How to Punch Above Your Weight in the Negotiations
presented by Thomas J. Jordan, MSFS, CEPA, CVBA
The Art of Selling Your Business Workshop is designed to level the playing field for owners on the eve of selling (3-5 years) or transitioning their business. The 90 minutes we spend together will guide you through the process of selling your business, covering key considerations, strategies, and preparations needed for a successful exit. Note: Over 75% of owners surveyed 1 year after their exit, express regrets. This workshop is designed to prepare you to be a No Regrets Owner.
Things to Consider Before Putting Your Business on the Market:
- Understand the importance of timing when selling a business; the best time is during a winning streak.
- How to prepare all necessary documentation, including legal, financial, sales, and HR records, to facilitate a smooth sale process.
- When to engage professionals for pre-diligence services to ensure compliance and readiness for buyer inquiries.
- How to Measure the Pros and Cons of selling to a third party or transitioning the business to kids or key people
How to Build Your Negotiating Leverage:
- How to control the negotiation process by asking strategic questions that begin with “what” to gather insights from potential acquirers.
- Why is Identifying and listing companies that are actively acquiring in your industry and how to position your business effectively.
- Understand the three types of acquirers: individual investors, private equity groups, and strategic acquirers, and tailor your pitch accordingly.
How to Attract Buyers Without Appearing Desperate:
- Learn how to create a “teaser” document that provides an anonymous overview of your business, highlighting its strengths and financial performance.
- When to include financial highlights such as revenue, growth rates, and unique investment opportunities to attract interest.
- How to clearly state your goals for the transaction, whether it’s a full sale or a minority interest for growth funding.
Writing a Confidential Information Memorandum (CIM)
- How to properly detail your business operations, unique selling propositions, and competitive advantages in the CIM.
- How to Provide financial statements, including adjusted Profit & Loss for the last three years and projections for the next two years and still keep things anonymous.
- Why Describing your customer base and management team, emphasizing their capabilities and the potential benefit to an acquirer is a crucial step.
Learn more about the workshop by scheduling a call HERE.
Structuring the Sale and Negotiation: Punching Above your Weight
- Learn about the various transaction structures, such as earnouts, consulting roles, or retaining equity, to attract a wider range of buyers.
- List potential intermediaries and M&A lawyers, weighing the pros and cons of each to ensure effective representation.
- Consider adjustments to your financial statements to present a more favorable picture to potential buyers.
Preparing for the Sale Process:
- Separate employees into categories based on when they will be informed about the sale to manage confidentiality.
- Reflect on your motivations for selling and ensure you are comfortable with the decision to exit your business.
- Know the differences between being personally ready to Exit and Financially ready
Tom Jordan, MSFS, CEPA, CVBA
Workshop Host:
I am an Exit Readiness Integrator and the Creator of The Exit Readiness Trilogy
I solve the #1 problem that business owners face: How to slow down, work less, continue to build transferable value and thoughtfully develop the ideal exit strategy in their timeframe and with full control. With over 25 years of frontline experience working with business owners I bring a unique perspective to the exit planning journey for the serious business owner.
