process.

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Universal Advice for Sellers (Part 1)

Universal Advice for Sellers (Part 1)

Working with owners both prior to and during a sale process, we find that we offer some of the same advice over and over again. It’s not like we have a list that we keep handy to spew this advice. It’s just that similar concepts repeatedly arise that lend themselves...

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The “Diligence Groan”

The “Diligence Groan”

One of the inevitable, but necessary challenges that sellers must confront during the sale process is the buyer’s due diligence phase. This occurs during Phase IV, or the final stage of the sale process.

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“Plateau Moments”

“Plateau Moments”

Selling a business can feel like a slog and a sprint all at the same time. The natural momentum of a deal may start out slow, then pick up in pace and proceed full steam ahead, like a bullet train traveling at top speed.

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Timing: Friend or Foe?

Timing: Friend or Foe?

Timing the sale of a company to achieve a seller’s objectives is tricky, to say the least. Timing can be a business owner’s greatest ally or their worst enemy, and it is usually the latter.

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Accounting Preparation and it’s Benefits

Consider this scenario: You receive an unsolicited inquiry from the ultimate buyer for your company. This buyer represents the best business fit, is informed about your company’s products and markets, can justify the highest price, and has a high likelihood of closing.

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Determining the Value of Your Business

Fair market value is defined as the price at which a company would change hands in a transaction between a willing buyer and a willing seller, both being reasonably informed as to all the relevant facts about the business, and neither party being under compulsion to buy or sell.

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