Posts Categorized: Uncategorized

Negotiating the Price Gap Between Buyers and Sellers

Sellers generally desire all-cash transactions; however, oftentimes partial seller financing is necessary in typical middle market company transactions.  Furthermore, sellers who demand all-cash deals typically receive a lower purchase price than they would have if the deal were structured differently. Although buyers may be able to pay all-cash at closing, they often want to structure… Read more »

10 Questions To Ask Yourself About Your Business: Part 1

  After over 160 episodes of Built to Sell Radio and more than 20 years interviewing and researching entrepreneurs, John Warrillow, host of Built to Sell Radio and five-time entrepreneur, shares the 10 questions all business owners and entrepreneurs need to be asking themselves — whether they are ready to exit their company or not…. Read more »

Effectively Utilizing Confidentiality Agreements

Every year countless great deals, deals that would have otherwise gone through, are undone due to a failure to properly utilize and follow confidentiality agreements.  A failure to adhere to this essential contract can lead to a myriad of problems.  These issues range from employees discovering that a business is going to be sold and… Read more »

This Grasshopper Has Learned Well

David Hauser and his business partner founded Grasshopper in 2004. The company offers a virtual phone system for entrepreneurs, targeting a core market of businesses with 1 to 10 employees. Over the course of 12 years, they grew Grasshopper independently, without outside investment — a rare feat among fast-growing technology companies. By 2016,  Grasshopper was… Read more »

How Forecasting The Future Led To A $100M Sale

Back when mobile phones had green screens with black dots on them, Andy Nulman founded Airborne Mobile. He knew the time was coming when technology would enable full-scale media content on mobile devices, so he knocked on doors and asked companies like the NHL, Maxim, and Disney for assets he could transform into mobile media.   … Read more »

The Second Most Important Thing to Negotiate When Selling Your Business

When you get an acquisition offer for your business, it is natural to focus on the offer price, but your employment contract can be a key element of your remuneration. I know, you don’t want to be an employee but, when you sell, you’ll likely have to sign on for a transition period or earn-out… Read more »

5 Ways To Get Your Business To Run Without You

Some owners focus on growing their profits, while others are obsessed with sales goals.  Have you ever considered making it your primary goal to set up your business so that it can thrive and grow without you? A business not dependent on its owner is the ultimate asset to own.  It allows you complete control… Read more »

The 8:1 Flip

Steve Huey bought The Learning House, a company that creates online courses on behalf of colleges, for $2.7MM in 2007 because he saw the opportunity to professionalize the sales and account management of the business.  Five years later, Huey sold the business to Weld North, a private equity company for $27.5MM earning his shareholders an… Read more »

How One Pivot Doubled The Value of This Business

James Garvey and his partner grew Objective Loyalty from a standing start in 2005 to $2.5 million in EBITDA before they decided to sell their email marketing platform.  Garvey’s investment banker spent six months shopping the deal without a single offer. Then Garvey decided to switch tactics and approach the strategic partners who already knew… Read more »