Imagine two buyers want your company. One may pay more but eliminate your team, change the name and require you to stay for three years. The other may offer less but protect employees, preserve the culture and allow you to leave after a reasonable transition. Which offer is better? There… Read More »The Highest-Value Buyer may Not be the Best Buyer
Business owners often ask, “What multiple are businesses like mine selling for?” It is a reasonable question. It is also incomplete. An individual buyer may ask whether the business can pay acquisition debt and still provide an income. A strategic buyer may see customers, capabilities or cost savings that do… Read More »Your Business does Not have One Universal Value
Before discussing a the value of a business, I want to understand what the owner actually wants. *Is the priority maximum cash at closing? *Protecting employees? *Keeping the company name and legacy? *Leaving immediately, or remaining involved for a period of time? *Selling to family, an employee or an outside… Read More »Start with the Owner, not the Asking Price
Possibly. But before choosing the DIY route, understand what you are taking on. Selling your company yourself does not simply mean finding a buyer and negotiating a price. You are managing another demanding job while still protecting the performance of the business you spent years building. A DIY sale requires… Read More »Could you sell your business yourself?
“I’m not ready to sell.” That may be true. But it does not mean you should wait to understand value. The best time to understand your options is before you are rushed, tired, pressured, or surprised by a buyer call. This Thursday, I’ll explain why “not ready” may be the… Read More »Not Ready to Sell? Good. Now We Can Plan.
An unexpected offer can feel exciting. It can also be dangerous. Why? Because the buyer is prepared — and the owner usually is not. This Thursday, I’ll cover what to do before responding seriously to an unexpected offer. Pause before you negotiate. Understand your value before the buyer controls the… Read More »The Unexpected Offer Is Not a Strategy
Many owners hear “family office” and think long-term, patient, and relationship-focused. That can be true. But not always. A family office may be an excellent buyer for an Arizona business owner who wants continuity, legacy protection, and a thoughtful transition. Some family offices prefer to hold businesses for the long… Read More »Family Offices: Patient Capital or Just Another Buyer?
A family office may sound patient, sophisticated, and long-term. Sometimes it is. But the label does not tell you whether they are the right buyer. This Thursday, I’ll explain what owners should ask before assuming a family office is a good fit. Understand the buyer behind the label before deciding… Read More »A Family Office Sounds Good — But Is It?
For many Arizona businesses, an SBA or individual buyer can be a very good fit. This buyer may be an experienced operator, acquisition entrepreneur, or professional ready to own and run a company. They are often looking for stable cash flow, transferable operations, loyal employees, and a seller willing to… Read More »When an SBA or Individual Buyer Makes Sense for Your Business
Not every strong buyer is a big company. Sometimes the right buyer is an individual operator using SBA financing. They may want to run the business, protect employees, and continue the legacy. But can they finance it?Can they operate it?Can the business support the debt? This Thursday, I’ll explain when… Read More »Could an Individual Buyer Be the Right Fit?
