The "buyer-seller mismatch”is a phrase some in the business broker/M&A community use when a business for sale struggles to attract buyers. Buyers hunt for a business, often with limited criteria for the “right business”, but at a minimum, they want a business with good systems...
Read MoreIf you work in M&A, you will know these stages well. If you are a business owner, you better get used to them: SHOCK: What they feel when their advisor says their baby is worth a LOT less than they thought (more like hoped). DENIAL: When they...
Read MoreMany people in Mergers and Acquisitions (M&A) talk about "the deal" as the ultimate prize. In part that is true, but if you think about it more deeply, I think it is far more than that. The deal (the sale of the business) represents an ending...
Read MoreUnreal. It happened again. A cafe owner chooses not to report $100k in sales on his P&L (and his tax return). BUT when he tells the business broker the valuation is too low, he "remembers" the $100k in unreported cash sales. The new broker called me for...
Read MoreIf you are a business owner, rather like card players, sometimes you need to know when to fold 'em. Susan was an owner in the 1980's who built a fabulous big box children's clothing store. Huge selection, deep discounts. She made millions of dollars and people...
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