We represent Sellers (and Buyers) of Businesses.  We are the intermediary and negotiator between Buyer and Seller, and serve to buffer the stress of this complicated process.  We are there to explain the process, help identify issues, and solve problems. 

Determining Value

After a business owner decides to seriously consider selling, the first step is to determine what the Business is worth – to various types of buyers.  Our experience with many sizes and types of businesses in many industries helps us analyze a Business and determine its value.  We have access to the Institute of Business Appraisers database – actual sale data.  With our expertise and input from the seller, we determine an Asking Price we can defend and a likely Selling Price.  We analyze the “net after obligations” value to the Seller, the real value left after everything is paid.

Confidentiality – Qualified Buyers

Buyers are required to agree to the terms of our Confidentiality Agreement before we provide details about a business for sale – no exceptions.  We talk to buyers, determine the resources they have available, and if they are serious about a particular business for sale – all of this is done BEFORE we bring a buyer to the seller.

Finding Buyers

We have a large list of qualified buyers; we mail to them periodically and specifically when a Business for Sale can be targeted to specific types of buyers.  We have a large list consisting of attorneys, accountants, bankers, business owners, and others that can and often have referred buyers to us.  We develop strategic buyer lists and make contact.  We advertise in appropriate newspapers, trade publications, and use our web site to draw buyers.  There is no simple answer, just a lot of hard work to bring buyers to the transaction.

Structuring The Deal

The next step is to develop one or more possible structures for the acquisition.  This is a critical step in the process, as the format for a sale can be either a barrier that becomes costly and or the means to buy the business.  Our experience with many transactions and multi-faceted structures provides the foundation for getting deals done.

Dealing With Offers

Buyers make offers, they are analyzed to determine the net after liabilities and expenses value.  More often than not, a counter offer is made.  Seller needs and desires, liabilities to be paid, and of course buyer requirements have to come together to get a deal done.  We look at accounting, tax, legal and general business aspects of deals, work with legal and accounting professionals, and get deals done.

Due Diligence

Once an offer is accepted, due diligence starts.  This is the often traumatic process of providing necessary information as requested by the buyer.  We have experience – to help get through the process and avoid huge mistakes.

Documentation

Our experience with documentation can save time and expense.  We focus on the business aspects and how the terms and conditions of the documents meet the requirements of each party, both during and after the completion of the deal.  We work with and not against legal and accounting professions – to save time and expense.

Capital & Financing

How much Capital is necessary to buy the Business and to operate the Business?  How much debt or owner financing will be required? How much Working Capital is needed?  These are buyer questions and issues, but understanding them allows us to work effectively with the buyer to get deals done.  Our principals have owned and operated businesses, and provide invaluable real life experience; they have contacts with lenders, and direct lending experience, a valuable asset if financing is required.

Dealings Between Buyers & Sellers

Each Deal is unique; each Business, Seller and Buyer are unique. Deals are very fragile, often getting done or not getting done because of minuscule points.  It is not what a Buyer or Seller says or means - it is what the other party hears and understands. We listen, we understand the points made. Everyone benefits, sometimes by the deal getting done, sometimes by the deal not getting done – for many reasons.  We search for common ground on which to build a deal, and overcome the obstacles to getting deals done.

Why Retain a Specialist

Buyers and Sellers retain us when they realize that they need an independent middleman to stand between them and the contacts on the other side. By retaining our services, confidentiality is assured.  Valuable time is saved by using our contacts, resources, and procedures to cover all aspects of the acquisition. During the purchase process, there are many occasions when direct Buyer and Seller communication will stop a transaction. That is where we are most effective. We listen and aren't as emotionally involved as the Buyer and Seller. And after the deal is done, we go on to another deal, while the Buyer and Seller have to work together. We get deals done!

Post Closing

We stay in contact with our clients and also with the other side. Questions always arise after Closing.  Through the sale process, as we were in the middle of the Deal, we retain the perspectives of all parties. That puts us in a position where we can check the documents, look at our files and notes, and help with post closing issues.

Our Fees

Our fees are based on the services we provide.  We typically are paid for what we do and what we accomplish.  We are flexible – please contact us to discuss your specific situation and needs.