When you buy a business, don’t just think about buying the goodwill and the equipment and hiring the key people, consider where your working capital is coming from. If you don’t plan on where it is coming from, you may have to provide it out of your cash after the sale closes. The typical sources of working capital are the seller, a lender, or you. Which of these sources is used depends, to some extent, on the size of the business being sold.Read More
BayState Business Brokers Blog
The typical business sale is one in which a buyer continues to operate the business as a standalone business. But, there can be other situations where a business sale will generate more value to the seller and the buyer when it is sold as a book of business. A book of business is the customer base of a business that sells to other businesses. These are the customers who buy from the business on an ongoing basis. In the sale of a book of business, it is typical for the buyer to merge the purchased business into their business. They are likely to keep key employees, particularly those with the customer relationships. On the other hand, they are not likely to want to buy most of the equipment because it would duplicate equipment the buyer already owns.Read More
Business owners are a pretty self sufficient bunch. We learn to do things to save money, we learn to do things because there is no one else to do them. You are probably the most capable person at your business. You’ve probably also developed a lot of self-confidence. You feel you can do almost anything.Read More
Whether buying or selling a business, it is important to understand the role of the business broker you are working with, who they represent, what their obligations are, and where their duties lie.Read More
The decision has been made. You’ve decided to sell your business, and your business broker has managed to attract several potential buyers; none of whom can get the financing to close the deal.Read More
It is not unusual for businesses that have been in business for a long time and have been doing well financially, to have much more inventory than is necessary for their type of business. Since most businesses have some inventory, I’m primarily referring to distributors or retailers whose primary asset is their inventory. This isn’t a problem for the business owner until they want to sell their business.Read More
In my last blog, I explained what the strategic value of a business is. The strategic value of a business is the extra value of a business – beyond its financial value – to a particular buyer. The problem is knowing who those buyers are and getting them to pay you, the seller, for the strategic value. A buyer recognizes that they are bringing the strategic value to your business so they don’t want to pay you for it unless they have to do so to buy the business. We use the M&A Process to get you, the seller, paid for the strategic value of your business. Here is how it works.
The first step in the process is developing a professional presentation for the buyer which will explain the features, benefits, and potential strategic value of your business to them. When we contact the buyer, we want to be sure they recognize the financial and strategic value of your business so they are willing to pay for them. You know your business very well, but the buyer does not. Some of the best buyers, such as Private Equity Groups, may look at many potential businesses to buy. They need to quickly be shown the benefits of your business so they take the time to look at it further. In most sales, we will not set a price for the business. We are dealing with buyers who will make their own determination of what the business is worth to them. Setting a price will put a cap on potential offers.Read More
If you are thinking about selling your business, you may have heard that you can get more for it if you can sell it to a strategic buyer. That is probably right, but it raises some questions: What is the strategic value of your business? How do you get paid for the strategic value of your business? How do you find the best strategic buyers?Read More
Tags: buy a business
Getting the financing to buy a business is a contingency in most business sales. Choosing the right SBA lender can make the difference between getting that financing or not. Many buyers believe that all SBA lenders are about the same. They choose an SBA lender that is located near them or at the bank where they have been banking. This can be a big mistake. There are big differences in SBA lenders. Here are the attributes that you should look for in an SBA lender.