Stories of Success “It’s an enormous task to buy a business and you made it easier for us. We love our new business and it has exceeded our expectations!”

- Bruce Sepielli

Articles on Selling a Business

Who Is The Buyer?
Buyers buy a business for many of the same reasons that sellers sell businesses. It is important that the buyer is as serious as the seller when it comes time to purchase a business. If the buyer is n...More »
Are You Ready To Exit?
If you've gone this far, then selling your business has aroused enough curiosity that you are taking the first step. You don't have to make a commitment at this point; you are just getting informed ab...More »
You Can Help!
We look forward to working with you in finding a suitable buyer for your business. You, as the seller, are an integral part of the total marketing program. We would like to offer a few friendly recomm...More »
Common Seller Questions
How long does it take to sell my business? It generally takes, on average, between five to eight months to sell most businesses. Keep in mind that an average is just that. Some businesses will take...More »
The Selling Memorandum
A sellers memorandum includes all those points one would normally expect to see in any business plan, to wit: an executive summary, a business description, financial requirements, target market niche,...More »
Selling Your Company - Some Key Points
Settle all litigation and and environmental issues before putting the company on the market. Hire a good transaction lawyer because the buyer is also. If company owners are totally inflexible, the...More »
Does the Deal "Fit?"
"The most successful integrations were directed by people who placed the common good of the combined organization and its customers before all else." From: The Mergers & Acquisitions Handbook. ...More »
The Confidentiality Myth
When it comes time to sell the company, a seller's prime concern is one of confidentiality. Owners are afraid that if "the word gets out" they will lose employees, customers and suppliers. Not to down...More »
"Red Flags" in the Sunset
Unlike that poetic title of an old-time standard song, (Red Sails in the Sunset), red flags are not a pretty sight. They can cause a deal to crater. Sellers have to learn to recognize situations indic...More »
The Anatomy of a Deal
The following might be a subtitle for this true account of how one deal was put together: "In spite of everything, you need only one buyer - the right one!" (Although the details are factual, names an...More »
Confidentiality Agreements
Confidentiality Agreement - A pact that forbids buyers, sellers, and their agents in a given business deal from disclosing information about the transaction to others. The M&A Dictionary It is c...More »
What is Goodwill?
In the practical sense, when selling a business, goodwill is all the hard work and effort the seller has put into the business over the years. When acquiring a business, goodwill is the difference bet...More »
Why Sell Your Company
Selling one's business can be a traumatic and emotional event. In fact, "seller's remorse" is one of the major reasons that deals don't close....More »
Do You Have an Exit Plan?
"Exit strategies may allow you to get out before the bottom falls out of your industry. Well-planned exits allow you to get a better price for your business."...More »
Tips on Avoiding the Deal Breakers
About 50 percent of deals that get to the Letter of Intent stage fall apart. Professional M&A intermediaries often tell their clients that a normal...More »
Is This the Right Time to Sell?
"Whatever the reason, there should be something other than dollars that motivates you to explore a sale. After all, if it weren't more valuable to own...More »
The Term Sheet
Buyers, sellers, intermediaries and advisors often mention the use of a term sheet prior to the creation of an actual purchase and sale agreement....More »
What makes Your Company Unique?
There are unique attributes of a company that make it more attractive to a possible acquirer and/or more valuable. Certainly, the numbers are important,...More »
Where Does Your Company Fit?
The recently released 2003 Business Reference Guide provides a breakdown of the size of businesses in the U.S. Since exact...More »
The Deal Is Almost Done - Or Is It?
The Letter of Intent has been signed by both buyer and seller and everything seems to be moving along just fine....More »
Why Your Company Needs a Physical?
Many executives of both public and private firms get a physical check-up once a year. Many of these same executives think nothing of having their...More »
10 Tips for a Successful Sale
1.Sellers should find out the loan value of the fixtures, equipment and machinery prior to a sale. Many buyers will count on using it for loan or collateral purposes....More »
Why Do Deals Fall Apart?
n many cases, the buyer and seller reach a tentative agreement on the sale of the business, only to have it fall apart....More »
Early Possession
There are times when the buyer and seller think it would be a great idea if the buyer began operation of the business prior to the closing of the sale. Why? Here are some typical reasons:...More »
The Time To Sell Might Be Right Now
The first question one might ask, given the relatively healthy financial climate, is WHY? Selling when times are good? The answer...More »
Seize the Moment: Tips for Sellers (Option A)
Those business owners who decide to take advantage of a favorable market should act quickly to launch the selling process. There are vital...More »
Seize the Moment: Tips for Sellers (Option B)
If you have made the decision to sell your business, the wisest first move is to contact a qualified business broker professional, who can...More »
Is This the "Right Time" for You?
If you have made the decision to sell your business, the wisest first move in to contact a qualified business broker professional, who can...More »
What Makes the Sale of a Business Fall Through
There are myriad reasons why the sale of a business doesn't close successfully; these multiple causes can, however, be broken down into four categories:...More »
How Do You Say Hello?
Answering services, message machines, voice mail, "on hold" music, speaker phones . . . where would a business be without them? Perhaps...More »
Dispelling Buyer Myths: What Do They Really Want and Why?
Myth Number One It's a faulty assumption that prospective business buyers know from the outset the exact kind of business they...More »
Selling Your Business? Follow These Ten Commandments To Avoid Wrecking the Deal.
1. Place a reasonable price on your business. Since an inflated figure either turns off or slows down potential buyers, rely on your business broker to help you arrive...More »
The Big Question: Independent versus Employee Status
Are your workers independent contractors or employees? This is a compelling question, especially where the Internal Revenue Service is concerned....More »
Consumers Voice Complaints: And Business Owners Should Listen
"Your salespeople didn't listen when I placed my order, and when I wrote a letter to complain, they still didn't get it right. I guess they don't read any better than they hear."...More »
Under-Reporting Comes Under Fire
What is the true income of an independent business? This is a question of interest to many parties--including prospective buyers, investors, and lenders...More »
Ten Steps to the Successful Sale of a Business
1. Make sure you have a valid reason for selling your business. Don't decide to sell because you have had a bad week or because moving closer to the...More »
Be a Winning Seller: Good Negotiation is the Key
You've made the big decision to put your business on the market. Your reasons for selling are valid, carefully-considered, and "good"...More »
Selling Your Business
1. Place a reasonable price on your business. Since an inflated figure either turns off or slows down potential buyers, rely on your business broker to help you arrive at the best "win-win" price....More »
What Every Seller Should Know
Selling your business is a major decision! You have devoted your time, money and energy to building, running and operating your business....More »
Strong Selling Points: Let Your Strengths Work for You
"Independent business owner" is a phrase with two meanings. Of course, it means being the owner of an independent business. But another way to look at...More »
When Selling Your Business: Confidentiality Is Key
You've make the big decision to sell. Your books are in order, you've spiffed up the premises. What are you waiting for?...More »
Success in the 21st Century: Do You Have What It Takes?
Now that we crossed that much-heralded bridge to the 21st century and once on the other side, there will be new challenges, but many of the secrets...More »
The Entrepreneur: Both Sides
Strong Points Flexible and positive attitude Creative and comfortable with risk-taking Goal-focused and committed to success Organized Energetic...More »
Ten Ways To Cut It
The Cost of Doing Business Really Can Go Down It's easy to be negative about cost-cutting. "Everything just costs more," a business owner will say;...More »
When Selling Your Business, Play To Win
If you are an independent business owner, you are most likely also an independent business seller--if not now, you will be somewhere down the road....More »
The Small Business Market:Reading Between the "Negative" Lines
Experienced buyers of large businesses have tended to spurn the smaller business, citing traditional "negatives" involved in this type of transaction...More »
Planning the Presentation: Five Ways To a Better Sell
Selling--a product, a service, a concept--is the backbone of every business. After careful background work, such as prospecting for and qualifying buyers...More »
Adding Value to Your Business
If you are considering selling your business, remember that there are positive factors that influence value and those that detract from it....More »
Lessons Learned: Comments from Those Who Failed
The following appeared in a study, Financial Difficulties of Small Businesses and Reasons for Their Failure, prepared for the Small Business Administration (SBA)....More »
Don't Sell Before You're Ready
The buyer and seller have both agreed on the sale price and the terms of the transaction. Everyone appears satisfied. As the day of closing approaches,...More »
Secrets to Closing the Sale Successfully
There are several things to consider when buying or selling a business. The most important is to listen to the other side. There are always reasons why...More »
What Makes a Deal Close?
For every reason that a pending sale of a business collapses, there is a positive reason why the sale closed successfully. What does it take for the...More »
The Buy-Sell Agreement: No Business Should Be Without One
In the day-to-day activity of making a business work, many owners overlook the importance of the buy-sell agreement. This document (also referred to as a business...More »
Meet the Customers
Some of you might remember the commercial for one of the major airlines in which a business lost a major client, because they never saw anyone from...More »
A Seller's Checklist of Dos and Don'ts
Do have all of your business documentation ready. Everything starts with it. Don't underestimate the value of your business. Owners of privately...More »
The Pre-Sale Business Tune-up
Sellers are often asked, "do you think you will ever sell your business?" The answer varies from, "when I can get my price" to "never" to...More »
A Few Things to Consider
Buyers Want Cash Flow The first thing to keep in mind is that the vast majority of buyers want to buy cash flow. Sit down with your accountant or bookkeeper...More »
Ten Mistakes That Sellers Make!
1. Not knowing what the business should sell for One of the most costly errors a business owner can make is not knowing the approximate price of...More »
Don't Let Sleeping Dogs Lie
If you're considering selling your business, and you are employing a professional business broker or intermediary, it's imperative to be absolutely open with him or her...More »
Selling Your Business - Some Key questions - and Answers
Selling your business is a major decision! You have devoted your time, money and energy to building, running and operating your business. It may...More »
Selling a Business?
Prepare for new management. As soon as you make the decision to sell, begin doing what you can to help the...More »
Finding a Buyer is Just the Beginning
Many people who are selling their business think that once they find a buyer the business is sold. Unfortunately, the real work is just beginning....More »
How Long Does it Take to Sell A Business?
Some recent studies have revealed that the time it takes to sell a small business has increased dramatically over the years. For example,...More »
Selling Your Business - What's the Reason?
There was study done, years ago, that showed that the reason businesses were for sale had a direct relationship to its probability of sale....More »
Why Your Business Won't Sell!
What are the odds of your business actually selling once you have made the decision to sell? Well, if the annual sales of your business are $750,000...More »
How Important Is the Asking Price?
Depends on whom you are asking. If you're the seller, you might say that the asking price is too low. The buyer would say, obviously, that the...More »
The Very Expensive Desk Lamp
This is a story based on a true incident - only some of the details have been changed. The buyer and seller were ready to close on a business...More »
Don't Take the Lease for Granted
The clich is that the key to business success is: location - location - location. If you own a business in which the location is an important reason...More »
A Lease Primer
The following is provided as a simple explanation of common leasing arrangements within a small business transaction. It is not intended to provide legal advice....More »
Why Sales of Businesses Fall Apart
There are three main players involved in the sale of a business, plus one other factor - that could be termed "the hand of fate." The players directly...More »
What is a Contingency?
A contingency in the sale of a business is a condition in the contract of sale or offer that must be resolved, satisfied or rectified by either a buyer...More »
Selling - A Seller's Major Concerns
For many owners, selling their business is a new experience, and there is always the fear of the unknown. Selling a business is a not only ...More »

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