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”
Many owners dream of passing the business to a child or family member. The family name continues.Employees stay with familiar leadership.Customers see continuity.The owner’s life work remains connected to the next generation. But family succession is not automatically simple. In fact, it can be one of the most emotionally complicated… Read More »Family Succession: Protecting the Business and the Family
What a WATT morning! We went from Arizona’s water future, to financial empowerment, to health insurance realities — all before lunch! Annmarie opened our eyes to just how Arizona uses water, including the impact of agriculture, municipalities and industry, the realities of our megadrought, and the proactive steps Arizona has… Read More »WATT Power
Family succession can be beautiful. It can also be messy. Good intentions are not enough when value, control, timing, and payment terms are unclear. This Thursday, I’ll cover why family succession should start with value — not assumptions. Start with a Selling Price Analysis before the family conversation gets emotional.
In many types of businesses, “customer concentration” can be a real concern, with a few big customers that make up a substantial portion of the company’s revenues. Buyers, of course, are concerned that if any of those big customers leave after the sale closes, the buyer is not getting the… Read More »Tip #91 Does the company have a customer concentration issue?
Selling to an employee or management team can be a powerful legacy option. The buyer knows the business.Employees may feel secure.Customers may experience less disruption.The owner may feel the company is in trusted hands. This can be especially meaningful for owners in smaller Arizona communities where the business is part… Read More »Employee and Management Buyouts: Loyalty Meets Structure
