Seller Articles

Why Do Business Sales Fall Through? – Business Article

The Buyer 1. The buyer may not have an urgent need or a strong desire to go into business. In many cases, the buyer may begin with positive intentions, but doesn’t have the courage to make “the leap of faith” necessary to go through with the sale. 2. Some buyers, like sellers, have very unrealistic expectations regarding the price of businesses. They are also uneducated about the nature of small business in general. 3. Many buyers are not willing to…

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Your Company’s Undocumented Value – Eastwind Business Solutions – Business Article

There Are Ways to Increase Both Valuation and Success Successful businesses don’t get that way by accident. A successful business is one that is customer focused and has company-wide values. Brian Tracy’s excellent book, The 100 Absolutely Unbreakable Laws of Business, notes that it is critical for businesses to have a company-wide focus on three key pillars: marketing, sales, and revenue generation.  There’s No Replacement for Understanding Trends Tracy also points out that trends may be the single most vital…

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Time to Sell? Put Your Strengths First – Business Article

2. Maintaining Normal Operations Selling a business can be very demanding and underscores, once again, the value of working with an M&A advisor. An advisor will focus on selling your business so that you have more time to focus on the day-to-day of running your business. The last thing you want is to waste your time on buyers who are not serious. Remember, if your business suffers as a result of the time you spend away from operating it during…

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What Sellers Don’t Expect When Selling Their Companies – Business Article

Everyone Must Be Considered Many mid-sized, privately-held companies also have minority stockholders or family members who have an interest in the business. The managing owner may be the majority stockholder, but in today’s business world, minority stockholders have strong rights. The owner must deal with these people – first in getting an agreement to sell, then convincing them about the price and terms. A “fairness opinion” can help resolve some of the pricing issues. Minority stockholders and family interests must…

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Transferring Your Business to a Family Member: 5 Key Factors – Business Article

Factor #2: The Buy-Sell Agreement When transferring a business, don’t overlook the importance of the buy-sell agreement, which works to put everything in writing. You may be tempted to forgo a contract since you are dealing with a family member, but this is a mistake, no matter how close you might be with your loved ones. A buy-sell agreement adds clarity to the process, which can help to keep confusion levels low and the chance of success high. When the time…

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Maintaining Confidentiality Throughout the Sale Process – Business Article

A breach in confidentiality can negatively impact everyone from suppliers and vendors to creditors. For example, vendors could change their terms and this, in turn, could have a major, negative impact on cash flow. There can be a chain reaction of events that spirals out of control. Negative Outcomes of a Confidentiality Breach The potential negative outcomes of a breach in confidentiality are numerous. For example, if employees and customers learn you are trying to sell, they could grow concerned…

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Selling for Retirement: 4 Tips for a Smooth Transition – Business Article

Most business owners have never sold a business before and may not know what to expect. The good news is that prospective buyers usually like the idea of buying an established business directly from a business owner. It is key, however, to do everything possible to make selling your business, as well as the transition period, as easy as possible for a buyer. There are many aspects of the transition process to take into consideration when prepping your business for sale. Prospective…

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