Category : Mergers & Acquisitions

Don’t let something you’ve said ruin a deal

October 12, 2018

Deals go south and suitors bow out of contention for lots of reasons, typically lack of strategic fit, inadequate cash flow, or because the deal is offered at the wrong … Read More

A culture of safety is key to an acquisition

September 21, 2018

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 client, a building material wholesaler and … Read More

That’s not a downward trend! Let’s normalize revenues

August 23, 2018

One of the worst red flags for an acquirer is when they see your revenues drop in the year you sell your company compared to the previous year. Even worse … Read More

How to communicate news of the sale of your business

July 23, 2018

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 few members of your team are … Read More

Why do deals fall apart?

June 20, 2018

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 disenchanted with the terms of the … Read More

Maintaining (and increasing) gross profit margins

May 18, 2018

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 we are involved in, the acquirer … Read More

Are you discounting too much at the top?

April 18, 2018

If you take your company to market, there are clearly delineated phases to your engagement with a serious suitor. After you have whittled down your offers to the acquirer who … Read More

Can your company be repriced after the letter of intent?

March 15, 2018

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 putting up good numbers at the … Read More

Should you consider an asset sale or stock sale?

February 22, 2018

One common question that comes up as a deal moves toward a closing is whether the sale should be an asset sale or a stock sale. A couple quick points … Read More

The (irksome) due diligence process

January 15, 2018

The excitement of receiving a letter of intent (LOI) for your business is something everyone selling their business looks forward to. The LOI maps out the price a buyer will … Read More