A presentation about what goes into selling or buying a business, and the role a business broker plays to help maximize your chances for success. Presented by Murphy Business.
Our affiliations with National and International Business Brokerage and Merger & Acquisition associations guarantee you that we adhere to the highest professional standards when helping you sell a business. And, as a client, these networks enable the Murphy business brokers to provide you with access to the broadest number of qualified, potential buyers - something you just can't get with many neighborhood real estate and business sales firms. Instead of having access to your own local market, we connect you worldwide.
7 critical points every seller should know before selling their businessPaula Carr
When it comes to selling a business, most business owners don't even know where to start or which questions to ask. The entire selling process may seem confusing and overwhelming. Some owners turn to their accountant or legal professional for advice, but those professionals represent only a fraction of the overall solution. When you consider that in a typical selling situation there are no less than four different professionals involved in the transaction ranging from accountants to investment bankers, it is easy to see why many people are afraid to even begin the process.
If you've been thinking of selling your business, let us guide you through the process, relieving the stress of selling on your own and eliminating any obstacles that may appear along the way.
www.murphybusiness.com/raleigh
Our affiliations with National and International Business Brokerage and Merger & Acquisition associations guarantee you that we adhere to the highest professional standards when helping you sell a business. And, as a client, these networks enable the Murphy business brokers to provide you with access to the broadest number of qualified, potential buyers - something you just can't get with many neighborhood real estate and business sales firms. Instead of having access to your own local market, we connect you worldwide.
7 critical points every seller should know before selling their businessPaula Carr
When it comes to selling a business, most business owners don't even know where to start or which questions to ask. The entire selling process may seem confusing and overwhelming. Some owners turn to their accountant or legal professional for advice, but those professionals represent only a fraction of the overall solution. When you consider that in a typical selling situation there are no less than four different professionals involved in the transaction ranging from accountants to investment bankers, it is easy to see why many people are afraid to even begin the process.
If you've been thinking of selling your business, let us guide you through the process, relieving the stress of selling on your own and eliminating any obstacles that may appear along the way.
www.murphybusiness.com/raleigh
M&A and Financing Power Lunch presented by Succession Lending & FP TransitionsSkyView Partners
M&A and Financing Power Lunch presented by: Scott Wetzel, JD & Aaron Hasler, Managing Partners - Succession Lending, and Brad Bueermann, CEO - FP Transitions.
A New Model to Support Emerging Businesses. Minnesota Chamber Grow Minnesota Program and local chamber partners offer business assistance to help businesses stay and grow in this state.
Planning for a Great Finish: How Business Owners Finish Well Paul Brown
Business Succession for owners requires a comprehensive view of the major factors impacting a successful transition. Brownstone has created such a model that has helped hundreds of owners, partners and families complete their succession and enjoy the rewards of the years they have invested in their business.
TCN on Air: Breaking Down Strategic Investments for Life Sciences and technol...The Capital Network
There are many routes to funding your life science startup. One way to get to the next step in the early stages is through strategic investments with industry partners. In this online interactive Google hangout, we will look at how a strategic investment differs from regular financial investments such as angels or VCs, and how this can both negatively and positively impact your company. It will also discuss who potential strategics are, their motivation, as well as the recent trends in strategic investment.
If you are looking for alternative routes to funding, this is the hangout for you!
Expert:
Ryan Sansom – Goodwin Procter
Opportunity-based Growth: How GrowthPath Drives Cash and ProfitTim Richardson
Opportunity-based Growth for small and medium sized businesses is the proven approach to prosper under economic and technological change. It's GrowthPath's speciality.
BoyarMiller's State of the Capital Markets eBookBoyarMiller
As part of its ongoing Breakfast Forum series, BoyarMiller hosted three financial experts for a moderated discussion on The Current State of the Capital Markets 2019. The panelists were: Kamden D. Kanaly, CFP®, Chairman, KDK Private Wealth Management; John Sarvadi, Executive Managing Director, Corporate Banking, Texas Capital Bank; and Scott D. Winship, Managing Director, GulfStar Group Investment Bankers.
A great paper penned by my colleague Ian Smith that addresses common concerns of business owners with respect to a sale of their business. If you are currently considering your options, or have a client that is currently considering an exit, please feel free to reach out to us directly and we'd be happy to have a chat.
How Forward Thinking Organizations Prepare For The FutureMelissa Fisher, CFE
I’ve worked been an advisor for and worked with Google, Samsung, Microsoft on augmented reality and discount programs that would deliver coupons or savings as you travel or load to credit card rewards for MasterCard. I sold Passbook to Apple, and I’ve worked with entrepreneurs and private equity organizations.
I've done a lot of things, and I've learned a lot about innovation, which I shared in February of 2020 with college and university leaders.
Education is prime for change. Institutions that enable students to learn any way, anywhere they choose will ultimately increase enrollment while those that rely on in-class only learning will be challenged to keep up.
This Top-10 format highlights what progressive businesses have done to innovate. I hope it serves as a means of inspiration to institutional leaders whose goal is to change the world through education.
Buying and Selling A Small or Mid-Size Business - Initiation of Discussions, ...esstevens
Buying and Selling a Small or Mid-Size Business - Initiation of Discussions, Due Diligence and Financing the Transaction by James L. Rench, Esq., Merger and Acquisition Attorney at Stark & Knoll in Northeast Ohio. Topics Covered include the current market, liquidity, valuations, recapitalization, buy-outs, ESOPS, private equity, acquisition agreements, financing and more.
David Jacobs Software business broker overview 2021David Jacobs
Software Business Broker handling M&A projects for lower middle market business owners. I work with software and SaaS companies having revenue between $3m-$20m. My clients typically receive multiple offers for their business.
M&A and Financing Power Lunch presented by Succession Lending & FP TransitionsSkyView Partners
M&A and Financing Power Lunch presented by: Scott Wetzel, JD & Aaron Hasler, Managing Partners - Succession Lending, and Brad Bueermann, CEO - FP Transitions.
A New Model to Support Emerging Businesses. Minnesota Chamber Grow Minnesota Program and local chamber partners offer business assistance to help businesses stay and grow in this state.
Planning for a Great Finish: How Business Owners Finish Well Paul Brown
Business Succession for owners requires a comprehensive view of the major factors impacting a successful transition. Brownstone has created such a model that has helped hundreds of owners, partners and families complete their succession and enjoy the rewards of the years they have invested in their business.
TCN on Air: Breaking Down Strategic Investments for Life Sciences and technol...The Capital Network
There are many routes to funding your life science startup. One way to get to the next step in the early stages is through strategic investments with industry partners. In this online interactive Google hangout, we will look at how a strategic investment differs from regular financial investments such as angels or VCs, and how this can both negatively and positively impact your company. It will also discuss who potential strategics are, their motivation, as well as the recent trends in strategic investment.
If you are looking for alternative routes to funding, this is the hangout for you!
Expert:
Ryan Sansom – Goodwin Procter
Opportunity-based Growth: How GrowthPath Drives Cash and ProfitTim Richardson
Opportunity-based Growth for small and medium sized businesses is the proven approach to prosper under economic and technological change. It's GrowthPath's speciality.
BoyarMiller's State of the Capital Markets eBookBoyarMiller
As part of its ongoing Breakfast Forum series, BoyarMiller hosted three financial experts for a moderated discussion on The Current State of the Capital Markets 2019. The panelists were: Kamden D. Kanaly, CFP®, Chairman, KDK Private Wealth Management; John Sarvadi, Executive Managing Director, Corporate Banking, Texas Capital Bank; and Scott D. Winship, Managing Director, GulfStar Group Investment Bankers.
A great paper penned by my colleague Ian Smith that addresses common concerns of business owners with respect to a sale of their business. If you are currently considering your options, or have a client that is currently considering an exit, please feel free to reach out to us directly and we'd be happy to have a chat.
How Forward Thinking Organizations Prepare For The FutureMelissa Fisher, CFE
I’ve worked been an advisor for and worked with Google, Samsung, Microsoft on augmented reality and discount programs that would deliver coupons or savings as you travel or load to credit card rewards for MasterCard. I sold Passbook to Apple, and I’ve worked with entrepreneurs and private equity organizations.
I've done a lot of things, and I've learned a lot about innovation, which I shared in February of 2020 with college and university leaders.
Education is prime for change. Institutions that enable students to learn any way, anywhere they choose will ultimately increase enrollment while those that rely on in-class only learning will be challenged to keep up.
This Top-10 format highlights what progressive businesses have done to innovate. I hope it serves as a means of inspiration to institutional leaders whose goal is to change the world through education.
Buying and Selling A Small or Mid-Size Business - Initiation of Discussions, ...esstevens
Buying and Selling a Small or Mid-Size Business - Initiation of Discussions, Due Diligence and Financing the Transaction by James L. Rench, Esq., Merger and Acquisition Attorney at Stark & Knoll in Northeast Ohio. Topics Covered include the current market, liquidity, valuations, recapitalization, buy-outs, ESOPS, private equity, acquisition agreements, financing and more.
David Jacobs Software business broker overview 2021David Jacobs
Software Business Broker handling M&A projects for lower middle market business owners. I work with software and SaaS companies having revenue between $3m-$20m. My clients typically receive multiple offers for their business.
Key Considerations When Buying a BusinessSkoda Minotti
Are you thinking about buying or selling a business in the next couple of years? Ken Haffey and Mike Trabert from Skoda Minotti’s Merger & Acquisition Group discuss what goes into buying a business.
Selling a business is a complex and demanding process. There are many areas that simple mistakes can be made such as the best price to list the business for sale, what legal forms to use, what taxes need to be paid or better still, how taxes can be minimized and so much morfe. This presentation provides a summary of what needs to be considered.
How to Buy a Business without Buyer's RemorseMike Blake
There is lots of material out there on how to sell a business but relatively little on how to buy one. This presentation offers a roadmap and some practical advice on buying a business - from finding a business to buy, to due diligence, to pricing an Structuring.
It is a given that we will all exit our business at some point - willingly or not! - and it is never to soon to start planning that exit.
There is a link at the end of this deck to the associated blog and webinar recording
Babson How2Tuesdays: How to Raise a Seed Round - Feb 2020David Chang
Overview of tech/startup fundraising basics, a 5-step how-to on the tactics of raising a seed round from angels/VCs, and some key pitch tips/lessons learned
Have you wondered what your business or your client base are worth? This presentation is focused on:
• Exploring the factors that make a valuation necessary
• The ways an adviser may use a credible valuation
• The relevance of valuations in relation to current issues
Funding options early stage companies april30 v2-lsn.pptx
Are you thinking about what you need to fund your company? Where do you start?
Funding is not one size fits all. Every company has to approach their pathway to funding with a unique approach. Join our fundraising experts for an in depth discussion of what options you have for funding and how to decide which paths are right for you and your company.
Topics covered will include investment criteria, time to closing, investment range, success rates, control features, compliance requirements and the overall costs of capital from each such source.
www.thecapitalnetwork.org
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsRakesh Soni
This is a short beginners' guide to learn about startup fundraising particularly Seed and Series A round.
CONTENT:
Introduction
Startup Funding 101:
What is funding and why do you need it?
Types of funding
When to raise and how much to raise
Understanding exit
Key players in fundraising
What matters to founders?
Understanding dilution
How to determine the valuation
Understanding controlling terms
How do VCs work?
Seed and Series A Funding:
Are you ready for funding?
Preparation
How to raise: processes, tips & tricks
Recommended Reading
Q&A
Are you thinking about what you need to fund your company? Where do you start? Funding is not “one size fits all”. Every company has to approach their pathway to funding with a unique approach. Join our fundraising experts for an in-depth discussion of what options you have for funding and how to decide which paths are right for you and your company. Topics covered will include investment criteria, time to closing, investment range, success rates, control features, compliance requirements and the overall costs of capital from each such source.
Jean Hammond – LearnLaunchX, LearnLaunch.org, Hub Angels, Launchpad Venture Group, Golden Seeds
Robert Bishop - Goodwin Procter
In partnership with:
Founders Workbench
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
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Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
1. Selling or Buying a Business
Presented by:
Justin W. Sandridge
Murphy Business & Financial Corp
100 West Road, Suite 300
Towson, MD 21204
410.558.6365
j.Sandridge@murphybusines.com
www.MurphyBusiness.com
2. Today’s Topics
• Small business statistics
• Selling a business
• Buying a business
• The role of a business broker or intermediary
• Why use a business broker or intermediary?
3. Small Business Statistics
• 8,000 Large size businesses in USA (1,000+ Employees)
• 3,000 Mid-size businesses (100-999 Employees)
• 8.1 Million Small Businesses (1-100 Employees)
• 69.6% have < 5 employees
• 14.3% have 5-9 employees
• 8.6% have 10-19 employees
• 5.5% have 20-49 employees
• 2.0% have 50-99 employees
Source: Entrepreneur.com
4. • Small Business Annual Revenues
• < $100,000 = 28.1%
• $100,000 - $249,000 = 13.9%
• $250,000 - $499,000 = 12.9%
• $500,000 - $999,000 = 14.6%
• $1.0 Mil - $4.9 Mil = 20.1%
• $5 Mil - $9.9 Mil = 3.9%
• $10 Mil - $24.9 Mil = 3.2%
• $25 Mil - $49.9 Mil = 2.0%
• $50 Mil - $99.9 Mil = 0.2%
• $100 Mil + = 1.1%
Average = $3.6 MillionSource: Entrepreneur.com
$3.6 Million
Average Small
Business Annual
Revenue
Small Business Statistics
5. Small Business Statistics
• SBA defines a small business as having < 500 employees
(Really?!)
• Approximately 30 million small businesses
in the USA
• Over 22 million are self-employed owners with
no employees (called non-employer businesses)
• Over 50% of the working population works in a small business
Source: Forbes.com
6. Small Business Statistics
• Small businesses generate 60% to 80% of the net
new jobs annually. Source: Entrepreneur.com
• 7 out of 10 employer companies survive at least 2
years, half at least 5 years, a third at least 10 years,
25% at least 15 years or more
• 19.4 million non-employer businesses are sole
proprietors, 1.6 million are partnerships
and 1.4 million are corporations.
Source: Forbes.com
8. More Revealing Facts
• 50%+ of small business owners have
NO strategic plan
• 40% of business owners plan to invest
or acquire another business
• 30%+ of business owners have NO
estate plan beyond a will
• 75% of owners do not an have exit or
transition plan
Source: IBBA
9. Business Facts
• Currently about 30 million small businesses in U.S. are collectively
worth $10 trillion ($333,333 Average size) Source: BLS
• 1.1 million businesses in Canada Source: IBBA
• 65% to 75% of small companies in the U.S. will go up for sale in the
next 5 to 10 years Source: Pew Research Center
• Ten TRILLION dollars worth of businesses will change hands by
2025 Source: Pew Research Center
• On average, 20% of businesses are for sale at all times (6 million)
• 47% of business sellers have never sold a business beforeSource:
Businessforsale.com
10. Business Facts
• Average time to sell a
business: 8 – 10 months
• 9% of businesses for sale
have been on the market 2+
years Source: Businessforsale.com
• 44% of buyers are first time
business owners
Source: Businessforsale.com
11. How Long Does it Take to Sell?
10
27
38
16
8
1
1-4 5-7 8-10 11-13 '12-18 '>19
% Sold
Months To Sell
12. Baby Boomer Statistics
It is estimated that:
• Baby Boomers were born between 1946 and
1964 (Actually a fact) Source: U.S. Census
• 60% of business owners were born before 1964 Source: APEX Exit Advisors
• A Baby Boomer small business owner is turning 65 every 57
seconds and that will continue for the next 17 years Source: APEX Exit Advisors
• 64% of sell side clients are Baby Boomers Source: IBBA/M&A Source Market Pulse Report
2014 2nd Quarter
• 87% of business owners do NOT have a documented exit
strategy plan Source: APEX Exit Advisors
13. Exit Planning
Ways an owner can exit a business:
• Leave it for your estate to dispose of
• Liquidate the business
• Orderly liquidation
• Forced liquidation
• Give/sell it to your children (Cash?)
• Sell to key employees/ESOP
• Minimum annual company payroll to qualify for ESOP ≈ $1M / 30 employees
• ESOP Association member’s average Revenue is $20-$50M
• Sell to a third party while still profitable
• Best option for business owner
• Best way to capture the value of your equity
14. Maximize Value Through Selling
• Best Way to Accommodate Owner’s Goals
• Work with a Business Broker or M&A Team
• Intermediary coordinates the:
• Appraiser, Accountants, Attorneys, Lenders, Landlord, etc.
• Find right buyer by finding all buyers
• High net worth individuals
• Strategic buyers
• Financial buyers
• Realize the full worth of the business
• Normalize business financial statements
• Proper price and structure
• Knowledge of the Market
15. Recast or Normalize the Financials
ABC Business, Inc.
LAST YEAR PREVIOUS YR 2 YEARS AGO
12 MONTHS 12 MONTHS 12 MONTHS
Sales $ 3,060,000 $ 1,980,000 $ 2,340,400
Cost of Goods 1,890,000 1,200,000 1,420,000
Gross Margin 1,170,000 780,000 920,400
Operating Expenses 937,800 887,600 918,000
Net Income 232,200 (107,600) 2,400
Adjustments:
Owners Salary 172,640 172,640 162,240
Salesman to
Replace Owner (40,000) (40,000) (40,000)
Interest 7,500 11,361 7,487
Depreciation 8,725 7,093 12,517
Owner’s Life Ins. 10,476 6,868 5,378
Personal Vehicles 2,000 2,000 2,000
Total Adjustments 161,341 159,962 149,622
Discretionary Earnings $ 393,541 $ 52,362 $ 152,022
16. Timing is Important
• Huge amounts of Investment Capital available
• More buyers than sellers at all levels
• Pent up buyer demand after recession
• Pent up demand by Baby-Boomer owners wanting
to sell/retire after the recession
• PEG’s and Strategic Buyers interest is at all time high
• Interest rates are reasonable
• Lenders lending again at favorable rates and terms
• Positive economic outlook
The ideal time to sell is when the industry is hot –
“A rising tide lifts all boats.”
17. Difficulties Sellers Encounter
• Valuing the business
• Competitive price
• Proper terms
• Marketing the company
• How?
• Where?
• Keeping it confidential
• Arranging financing
• Preparing effective
BLI/CBR
• Dealing with buyer
• Negotiating with buyers
• Remaining objective to buyer
requests
• Structuring a transaction
• Keeping transaction moving
forward. Delay is an enemy.
• Running their business AND
selling their business
… when trying to sell their own business
18. Role of an Intermediary
• Provides confidentiality
• Educates all parties on process
• Creates customized marketing
package
• Executes strategic marketing plan
• Act as buffer for emotions
• Knowledgeable in structuring deals
• Provides negotiation skills
• Facilitates process from start to finish
19. The Steps to Selling A Business
• Plan for selling
• Gather your data
• Recast financial
statements
• Determine value &
assets to be sold
• Prepare CBR/Data
Package
• Prepare 1-pg
business summary
Planning
• Activate buyer search
plan
• Distribute summary
• Qualify buyer
• Determine buyer
interest
• Sign nondisclosure
agreement
• Present CBR/Data
package
Search • Buyer Visit/1st
meeting
• Tour business
• Probe buyer interest
• Motivate buyer to
act
• Facilitate
negotiations
• LOI or offer to
purchase
Deal Making
• Coordinate due
diligence
• Loan request package
• Lender introductions
• Assist in resolving all
issues
• Definitive purchase
agreement
• Review final
documents
• CLOSE!
Closing
20. Owning a Business
Many dream of owning a business to:
• Be their own boss
• Have job security
• Control their hours
• Earn more than being an employee
• Build equity and wealth
• Leave something to their heirs
• Create a legacy
21. Reasons Why Owners Sell
• Retirement (34%) (Baby Boomers)
• New Challenge – Burnout, Boredom (24%)
• Relocating to different area/country (22%)
• No Time to Run Business, Other Interests
(12%)
• Always Planned to Sell (12%)
• Health, Illness, Death (10%)
• Divorce, Dissolve Partnership (2%)
Note: Some respondents gave more than one reason
Source: Businessforsale.com
22. What Buyers Look For
• Cash flow – Earnings
• Verifiable Books and Records
• Diverse customer base
• Growth potential
• Covenant not to compete
• Transition (by seller for 1–6 months)
• Reasonable price
• Available Financing – SBA or Seller (Leverage)
• Reasonable lease term and cost
• Earnings will cover the note payments
• Earnings that provide the buyer a Living Wage
• Earnings that provide a Competitive Return on (Total)
Investment
• Earnings that provide a Competitive Return on Cash
Investment
23. The Many Steps in the Buying and Selling Process
PLANNING SEARCH DEAL MAKING CLOSING
Determine motivation / reason
for wanting to sell. Owner
interview. Explain sale process.
Data gathering; financial and
operational information. Sell
business valuation.
Recast Financial Statements.
Research industry, market
conditions, competition, etc.
Prepare Valuations Report
Obtain the Engagement
Agreement
Prepare Confidential
Business Review and
Executive Summary
Activate Buyer search. Send
out Executive Summary
Report to Buyer list.
Screen responses. See if
Prospect’s criteria matches
Company’s attributes.
Financially qualify buyers
Obtain confidentiality/
nondisclosure agreement
Present Confidential
Business Review.
Answer questions and
develop Prospective Buyer
interest.
Possibly have a conference
call prior to first meeting
Probe Buyer interest.
Work towards obtaining LOI
Present LOI to Seller. Work
with Seller to prepare
response to LOI
Continue to facilitate
negotiations until mutually
acceptable LOI is achieved.
Agreement in principle
Coordinate Due Diligence
Begin financing
preparations.
Lender Introductions. Assist
in formal business appraisal
and environmental reports.
Assist Buyer and Seller in
resolving any issues.
Review definitive purchase
agreements. Assist in
resolving any issues.
Obtain final closing
documents approval.
CLOSING
Arrange and attend Buyer
visit with Seller.
24. Why Use An Intermediary?
• Helps price the business
properly
• Will explain
business
analysis
• Owner continues to run the
business, not deal with
unqualified buyers
• More effective at
marketing a
business
• Maintains
confidentiality
• More
experienced at
negotiating
• Will help buyer
understand the
buying process
• Saves legal fees
using broker’s
P&S agreements
• More experienced at
negotiating price & terms
• Knowledgeable in transferring
leases, licenses, supplier
agreements, franchises, etc.
25. What Do Clients Look for?
• Experience
• How long doing business brokerage
• How many closings have you had
• Experienced in a particular type of
business/industry
• Certification/Education
• BCI, CMAI, CBI, M&AMI
• MBA, CPA
• Professionalism
• Your website, examples of CBR’s,
testimonial letters, brochures, marketing plans
• References
• From lawyers, accountants, former buyers/sellers, etc.
• Honesty
Professional
Experience
References
Honesty
Education
26. Professional Certifications
Certification Abbreviation Organization
Board Certified Intermediary BCI Murphy Business & Financial
Services LLC
Certified Mergers &
Acquisitions Intermediary
CMAI Murphy Business & Financial
Services LLC
Certified Business Intermediary CBI International Business Broker
Association (IBBA)
Merger & Acquisition Master
Intermediary
M&AMI M&A Source
Certified Business Appraiser CBA Institute of Business Appraisers
Certified Valuation Analyst CVA American Institute of CPAs
Senior Member ASA Am. Society of Appraisers
Certified Machinery &
Equipment Appraiser
CMEA National Equip. and Business
Brokers Association
27. Murphy Business & Financial Services LLC
• Founded in 1994 as Murphy
Business & Financial Services
• 180 franchise offices including 25
regional offices in USA & Canada
• Small to Mid-Market size clients
• Largest Business Brokerage
Company
• Recognized Brand Name
• Network of experts in all industries
• Full complement of business related
services