The Good News and Bad News of Selling Your Business in a Post-Corona World.
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Lessons From the Last Decade That Will Affect This Decade

In recent days, you’ve likely seen a number of news reports reviewing highlights of the last decade. 2010 seems like yesterday to me, maybe because that was the year I started my business brokerage firm, Tennessee Valley Group. Although it’s a cliché, the past ten years have flown by for me. I’ve made many new friends while shepherding deals with total value of about $250 million. I've completed deals in Read More

Is Your Business Your Dialysis Machine?

Cindy (not her real name) has a good thing going. Her business is growing at a steady pace, and she’s been able to pocket around $500,000 a year the past several years. We sat down recently to discuss her interest in selling. “I just became a grandmother. My daughter and her husband are going to need more of my time than I can give if I’m still running the company. I’d like to sell it now and live off the Read More

What You Don’t Learn Investing in Real Estate

“You know what they say, you make money as long as you can buy right. No way I’m paying more than five times earnings for that business.” Sean (not his real name) is a real estate investor who has done exceedingly well the past decade. We recently had lunch to discuss his interest in redeploying some of his investment dollars into an operating business. “I still love opportunities in real estate, but I want to be Read More

The Thrill and Danger of Flying Solo

“I got my pilot’s license when I was 15. Not many women can say that. You could say I’m used to flying solo. Selling my business should be no different.” Marcia (not her real name) is one of the most impressive ladies I have ever met. She called me at the urging of her financial planner because she is considering selling her business. As we chatted over lunch, I learned how she had taken over the business from her Read More

Nobody Can Do What the Rainmaker Can Do

“My husband and I have a terrific business relationship. I make the business run well, and he’s the rainmaker who brings in the business.” I met Doris (not her real name) during a meeting at the church we attend. We had never met, but we have a mutual friend who introduced us. During a break in the meeting, she told me she and her husband were ready to sell the business they had owned for 25 years. “We wholesale Read More

You May Kiss the Bride, The Wire Transfer is Complete

It’s all we talked about around our house for nine months. My daughter was getting married, and she and her mom (my wife) had plenty of time to plan a wonderful celebration for family and friends. My daughter is very responsible; I gave her a wedding budget, and for eight months and two weeks, she reported her spending with precision and confidence. I was so proud of the way she managed the process, staying upbeat Read More

The Buyer’s Stretch Marks

“We were told if our revenue was greater than $5 million, we’d be an attractive acquisition target. We got there, but we’ve had to sacrifice profitability.” I met Charlie (not his real name) at the office of his wealth planner. They were developing a retirement plan for Charlie and his wife. They asked me to help them determine his company’s market value and discuss timing to sell it for maximum value. Charlie was Read More

The Hocus Pocus of Business Valuation

“All this talk about multiples makes me dizzy. Multiples of revenue, multiples of EBITDA, multiples of net earnings. Which multiple should I focus on to know my business value?” Rod (not his real name) owns a profitable healthcare services business. Though just 37 years old, he has assembled an organization and methodology that no longer requires his active involvement in the business. He called me for advice Read More

Momma Was Right, Do Your Homework Before the Test

“If I don’t handle this right, it could cost me millions and leave me bored to tears. Can you help?” I get a question like this from a business owner about once a month. The types of businesses are different, but the situation is the same...the owner has a successful business and they have been approached by a credible third party with an unsolicited, though compelling, offer to sell their company. The second Read More

What the LOI Is, and Isn’t

“Ty Cobb was the leading batter in the history of baseball, and he only got on base about one-third of the time. I guess I shouldn't feel so bad.” Reggie (not his real name) may not have felt so bad, but I sure did. In late 2018, he retained me to sell his company. We identified several private equity (PE) firms that had made recent investments in Reggie’s industry, and within a couple of months, we started to Read More