Business Broker Chicago

The SENIORS are retiring in large numbers over the next a decade and the impact on the economic surroundings of America will be dramatic. This article will examine those styles and the likely effect on business valuations over the next several years. From a 40,000-foot view the number of businesses that change hands will mirror the number of seniors that are retiring.

According to Federal Reserve’s Survey of Consumer Finances, in 2001, 50,000 businesses changed hands. We now have the sub-prime situation impacting the available funds that the Private Equity Firms were utilizing to highly leverage their mega-deals and drive up deal values. The good thing for some held companies privately, 99.9% of your companies won’t fall into the mega offer category. A larger privately kept industry player or an exchanged company is the most likely buyer publicly.

The economics are still positive for these customers looking to add customers, product lines, technology, or all three. A publicly exchanged company can still buy a private company for a good price and not dilute their talk about price. Given this backdrop, what is a continuing business owner who is anticipating selling his business in 2010 2010, to do?

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Move up your sale timeframe, but not always your leave timeframe. No, I am not talking in riddles. What I mean is that you should take your chips off the desk with a sale deal sooner rather than later. Your eventual leave could maintain 2010 after working full time for the new owner for 12 months to move customer associations and intellectual property, followed by a limited consulting engagement for just two years. Too many business owners view their business sale and their pension as a simultaneous event and finish up delaying the sale to your day they want to go wrong.

That misperception can be quite costly. Way too many owners wait too long and end up selling because of a negative event like a health issue, the lack of a major account, a shift in the competitive landscape, or just basic burn up. As you can see, none of the major known reasons for selling puts you in a favorable negotiating position.

As an over-all guideline, the faster you want to disassociate yourself from your business, the more the buyer shall want to deduct from his purchase price. Your wish to leave quickly is a red flag of risk to the new owner. Your best outcome is to sell your business close to the top and stay involved as a worker or consultant for an acceptable period. If you look at the transaction buildings that are popular in the acquisition of carefully held businesses, this approach makes a lot of sense.

The more a business depends on the owner for its success, the greater the risk to the customer. The higher the percentage of the offering company’s projected revenue that is dependent on future new sales, the lower percentage of the purchase value that owner will get as cash at shutting.

The higher the concentration of company sales to a small number of customers, the low the purchase price, and the greater the earn-out component of the purchase value. Most privately held family businesses have one or a mixture of these value detractors. Your offering strategy can mitigate the negative effect on value.

By exiting before the necessity of exiting, your sales trajectory will more than likely be on the increase than on the drop. Buyers pay a premium for growth and discount for flat or falling sales. Unless your entire revenue stream is contractually committed over the next several years, most buyers will introduce an earn-out as an element of the total transaction value.