How do I
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Our 4 Step process to Successful Business Transactions is a proven method for buying or selling a business with confidence. Our team is here to assist you each step of the way and will always maintain the highest level of confidentiality.
Compile complete and accurate financials – Usually 3 Years, but the potential buyer may request up to 5 years.
Business Valuation – There are a variety of Methods, however when selling your business you will most often use (SDE) Seller’s Discretionary Earning with a Multiple based on your industry and market or occasionally (EBITDA) Earnings Before Interest, Taxes, & Amortization if you have a more traditional top down organization with earnings exceeding $1 Million Annually.
Due Diligence Checklist – This is a list of all of the necessary documents, standards & procedures, processes, websites, passwords, training manuals, etc. This list can get extensive, so don’t wait to get these things in order. Acquisitions fall apart all of the time due to lack of preparation.
Documentation & SOP – Once you’ve checked off the documentation necessary for the due diligence process, it’s time to look at what you’re missing and what is outdated. Improving this aspect of the sale will build confidence in any potential buyer. If you’re hoping to be acquired by a competitor or Private Equity firm than this is a must.
Competitive Advantage Analysis – By knowing exactly what sets you apart from your competition, than you will not only be able to convey this to a potential buyer, but you’ll be better prepared to improve your business (and possibly your selling price) during the process.
Value Proposition Analysis – If you’re not able to explain this to me in a 30 second elevator pitch, than you have a lot of work to do. Ideally you want to start your sales strategy 3-5 years prior to your exit. When you really know what your business stands for and its culture it will be easy to convey that to a potential buyer.
Offering Memoranda – Designed to deliver to businesses, private equity firms, and other potential buyer’s who may have an interest in your business.
Confidential Business Profile – The complete guide to your business. Specific information about you and your business and is not given to a potential buyer until you’ve attained a non-disclosure agreement and statement of personal income.
– Direct Mail, Email, Online, and/or Trade Magazines, etc.
– Screen Buyers using NDA and Financial Statement
– Send (CBP) and Answer questions
– Obtain Letter of Intent (LOI)
– Satisfy pre-offer contingencies
– Obtain a Term Sheet / Asset Purchase Agreement
Open Escrow / Earnest money deposit – When you’ve successfully followed the first 3 steps you’ll have a much better chance to get to this step. However, if you’ve failed to properly prepare (step 1) this is where you’ll find the most disappoint.
Due Diligence – All potential buyers and seller’s are emotional during this process. Business owner’s try to oversell and potential buyer’s get cold feet. Hire a professional.
Contingency Satisfaction – Remember the checklist and make sure that all of your documentation is complete and accurate before hand. When they ask, you deliver. Now they’re confident that the business has been run well and are excited about the opportunity. However, the opposite is true too!
Training implementation – A new owner may ask for as much as a year or more of training after the transaction has closed escrow. Know your options and what you’re willing to do.
Enjoy life! – Know what you’re going to do after you no longer live, eat, sleep, and breath your business.
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How do you do a Business Valuation? Can be based on EBITDA, Cash Flow, or (SDE) Seller’s Discretionary Earnings.
What is the Due diligence documentation checklist? Complete review of documents on a typical buyers due diligence checklist (These are generally all of the contingencies a buyer will have in the purchase of your business and can be quite extensive).
(At this point you will be ready to begin marketing the sale of your business. However, this will not give you leverage to negotiate a lower broker fee)
What is a Confidential Business Profile or Marketing Memoranda? A 15-50+ page document with details about your business. This is what the potential buyer will review prior to filling out an (LOI) letter of intent, Term Sheet, (APA) Asset Purchase Agreement. (Here is a list of common questions that a CBP will answer)
What is a Marketing Summary? This is the information that is put online which is purposely vague and used in marketing your business for sale (mainly online).
How do you market my business? Marketing Implementation – Online marketing efforts include major portals, PR (when necessary), Video Highlights (When necessary), Trade Magazines (When necessary) and more.
How do you screen (PBI) Potential Buyer inquiries? By sending a Non-Disclosure agreement (NDA) with a Personal Financial Statement form. This will screen those that are kicking tires and focus only on more serious buyers.
What does a (NDA) Non-Disclosure agreement (Confidentiality protection) with (PFS) Personal Financial Statement include? (This ensures that the potential buyer is capable of purchasing your business and you are not wasting your time.) This legally binds a potential buyer to confidentiality. Additionally a PFS includes the following 3 questions:
(Especially important if you are offering Seller Financing options)
a.”How much liquid cash do you have to invest the business?”
b. “What is your approximate net worth?”
c. “What is your approximate credit score?”
When do you send the CBP? Once PBI has signed NDA and PFS we will send the confidential business profile or marketing memoranda.
What is the (LOI) Letter of Intent? The LOI is a non-binding instrument (sometimes called a Term Sheet) that goes over the Terms of Sale which includes price, earnest money, contingencies, terms of sale, etc… We keep this simple.
Am I ready to sell my Hawaii business in the next 6 months to 2 years, 5 years, or even 10 years?
Here are a few keys to knowing if it is the right time to sell: You’re burned out, it’s just not fun anymore, you no longer wish to expand or grow your business, you simply feel that you’ve taken the company as far as your skills will allow you to, or the money will currently satisfy your financial objectives.
How much money do I need to have to achieve my financial goals and objectives when I sell?
Nobody expects you to come up with an exact number without your financial advisor. Having an understanding of what it will take to sell a business and how much you’d expect to keep is how we can assist you.
What is my business worth?
Even if you are more likely to sell in 10 years, you should still know how much your business is worth today. Your valuation will help you increase the value of your business so that when you are ready to sell, you can exit with style.