Finance
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Mergers & Acquisitions
Don’t let something you’ve said ruin a deal
Deals go south and suitors bow out of contention for lots of reasons, typically lack of strategic fit, inadequate cash flow, or because the...
Finance
A culture of safety is key to an acquisition
I once did a site walk-through with a potential acquirer—actually an entire team from the acquirer—that wanted to look over the grounds of my...
Finance
That’s not a downward trend! Let’s normalize revenues
One of the worst red flags for an acquirer is when they see your revenues drop in the year you sell your company compared...
Finance
How to communicate news of the sale of your business
It's hard to keep secrets around the office if more than a couple people are “in the know” about goings on. So, when a...
Finance
Why do deals fall apart?
Acquisitions do not get completed due to concerns originating from two general sources: From the seller’s point of view, the business owner can be...
Finance
Maintaining (and increasing) gross profit margins
It's hard to underscore enough the importance of maintaining consistency with your Gross Profit Margins (GPMs) over a period of years. In every deal...
Finance
Are you discounting too much at the top?
If you take your company to market, there are clearly delineated phases to your engagement with a serious suitor. After you have whittled down...
Finance
Can your company be repriced after the letter of intent?
Here's a dreadful prospect that you want to avoid. Let’s say that you put your company on the market, and—for ease of math—you are...
Finance
Should you consider an asset sale or stock sale?
One common question that comes up as a deal moves toward a closing is whether the sale should be an asset sale or a...
Finance
The (irksome) due diligence process
The excitement of receiving a letter of intent (LOI) for your business is something everyone selling their business looks forward to. The LOI maps...
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