Top 5 Stumbling Blocks to Negotiating A Deal

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Whether you want to buy or sell a business, you know that you need to make sure that you're in charge of the situation. But how do you do that? In order to keep the deal on the rails, there a few common stumbling blocks you need to be aware of. To listen to the accompanying webinar, visit www.welchllp.com/media-library/.

Small Business & Entrepreneurship

w-group.comw-group.comw-group.com
TOP 5 STUMBLING BLOCKS TO
NEGOTIATING A DEAL
TRANSACTIONAL PLANNING FOR THE EXIT STRATEGY

w-group.com
GROUND RULES
Questions
• Attendees are in listen-only mode
• This webinar is being recorded for future on-demand playback
• Your participation represents acknowledgement that we are recording
• Tweet questions & comments to: #WelchGroup
Windows Mac Tablet

w-group.com
Stephan May, MBA
Managing Director
WelchGroup Consulting
smay@w-group.com
@WelchGroup
PRESENTER

w-group.com
SERVICES
Selling Acquiring Financing
Management Buyouts
Performance/Value
Enhancement
Business Valuation

w-group.com
WHAT WE’LL COVER
Transactional Planning
Keeping the deal “on the rails”
• Financials
• Vendors
• Customers
• Deal Expectations
• 3rd Party Advisors

w-group.com
FINANCIALS
Buyers Want Data! Are You Ready To Deliver?
DATA By:
Date (Day/Month/Year) Business Line
Vendors Employees (Sales Reps/Contractors, etc.)
Customers Distribution Channels
Product/Service Line Geographic Region
Ex: “Please provide sales and profit margins by major product and
service offering, by major customer, geographic region, distribution
channel by month-to-month for the last 3 years and projected for
the next three years”

w-group.com
VENDORS
• Most vendor contracts have automatic break-up
clauses in the event of a change in control.
• Deals can be killed or delayed because of a Vendors’
inability to be flexible or timely in transferring
contracts.
Transferring Vendor Contracts Can Be Like
Moving A Ship

w-group.com
CUSTOMERS
You’re Buying Or Selling Cash Flow.
How “Transferable” Are The Clients?
• It is essential to determine if clients can
be transferred to the new party.
• Potential issues that can complicate the
transfer
₋ vendors
₋ contracts
₋ relationships

w-group.com
DEAL EXPECTATION
Have A Game Plan, Don’t “Wing It”
• A thorough comprehension of the deal
• Ability to clearly articulate the opportunity to
the other party

w-group.com
3RD PARTY ADVISORS
Too Many Chefs And
Not Enough Cooks
• Deals can be fun and exciting
• Know when to bring in the right
person at the right time

w-group.com
Stephan May, MBA
Managing Director
WelchGroup Consulting
smay@w-group.com
@WelchGroup
Q&A

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Top 5 Stumbling Blocks to Negotiating A Deal

1. w-group.comw-group.comw-group.com TOP 5 STUMBLING BLOCKS TO NEGOTIATING A DEAL TRANSACTIONAL PLANNING FOR THE EXIT STRATEGY

2. w-group.com GROUND RULES Questions • Attendees are in listen-only mode • This webinar is being recorded for future on-demand playback • Your participation represents acknowledgement that we are recording • Tweet questions & comments to: #WelchGroup Windows Mac Tablet

3. w-group.com Stephan May, MBA Managing Director WelchGroup Consulting smay@w-group.com @WelchGroup PRESENTER

4. w-group.com SERVICES Selling Acquiring Financing Management Buyouts Performance/Value Enhancement Business Valuation

5. w-group.com WHAT WE’LL COVER Transactional Planning Keeping the deal “on the rails” • Financials • Vendors • Customers • Deal Expectations • 3rd Party Advisors

6. w-group.com FINANCIALS Buyers Want Data! Are You Ready To Deliver? DATA By: Date (Day/Month/Year) Business Line Vendors Employees (Sales Reps/Contractors, etc.) Customers Distribution Channels Product/Service Line Geographic Region Ex: “Please provide sales and profit margins by major product and service offering, by major customer, geographic region, distribution channel by month-to-month for the last 3 years and projected for the next three years”

7. w-group.com VENDORS • Most vendor contracts have automatic break-up clauses in the event of a change in control. • Deals can be killed or delayed because of a Vendors’ inability to be flexible or timely in transferring contracts. Transferring Vendor Contracts Can Be Like Moving A Ship

8. w-group.com CUSTOMERS You’re Buying Or Selling Cash Flow. How “Transferable” Are The Clients? • It is essential to determine if clients can be transferred to the new party. • Potential issues that can complicate the transfer ₋ vendors ₋ contracts ₋ relationships

9. w-group.com DEAL EXPECTATION Have A Game Plan, Don’t “Wing It” • A thorough comprehension of the deal • Ability to clearly articulate the opportunity to the other party

10. w-group.com 3RD PARTY ADVISORS Too Many Chefs And Not Enough Cooks • Deals can be fun and exciting • Know when to bring in the right person at the right time

11. w-group.com Stephan May, MBA Managing Director WelchGroup Consulting smay@w-group.com @WelchGroup Q&A

Top 5 Stumbling Blocks to Negotiating A Deal

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