Sell to the kids, without discord and risk?

We’re working with one of our buy-side clients and have identified a company they’re interested in. We’ve talked to the owner and he’s considering, but he’s just not sure. The sticking point? He has two sons and he might want to pass the business on to them. I’ve been in this industry for two decades …

What You Need to Know About a Letter of Intent (LOI)

In mergers and acquisitions, a letter of intent often signals the transition from casual discussions to serious deal negotiations. A letter of intent (LOI) by no means that the deal is finished. But it does lend a tone of seriousness to the deal, and can help both parties negotiate in a more constructive fashion. Before …

Most sellers make this big mistake

When it came time to sell their business, less than half (43%) of all business owners planned ahead. That’s according to the results of the latest M&A Market Pulse survey, sponsored by IBBA and M&A Source and conducted by the Graziado School of Business at Pepperdine University. What that means is that most business owners …

The importance of family time in the value of your business

With the summer months coming up, Cornerstone Business Services’ Scott Bushkie wrote a timely article for the Green Bay Press-Gazette highlighting the importance of time away and how that enhances the value of your business. Whether it’s a family trip to a cabin or a long weekend for a child’s soccer tournament – that time …

Wonderful Company at a Fair Price

Warren Buffet once said, “It’s far better to buy a wonderful company at a fair price, than a fair company at a wonderful price.” I certainly think he’s right. Working with our buy-side division, of course we understand that everyone wants to get a great deal. They want to find that perfect company and get …

Address culture conflict before a sale

Address culture conflict before a sale By Scott Bushkie – CBI, M&A Advisor As an owner, one way to maximize value in your business is to demonstrate that you’re not the smartest person in the room. In an ideal state, you work yourself out of a job, moving on to an advisory role while your …

Think ‘want,’ not ‘whatever’ in business sale

Think ‘want,’ not ‘whatever’ in business sale By Scott Bushkie – CBI, M&A Advisor One of the key questions we need to ask when planning a business sale is, “How involved are you willing to be (or would you like to be) after a sale?” For some sellers, their knee-jerk response is “Whatever it takes …

Not All Contracts are Created Equal

Not All Contracts are Created Equal By Scott Bushkie – CBI, M&A Advisor What’s the value of a customer when it’s time to sell your business? The short answer: It depends. It depends on the length of your relationship, their percentage of your overall sales, and the contractual nature of the relationship. Contracts typically represent …

Hire a Specialist

Hire a Specialist By Scott Bushkie – CBI, M&A Advisor I don’t just tell people to use a specialist and then go home and try to do things on my own. I just sold my house, and because of the licensing I need to sell a business, I had the proper credentials to sell it …

Market and competition impact sale price

Market and competition impact sale price By Scott Bushkie – CBI, M&A Advisor Previously, I wrote about how to transform your company from one that sells at a three multiple to one that sells at a six. I reviewed some of the top factors contributing to your company’s sale price: customer concentration, quality of financial …