Articles
Deal Process
What happens between the first buyer call and closing: offers, letters of intent, diligence, working capital, financing, and the terms that decide what you keep.
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Three Times More Likely to Get Lowballed
Owners whose largest customer is more than half of revenue draw a lowball offer about three times as often. And a customer…
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The Biggest Mistake Owners Make When Selling
It starts with a compliment and a lunch invitation. By the time the numbers get serious, the buyer knows nobody else is…
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Four Traps to Avoid When Selling Your Company
Due diligence has a checklist. It also has tricks. Here are four ways an acquirer quietly tests how much the business depends…
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8 Questions You Will Be Asked When Selling Your Business
Management presentations are where owners get grilled. These are the eight questions you can count on, and what the buyer is really…
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Why You Should Exit While You Are Ahead: A Cautionary Tale
The best time to sell your business is when someone wants to buy it. Rand Fishkin turned down $25 million for Moz…
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How to Avoid Disappointment When It Is Time to Cash Out
Industry rules of thumb are useful for tax planning. They are a poor way to decide what your life’s work is worth…
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Five Ways to Attract the Attention of an Acquirer
In a sale, it is better to be courted than to do the courting. Five ways to get on an acquirer’s shopping…
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You Don’t Know Me
What a buyer fears and what a seller mourns are never the same. That gap is where most deals quietly fall apart,…
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Sell-Side Shifts in Small Business Acquisitions
What the IBBA Market Pulse says about seller confidence, multiples, and deal structure for businesses between $500K and $5M, and what it…