How earnouts change valuation multiples
When a company owner decides to go to market and seek an acquirer, he or she typically searches around for an investment banker (a.k.a....
“Pricing in” a recession
As we head into the thick of 2019, you can read predictions from economists all day long about what the future holds. One will...
The amazing value of credits to EBITDA
Two years ago, this column covered the concept of adjustments to EBITDA, and how valuable they can be when boosting the overall value of...
Sell your business now, or wait?
Are you waiting to sell you company for when the economy starts to weaken? That might be a bad idea. Here’s why.
First: Look how...
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...
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...
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...
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...
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...
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...