A Seller’s Emotions During the Business Sale Process

Having handled the sale of privately held companies for nearly 30 years, I have witnessed the full gamut of emotions experienced by clients during the business sale process.  The majority of business owners are “Type A” personalities, and when undergoing the sale of what is typically considered their most prized asset, emotions can run rampant. 

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Seller Remorse… Is This the Right Thing to Do?

I have found seller’s remorse to be the most significant emotional barrier that impedes the life-long goal of selling a business.  In handling the sale of over 300 businesses in my career, I have never experienced a situation in which seller remorse was non-existent during what is typically a once-in-a-lifetime event and an entrepreneur’s largest…

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When Preparation Meets Opportunity

As a business owner, you constantly must make adjustments, face down competition, and manage change with resilience, but are you truly ready to capitalize on what may be the greatest financial transaction of your lifetime, or have you compromised your position with procrastination?

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All Revenue Is Not Created Equal

Revenue composition has a major impact on the value of your company. A business owner should always have a realistic understanding of the factors that increase or detract from business value, regardless of their intention and timing of selling the business. A common misconception is that someone can estimate the value of a business based…

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How to Select the Ideal Business Valuation Firm

Business valuations are not a commodity. There are many differentiating factors that elevate one firm above another in terms of quality, expertise, certification, and service. A number of elements should be considered in determining which business valuation firm will best service your particular needs and the engagement at hand.

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Pepperdine University Report Finds Positive Outlook for Lower Middle Market Businesses

Study Points to a “Seller’s Market” Ripe for Acquisition and Identifies the Most Active Industry Sectors.The International Business Broker Association (IBBA) and M&A Source in conjunction with Pepperdine University prepare quarterly reports regarding the market conditions for businesses being sold in the “Main Street” market (values of $0-2 million) and lower middle market (values of…

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Why All Business Owners Should Understand EBITDA!

What Is EBITDA and How Does It Impact a Company’s Valuation? Before your eyes roll up into your head, take a few minutes to read this very important article! EBITDA is used to analyze a company’s operating profitability before non-operating expenses (such as interest and other non-core expenses) and non-cash charges (depreciation and amortization).

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Preparing Your Business for Sale

Careful preparation and advanced planning can significantly increase the likelihood of a successful business sale and have a positive effect on valuation. The following are proactive steps a business owner should take prior to beginning the business sale process:

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