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McKonly & Asbury Webinar - How to Sell Your Business, Part 1: Pre-Sale
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McKonly & Asbury Webinar - How to Sell Your Business, Part 1: Pre-Sale

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This webinar addressed the question "I think I want to sell my business, what do I do next?" by walking you through the processes of valuation, due diligence, bench-marking, and identifying/evaluating ...

This webinar addressed the question "I think I want to sell my business, what do I do next?" by walking you through the processes of valuation, due diligence, bench-marking, and identifying/evaluating a buyer.

Check out our Upcoming Events page for news and updates on our future seminars and webinars at http://www.macpas.com/events/.

View a full recap of this webinar at http://www.macpas.com/webinar-how-to-sell-your-business-part-1/

This webinar was hosted by Kurt Trimarchi and Eric Blocher of McKonly & Asbury along with featured guests Bob McCormack and Katie Smarilli from Murphy McCormack Capital Advisors.

How to Sell Your Business, Part 1: Pre-Sale

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McKonly & Asbury Webinar - How to Sell Your Business, Part 1: Pre-Sale McKonly & Asbury Webinar - How to Sell Your Business, Part 1: Pre-Sale Presentation Transcript

  • TITLE SLIDE
  • FRAUD ENGAGEMENT FROM A TO Z S A M U E L B O W E R C R A F T , M S I S , C I S A & D A V I D H A M M A R B E R G , C P A , C F E , C I S S P , M C S E , W X Y Z
  • HOW TO SELL YOUR BUSINESS PART 1: PRE-SALE KU R T T R I M A R C H I B O B M C C O R M A C K K AT I E S M A R I L L I E R I C B LO C H E R
  • INTRODUCTIONS Kurt Trimarchi, CPA • Partner with McKonly & Asbury, LLP • Focus on tax and estate planning Bob McCormack, CBI, AIBA • Partner at Murphy McCormack Capital Advisors, LLC • 30+ years experience in financial services and banking Katie Smarilli, • Partner at Murphy McCormack Capital Advisors, LLC • 38 years experience in financial services and transitions Eric Blocher, CPA • Principal with McKonly & Asbury, LLP • 17+ years experience with a focus on business valuation
  • MCKONLY & ASBURY, LLP • Audit, Tax and Advisory Firm • Regional presence in Pennsylvania • Variety of clients ranging from construction to manufacturing and other clients • Mergers and Acquisitions, Valuation, and Taxation Specialties • Best Places to Work and Best Accounting Firm
  • INTRODUCTIONS Kurt Trimarchi, CPA • Partner with McKonly & Asbury, LLP • Focus on tax and estate planning Bob McCormack, CBI, AIBA • Partner at Murphy McCormack Capital Advisors, LLC • 30+ years experience in financial services and banking Katie Smarilli, • Partner at Murphy McCormack Capital Advisors, LLC • 38 years experience in financial services and transitions Eric Blocher, CPA • Principal with McKonly & Asbury, LLP • 17+ years experience with a focus on business valuation
  • MURPHY MCCORMACK CAPITAL ADVISORS, LLC • Murphy McCormack Capital Advisors is a regional investment banking firm offering unparalleled expertise, advice and experience in the transfer of ownership within middle market privately-held companies. • With offices and a team of professionals in Lewisburg, Harrisburg and Sayre, we are widely regarded as central and southeastern Pennsylvania’s leading investment banking and strategic consulting firm for mid-size companies.
  • INTRODUCTIONS Kurt Trimarchi, CPA • Partner with McKonly & Asbury, LLP • Focus on tax and estate planning Bob McCormack, CBI, AIBA • Partner at Murphy McCormack Capital Advisors, LLC • 30+ years experience in financial services and banking Katie Smarilli, • Partner at Murphy McCormack Capital Advisors, LLC • 38 years experience in financial services and transitions Eric Blocher, CPA • Principal with McKonly & Asbury, LLP • 17+ years experience with a focus on business valuation
  • WEBINAR TARGET I think I want to sell my business, what do I do next?
  • I WANT TO SELL MY BUSINESS, WHAT DO I DO NEXT? • Start the planning early • Often the first step is the valuation • Have valuation firm or the advisor to give an honest assessment of areas to work on The seller needs to understand the “why” of the sale • Focus also on net cash after taxes • Review personal financial reporting • Commit to the process.
  • I WANT TO SELL MY BUSINESS, WHAT DO I DO NEXT? • When getting money out of the business…“Cash is King” • Address and expose expectations • Get educated on the process and associated risks
  • THE VALUATION PROCESS • Review 5+ years of financial statements • Create document request and due diligence request list • Review financial and business details
  • UNDERSTANDING THE VALUE OF YOUR BUSINESS What can I be doing to increase the value? • Company size, profits, and sales • Diversified revenue and customers • Market potential • Annuitized cash flows • Strong leadership team and infrastructure • Reduce risk of transferring cash flow • Diversified supplier base • Ability to leverage cash flow and assets/finance
  • UNDERSTANDING THE PROCESS AND TIMELINE • The valuation process is key • 30-60 day minimum if fully engaged • Dependent on the situation • Understanding different standards of value • Evaluate risks from the buyer’s perspective • Benchmark your company against industry
  • HOW TO GO TO MARKET AND IDENTIFY A BUYER Evaluating Buyers • Buyers are often identified in valuation process • Buyers may be: • Competitors • Private equity • Family offices • Vertical industry buyers • Individuals buying a career • Family • Management • Employees • The business owner and advisors can help identity the appropriate buyer universe • Pre-qualify buyers early in the process and use a non-disclosure agreement
  • NEGOTIATING A DEAL WITH YOUR BUYER • Ensure multiple buyers • The type of sale is a determining factor (asset vs. stock purchase) • Leverage through financing options • Letter of Intent (LOI) • Employees and owners that stay during the transition • Owners should run the business and not be heavily involved in negotiations
  • FACILITATING THE SALE • Letter of intent and further details • Working capital covenant • Due diligence details and confidentiality • Use skilled professionals to avoid and overcome roadblocks
  • RECAP • Commit to the sale • Clean up your financial reporting • Identify potential buyers • Start to evaluate tax • Assemble the right team • Details
  • THANK YOU Additional Questions? Please contact us. • Kurt Trimarch ktrimarchi@macpas.com • Bob McCormack bmccormack@murphymccormack.com • Katie Smarilli dksmarilli@murphymccormack.com • Eric Blocher eblocher@macpas.com
  • FRAUD ENGAGEMENT FROM A TO Z S A M U E L B O W E R C R A F T , M S I S , C I S A & D A V I D H A M M A R B E R G , C P A , C F E , C I S S P , M C S E , W X Y Z