pdakin

The proper method of finding an investor is to first define what kind of investor you want including the money you need/want, develop a package to present to candidates, likely with a valuation of the business and prospective business plan, and then a marketing plan to reach the kind of investor you want. The kind of investor could (generally) be 1) hands off, money only; 2) hands on, perhaps with specific skills, and [...]

For every reason under the sun. Here are just a few examples: The records don’t match the owner’s representation. A lease cannot be secured for the buyer. The buyer cannot get financing. The buyer and seller can’t stand each other. The buyer becomes sick. A single contract makes up 2/3 of the business, a risk the buyer is uncomfortable with. There are no contracts for the work. The parties cannot agree on the [...]

See prior blog entry for parts I – V VI.  Once the listing is taken, the broker’s job is to market the business for sale.  Typically the specific business name and location is kept confidential.  Marketing  has some routine features such as the Internet and my personal network.   Other marketing components can be unique to each business, i.e. letters, phone calls, emails. VII.  Purchase prospects identified are screened for capability and true Interest.    [...]

While there are certain methodology themes with brokers, each will likely have their own nuances.  This is my typical means: When a business owner says they are considering selling, my preference is to meet with them face to face.  Though sometimes this same conversation can be over the phone or email.  At this first encounter, the owner, hopefully, will give an overview of their business.  I probe a bit to learn more and [...]

I have just watched this video about networking as a means of doing business.  For me it is a wonderful reminder of key networking traits for success. Video by Dr. Ivan Misner The key traits he mentions are these: 1.  Follow up on referrals. 2.  Have a positive attitude 3.  Enthusiasm, motivation 4.  Trustworthy 5.  Good listening skills 6.  Network always 7.  Thanks people 8.  Enjoys helping others 9.  Sincerity 10.  Work their [...]

Do you like cash flow?  Me too.  In fact, one of the critical evaluations of a business for sale is what the historic cash flow to the owner is. Preparing a cash flow to anticipate the future is important too.  (Do you remember my mantra?  "I am not an accountant.")  So, for this commentary, I will merely encourage your practicing cash flow as a method of business management.  Wikipedia defines cash flow HERE. [...]

You are getting ready to buy (you hope) a business.   With or without a broker (though you should have one) you want to make an offer.  What document should you have?  Either of the subject documents will suffice as a first step:  However, the Letter of Intent (LT) kicks the can about two feet and the Buy-Sell or Asset Purchase Agreement (APA) gets to within 20 yards of the goal post.  Why? The [...]

Your position on the headline question could result in a different answer.  Every educator I know would say, "there is never a wrong question."  What likely they mean is there is never a wrong question on topic, at this moment. In buying and selling a business, there can be wrong questions or wrong timing of questions and perspective is everything.  Usually the person asking the questions, the majority of the questions is the [...]

Two days ago I blogged about the TOMA research and advertising presentation.  One new-to-me point in the presentation was the reasonableness of SALE, price reductions and the like. If a company is selling something that has a long ownership, renewal cycle they are not served as well by having sales as is the shorter-cycle company.  The person building houses, something most people keep for many years, should be building awareness through name recognition, [...]

Yesterday I attended a presentation put on by TOMA and the New Mexican, our local newspaper.  TOMA was the presenter and must get credit for this summary, allowing for my commentary and presuming I got the salient points right.  As a business broker, it seems very good information for the business owner who some day wants to sell their business and make the most money doing so. TOMA does surveys in various cities [...]