The unexpected offer is one of the most common ways an owner gets pulled into a sale process. A buyer calls.The message sounds professional.The number sounds interesting.The owner gets curious.Then suddenly, the process starts moving. But here is the problem: The buyer has a strategy. The owner may not. An… Read More »What to Do Before Responding to an Unexpected Offer
What a fun and insightful morning at WATT. After some great announcements, Juliet Peters took us straight into my world with a discussion on the terms that should appear in a Letter of Intent and Purchase Agreement. We had a lively conversation around baskets, reps and warranties, sandbagging, and the key… Read More »WATT a Morning!
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
For many Arizona business owners, selling is not just financial. It is personal. They have employees who feel like family. Customers they have served for decades. Vendors who trusted them. A reputation built one promise at a time. In smaller communities, the business may be part of the local economy… Read More »Protecting Employees, Customers, Community, and Legacy in a Sale
Another amazing WATT morning, and wow, did this one pack a punch. Andi Hess used her speaker time to practice one of her upcoming talks, and we learned a LOT. Even better, she invited critique from the room. The feedback was thoughtful, specific, and full of great ideas she can use… Read More »What a Punch
Some owners do not just want to sell. They want to know their employees will be okay. They want customers served.They want the name respected.They want the community protected. That is not sentimental. That is stewardship. This Thursday, I’ll explain how buyer choice affects legacy. Choose the path that protects… Read More »Selling Without Selling Out
Some owners are clear about their priority: “I want as much cash at closing as possible.” That is valid. After 10, 20, or 30 years of risk, payroll, customer issues, employee stress, and personal guarantees, an owner has earned the right to prioritize liquidity. But maximum cash at closing is… Read More »Price vs. Cash at Closing: What Owners Need to Understand
Another great WATT morning filled with announcements, ideas, and plenty of conversation. Heather kicked us off with five myths and some eye opening perspective that had everyone thinking and checking their websites. There is a lot of scary stuff out there in the new digital world, and her message was… Read More »WATT Wisdom
Wanting maximum cash at closing is not greedy. It is a valid owner goal. But maximum price and maximum cash at closing are not always the same thing. This Thursday, I’ll explain the difference — and why structure matters. Know the terms behind the number before comparing offers.
Business owners don’t always understand how business valuations are performed, and they oftentimes don’t agree with the number. They first need to understand how their company’s cash flow is computed. It starts with determining the “Add Backs” — expenses that are added to the profits to derive EBITDA (earnings before… Read More »Tip #92 Business Valuations – Understanding “Add Backs”
