Too many businesses sell for far less than they should! After pouring time, energy, and money into their company, owners deserve to squeeze every last dollar theycan from that hard-earned investment. Sell Your Business for an Outrageous Price is the playbook they need to win big at the closing table. Readers will discover how to:
Prepare their companies and themselves for saleRecognize the best time to go to marketMinimize their riskIdentify, attract, and motivate deep-pocketedbuyersDetermine their company's competitive advantage and leverage it for the best offerFind a transaction advisor with the skills and experience to guide them through the M&A jungleAscertain whether the advisor has what it takesto get top dollarMaintain confidentialityFoil buyers' attempts to undermine sale price
Featuring real-life case studies and an appendix of indispensable tools - including due diligence lists, sample nondisclosure agreements, a sales readiness assessment, and a sample engagement letter - this insightful guide reveals how anyone can get a positively outrageous price for their company.
Kevin Short is the Managing Partner and CEO of Clayton Capital Partners, a leading middle market M&A advisory firm. Over the past 25 years, he has orchestrated over 150 purchase/sale transactions of mid-sized businesses with an aggregate value of more than $1 billion.
Contents Acknowledgmentsix Introduction1 PART 1:THE PROACTIVE SALE STRATEGY5 Chapter 1:Reducing Seller Risk and Increasing Sale Proceeds7 Chapter 2:Step One: Assess the Company and Owner for Sale Readiness17 Chapter 3:Step Two: Presale Due Diligence37 Chapter 4:Step Three: Identify the Competitive Advantage55 Chapter 5:Step Four: Identify Potential Buyers69 PART 2:THE OUTRAGEOUS PRICE PROCESS77 Chapter 6:The Four Pillars of Selling Your Business for an Outrageous Price79 Chapter 7:Pillar I: Leverage Your Company's Competitive Advantage85 Chapter 8:Pillar II: The Outrageous Buyer99 Chapter 9:Pillar III: The Outrageous Seller107 Chapter 10:Pillar IV: The Outrageous Adviser119 Chapter 11:Executing the Sale143 Chapter 12:Wrap-Up169 Appendix A:Sale Readiness Assessment173 Appendix B:Legal and Financial Due Diligence List181 Appendix C:Management System Due Diligence List199 Appendix D:Checking an Investment Banker's References203 Appendix E:What to Look for in an Engagement Letter205 Appendix F:Sample Nondisclosure Agreement211 Appendix G:Questions to Ask a Prospective Investment Banker215 References219 Index221