Notes from the Bottom Line

Why Sell My Business Online is .... a No Brainer

2012-01-31T09:40:00.005Z

A brief case study;

After 9 months of frustration using Business Transfer Agents

(definition of frustration in this context = spending time preparing for sale, receiving glossy presentation from agent, signing agents exclusive contract, paying agent substantial "marketing" fee, receiving no buyer enquiries, receiving no updates, slowly going backwards)

our client lands on the Sell My Business Online (www.sellmybusinessonline.co.uk) webpage.

And then, 7 weeks later. She is no longer the owner of a small business having successfully sold via a buyer introduced by our service. This case study is not an isolated success story but typical of how our clients value our service. We continually receive transfer agent "refugees", perhaps this is the reason why;

Gill was the owner of a small but growing online retail business. Due to other business commitments she had been unable to focus on this business and therefore decided to take it to the market.

For 9 months she was listed with 2 sales agents - the first charged a £1,000 marketing fee but failed to provide a buyer, the second was a 'no sale, no fee' agent but again, woefully unsuccessful. Both required her to sign contracts that included 'redemption clauses' if she cancelled - no matter what the level of service provided.

Having become more than a little exasperated with the process, Gill discovered Sell My Business Online and registered with our Standard Marketing & Sales Support Service. (£295, no contract, no commission at sale). That same day we launched a marketing campaign on her behalf, creating a sales profile and circulating key information across a wide range of channels to market. Within 24 hours we were receiving direct enquiries for the business and via our online case management system, she could monitor and review all activity without having to rely on it being communicated by her agent. This was a 'road to damascus' moment when she realised that a small business could find a business sales service that delivered integrity and value.

During the sales campaign we generated hundreds of viewings and many direct buyer enquiries. From this process Gill was able to agree terms and complete the sale of her business just 7 weeks after registering and at a cost of just £295.

We don't like to blow our own trumpet (well, sometimes we do) but numerous other clients have experienced just the same scenario. Let's be honest, not every business owner achieves a successful sale but the vast majority of our clients understand and appreciate the integrity and value we provide, even in the event of not achieving that sale.

When we launched this service we believed it was a no brainer in terms of expertise, support and value. Increasingly, that's a view shared by many others.

The Madness of Small Business Valuations

2011-10-27T10:00:00.001+01:00

The following scenario is all too familiar within the small business sales market;

Decent Business + Genuine Seller + Willing Buyer(s) + Excessive Valuation = Lost (No) Deal

Selling a small business is not always easy, so to burden the process with an excessive and barely credible valuation = one likely conclusion, vendor unhappiness.

These are the primary factors that lead to problems;

Sellers Price Expectations

Most sellers have limited knowledge of the business sale process and how to arrive at a valuation. If the seller believes (or has been advised) that their business will achieve X, then they will naturally expect to achieve something close to that number, even if it bears little reality to the market.

Worse still, they may decide to price their business based on what they need to achieve, great if you’re dipping your toe in the water but as an ingredient for achieving a sale ... likely to be a recipe for disappointment.

Everyone is an Expert

Business valuation “experts” lurk around every corner. From the golf club to the networking group to the online forum and yet, most of it is detached from the realities of selling a small business.

A proliferation of online guru’s help to create a fog of different theories with some providing advice that could have a negative impact on value.

Below are two extracts of online advice about business valuations – both taken from otherwise excellent websites;

“get a figure in mind and stick to your guns”
“be clear in your own mind about the amount you wish (or need) to realize”

Well meaning but misguided advice because trying to achieve a sale price for small businesses, based on sticking to your guns or being clear about the amount you need, is almost often a route to frustration as the seller digs in for a price that is simply not matched by market appetite or reality.

The Pre-Sale Valuation

We have a mantra about pre-sale valuations – which we repeat until we’re blue in the face (literally) – and that is, for smaller businesses they’re almost pointless. The market will set the price so the key issue for an owner is to concentrate on how increase the value of their business with a combination of good preparation and extensive marketing.

Unfortunately, some advisors will use the excessive valuation as a marketing tool for securing clients – it’s no different from the estate agent beauty parade however, a business valuation contains so many variables that it’s more open to manipulation than property pricing. All the excessive valuation does is raise expectations for sellers and create barriers to buyers.

The Adjusted Net Profit

The adjusted net profit calculation is often a necessary mechanism to help extract the true earnings of a small business. There is often a legitimate debate between parties as to what should be included, so it’s important that the calculation is credible and justified.

This is not always the case as some sellers and advisors include a range of unjustified items that helps to inflate the bottom line and, by using the multiple principle of valuation, over inflate the asking price.

We encountered an example this week. Nice business and keen sellers but both of them burdened with a valuation anchored by an over the top adjusted net profit. They’ve already burned potential buyers and as the price gets reduced, the seller becomes demoralized and real value decreases.

What To Do?

People take their businesses to market for different reasons and with different expectations.

If you’re not particularly committed to selling and want to dip your toe in the water, then you might fix on a price you want/need and then gauge market reaction. Luck and timing often play a part in selling a small business but remember, the sale process is often demanding and will distract you from running the business.

However, if you’re genuinely committed to selling your business – however big or small – then forget about pre-sale valuations and asking prices. Drive up the value of your business by concentrating on what really matters;

- Making the business as profitable and sustainable as possible
- Trying to create a management structure that removes the owner operator
- Preparing thoroughly, including up to date accounts
- Creating as much buyer interest as possible, particularly from strategic buyers
- Generating multiple offers

The Trouble with Testimonials

2011-04-04T14:17:00.001+01:00

What value do testimonials actually provide anyone? Do they benefit a clients selection process and/or create any point of difference for professional services firms?

Every marketing department of every professional services firm will want to point prospective clients in the direction of their testimonials. It's traditionally been a key pillar of promoting firms who are selling a future service. Often headed with confident boasts like ... "Our testimonials speak for themselves" ... the testimonials page inevitably leads you into an endless list of happy clients, awash with lashings of praise that extol the virtues and life enhancing benefits of using that particular firm. But if everyone is promoting similar testimonials then where is the value and what is the point, apart from 'keeping up with the Jones's'?

The following scientific perspective could easily crossover into my world of business sales;

"Testimonials are not useful because they cannot be used as confirming or dis-confirming evidence as they're isolated events that lack the comparative information necessary to rule out alternative explanations.

The problem of relying on testimonial evidence is that if testimonials accumulate to support any specific remedy, all the competing remedies also have supporting testimonials. What we all want to know is which remedy is best, and we cannot determine this by using testimonial evidence" How to think straight about psychology (2001) (Keith Stanovich)

We have our own testimonials pages, festooned with love and appreciation for what we do but in reality, what does it mean to the rest of the world? How can prospective clients measure it when every other firm in our sector does the same and has the same?

It's particularly important to get underneath this spin when selecting an advisor and/or process to help sell a business. For most business owners, this will be a one off event that needs to generate a suitable reward for the time, risk and effort committed over the years.

But how does a business owner make this selection? What are the criteria to consider? How do they search through the quagmire of marketing spin to isolate the good, the bad and ugly? A few thoughts;

1. Market Reputation: What is the market reputation of said firm? What does your trusted advisor (accountant, solicitor) think about the different types of service and firm? Gain a professional perspective;

2. The Process: Understand the different types of service available and what is the deliverable reality behind the marketing of each suitor?

3. The Spin: Does the marketing spend and reach being employed to grab your attention necessarily mean that firm will provide you with a great service? Is it a good indicator that if they found you, they will find your buyer? Are they more focused on gaining your signature than selling your business?

4. Online Chatter; The web can be full of nonsense but a simple google search might help you pick up on any consistent themes about the firms and people you're considering;

5. The Agent: Do you like the person you're dealing with? Selling businesses is often about people, trust and integrity so if you feel confident about this individual then so might the buyer of your business.

6. Experience & Support: What experience do they have? What deals have they done in the past and what support mechanisms can they provide ie memberships, partnerships etc.? What is the CV of your advisor or will your file be handed to a junior with no commercial experience or knowledge of your business?

7. Peer Reviews/Online Forums: Anyone you know who recently sold a business and/or used a professional services firm of a similar nature? Visit some Business Forums and discover the experiences of others? How does the actual delivery of their service compare with their marketing?

8. Testimonials: These utopian landscapes might still play a part in the overall assessment of a firm and help provide a sense of what makes them different (or at least what their partners think makes them different);

9. The Beauty Parade: If remaining undecided then consider an old fashioned beauty parade. Select 3 different types of agent or process and ask them to illustrate how/why/where they add value over and above the competition;

10. Instinct: The great challenge is to wade through the marketing, the testimonials, the glossy presentations and understand what works for your business. On many occasions the evidence is supported by an instinct - no matter what those happy clients keep telling you.

Article on Pre-Pack Administrations

2011-03-31T10:58:00.000+01:00

An interesting article on Pre-Pack Administrations:
Kindly supplied by Parkin S Booth, Insolvency Practitioners
www.parkinsbooth.co.uk (Tel: 0151 236 4331)

On 15 September 2003 the Enterprise Act became law with the loss of preferential status for H M Revenue & Customs and the replacement of Administrative Receiverships with Administrations for floating charge holders.

One of the key changes introduced by this legislation was the ability of directors to be able to appoint an Administrator out of Court with the consent of the charge holder(s). Administrators were able therefore to be appointed and execute sales of businesses quickly and without any ratification by creditors, other than charge holders. So evolved the Pre-Pack sale which in short is a sale of a business at the commencement of an Administration, it having been arranged beforehand. This transaction can ensure the smooth handover of a business’ ownership with minimal disruption to its ability to maintain on-going operations.

Any negativity surrounding the public perception of Pre-Packs tends to focus on the sale of the business to a connected party – generally the existing directors. This aspect of a phoenix is viewed with suspicion; is this just the directors “dumping debt” and carrying on regardless? It is a fact that in many situations the directors are special, or even the only, purchasers. The aim of an Administrator is to maximise the return to creditors and that generally means maximising the value of the business and assets. If the highest offer comes from existing management, all other things being equal the Administrator will have no qualms in selling the business to them - and quite rightly so as creditors may be equally unhappy if a significantly lower offer from an unconnected third party was accepted which resulted in a lower dividend.

There is a perception that some directors/charge holders and Insolvency Practitioners may have abused the Pre-Pack process which gave rise to the release of Statement of Insolvency Practice (SIP) 16 on 1 January 2009. SIP 16 sets out what is considered as good practice and must be implemented by all practitioners when considering a Pre-Pack sale.

SIP16 details the information which must be disclosed to creditors and to the Insolvency Service in all Pre-Pack cases which includes:

· The importance of the justifiable premium (the price paid by the purchaser over and above the market value in return for exclusivity).

· Any valuations obtained and the agent’s input.

· Efforts made to consult with secured creditors, key suppliers and other stakeholders prior to the sale.

· Marketing activities undertaken by the company and/or the Administrator (albeit often on a no names basis).

· Prompt notification to creditors setting out actions undertaken to justify a Pre-Pack sale.

· Evidence of why trading, whilst a full marketing campaign was undertaken, is not appropriate.

The Pre-Pack is clearly here to stay, but the above clearly imposes significant requirements upon the Insolvency Practitioner who must ensure that a Pre-Pack transaction is seen to be transparent and above board. In the right circumstances, however, it is the appropriate process. It allows a quick seamless transition of an insolvent company’s business and assets where the business may otherwise implode. It permits, provided good practice is followed, for the optimum return to creditors which is the prime focus for any Insolvency Practitioner.

Protecting Value Through Due Diligence

2011-02-02T14:27:00.002Z

Nothing for 4 months and then 2 articles in 10 minutes - such is the sporadic nature of my blog writing;

How do you best protect the value of your business when travelling through the choppy waters of due diligence?

Achieving Heads of Terms is a big step forward but will be followed by a due diligence process where the pressure intensifies and the balance of power often shifts from seller to buyer. Badly handled, this can have a negative impact on value and potentially rupture the deal itself.

How can you best protect the value of your business during this critical phase?

1. Balance of Power

As a sale process enters due diligence there can be a dramatic shift in the balance of power between the seller and buyer. By accepting one offer you might have to refuse alternatives and run the risk of putting all your eggs into one buyer basket. Furthermore, having agreed terms with a buyer you then have to decide what and how to disclose commercially sensitive information as a buyer (or team of advisors) gets under the bonnet of your business;

2. Preparation

Good preparation will not only help to increase the appeal and value of your business, but it can also play a pivotal role in accelerating the due diligence process. Try to look at good preparation as a process of 'Advance Due Diligence' that helps avoid your deal getting bogged down with issues that could have been clarified and cleared up long ago.

- Make sure that all key customer and supplier contracts are in order and standardise if possible;

- Try to sell close too or just after year end accounts so your financial information is recent, relevant and accurate. Meet up with your accountant to gain an understanding about any anomalies within your accounts that might need explaining to a potential buyer;

- Tidy up any outstanding leases and/or make sure that your landlord will not create a problem or delay at transfer;

- Settle all disputes (commercial and personnel) well in advance;

- If selling a division of your business, create separate management accounts and provide clear information about exactly what will be going and staying.

3. Confidential Information

It's a delicate process to understand and appreciate what is and is not required by a buyer at any particular stage of the process. Whilst you have every right to protect your information pre-heads, being over protective through due diligence may be viewed unfavourably by the buyer and their team. They will ask for as much as possible and you will, understandably, want to protect commercially sensitive information.

The truth is, that to achieve a deal you will have to release some sensitive information so understand why they need what they've requested and protect yourself by insisting on a confidentiality agreement that will provide some level of protection and remedy against future leakage or misuse of information.

4. Exclusivity

Some buyers will request a period of deal 'exclusivity' to protect their position during due diligence. It becomes part of the negotiation as to how long and at what risk to you of potentially losing alternative buyers. Understand what they need to see, how long they require and create a schedule that provides you with some visibility and control of the process. You can release certain pieces of information in stages and depending on the balance of power within your process, you might also insist on a deposit.

5. Buyer Sincerity

Becoming comfortable with the buyer and their motivations is a key part of the entire sale process. Genuine and reasonable buyers will understand your anxieties and therefore all dialogue should be handled in a spirit of mutual respect. Remember also, that whilst the balance of power might shift towards a buyer they will be incurring cost in trying to achieve this deal so will also want to move swiftly towards completion. Be wary and questioning of those who drag out the process without obvious reason or explanation.

6. Momentum & Price Chipping

Time kills deals and delay can lead to fractures within the sale process and therefore opportunities to price chip and/or withdraw altogether. Achieving a price and structure at heads of terms does not necessarily mean those terms will be sustained through to completion - there is always something to play for and any problems that emerge during the process can lead to attempts by some buyers to re-negotiate terms.

7. Communicating with Staff

When and how do you communicate with the staff? If your business contains key employees then at some stage a buyer will want to conduct face-to-face interviews and discussions with the people involved. Ideally you've already communicated with senior management and achieved their buy-in but if not, you need to feel comfortable with the requests for access being made by the buyers and try to ensure that it's one of the final steps in the due diligence.

8. Retained Advisors

Moving from Heads of Terms to deal completion is not a straight forward process and as illustrated above, often requires delicate and experienced handling. It's at this stage of a sale process where we recommend that you retain an experienced advisor. Their knowledge of how to handle buyers and negotiate the due diligence phase will prove crucial in helping you protect both the value of your deal and at times, the deal itself.

[The views expressed in this article are generic and not based on any one particular business. We always recommend the use of professional and experienced advisors to assist with the due diligence process]

Sell My Business Online

2011-02-02T14:19:00.004Z

www.sellmybusinessonline.co.uk will be a unique and (even if we say ourselves) high value service that helps people sell small businesses. We've streamlined and automated the disciplines and buyer networks developed during the many years we've been involved in the business broking and corporate finance fields (Daresbury Company Sales & Dow Schofield Watts) to create a low cost route to exit for smaller businesses.

As part of this process, we stripped out the high cost and frustrating restrictions inherent when business owners have previously used more traditional sales agents. With Sell My Business Online there are no agency contracts, no hidden fees and no large % at sale for what is often, little more than an introduction service.

The service provides exceptional value and support and is ideal for the owner of a small business looking for the best chance of achieving a sale AND maximising their net proceeds.

It's a no brainer, but then we would say that wouldn't we.

Redundancy to Ownership : Employee to Employer

2010-09-21T15:02:00.002+01:00

The UK economy is in no mood to advertise its imminent direction and if you put a group ‘experts’ into one room, they'd be certain only of their uncertainty. What we can (probably) predict is that the forthcoming cull of public sector jobs and with that, the knock-on effect into private sector employment, will confront a large swath of the population with unprepared change and uncertain income.

So what’s the next step after redundancy? You could stash your redundancy cheque into a zero interest savings account, celebrate escape from your line manager’s symphonic flatulence and put your feet up to watch daytime TV. The redundancy package might fund a trip to the dandenongs or part ownership of Liverpool FC however, an alternative route is to become your own boss.

If the thought of becoming your own boss appeals then where do you start? You might think that now is the right time to launch that ‘great idea’ you've been boring on about for 5 years but, unless you’re a genius who’s invented the cure for Piers Morgan, starting a business from scratch is extremely challenging. It could be a case of frying pan into fire.

A much safer bet is to buy an existing business that provides you with an established product or service, a trading legacy, established customers and supply chain, incumbent employees and perhaps a reputation for great Christmas parties. OK, Christmas party is not crucial in the decision making criteria but time vs. risk will be and the established business allows you to leapfrog some of the high risk challenges inherent with start ups ie most fail.

You’ll need to invest some of your own money as a finance down payment signal of commitment to other stakeholders, however in the event there is a price or funding gap then various mechanisms can help make the deal less reliant on cash or lending (both difficult to find). For example, you might have a vision for the selling business that enthuses the vendor enough from them to retain a stake and help reduce your initial outlay and risk. If you prove your ability to deliver and transform – by bringing your own contacts, expertise or experience - then vendors are often prepared to negotiate on the basis of a retained stake. In the current climate there are numerous well valued opportunities and whilst you need to be realistic about the type and size of your target business, don’t limit your search by what you think might or might not be required financially. Understand your market place, speak to experts and gauge what might be possible.

“today is the first day of the rest of your life” so, grasp the nettle of redundancy and take the sting out of that process by thinking about business ownership. The current market has lots of opportunity and value available so consider taking that first step towards becoming your own boss.

Buyers & Opportunities

2010-07-15T14:37:00.006+01:00

Alongside, "how much money can you get for my business?" and "how much do you charge?" the next question on potential clients lips is often whether anybody is buying in the current market? The answer is a definite YES for the following reasons;

As economic conditions remain challenging then organic growth for companies becomes equally challenging and out of necessity, acquisitions more appealing.

There is no denying that funding (or the lack of) remains a key blockage for completing deals, particularly smaller ones, however if both sides are prepared to be flexible with terms then solutions are possible and deals are happening. Indeed, for the business that continues to perform well in current market conditions there is every chance of driving a premium from strategic buyers and/or buyers struggling to find good quality acquisitions.

Prices are standing up for the better performing business however our key mantra of good preparation remains central to driving best value from the sale process. Prepare your exit carefully, get your ducks in a row and go find that hungry buyer.

Top 10: Do's & Don'ts when Selling Your Business

2010-07-09T11:47:00.006+01:00

There is a bit of crossover here with an earlier blog article but the Top 10 below was part of a magazine article written some time ago and therefore re-produced for my blog reader;

1. DO plan exit strategy; DON'T overlook simple changes
Selling a business can be distracting and time consuming so plan your exit well in advance of going to market. Prepare paperwork, address any litigation or employee issues, anchor key employees, finalise contract negotiations etc. Don't let these problems emerge in the middle of a deal as buyers are easily spooked and poor preparation can play a role in putting them off. That said, don't forget the 80/20 rule so consider first the simple changes that can make the biggest impacts.

2. DO start the process close to year end; DON'T be lazy with numbers
Many sellers try to sell their business using poor quality or out of date financial information. There is little point taking your business to market with out of date information so think about selling close too or just after year end accounts are available. This makes your information current and credible. Don't be lazy and assume that accounts from 2 years ago will be sufficient. They will not.

3. DO research your route to sale; DON'T trust every advisor
Choosing the wrong advisor can destroy the value of your business just as much as a good one can enhance it. It's a critical decision so, if in doubt, create a beauty parade and treat with extreme caution the volume agents who promise much and deliver little. Their business model works for them and not for their clients.

4. DO understand the value in your business; DON'T bother with formal valuations
The market decides the value of your business so preparation and marketing are the crucial elements and not any pre-sale valuations which - particularly in the current market - are largely irrelevant. Particularly if they've been used as encouragement for you to sign up with an agent.

More important is to understand the real value drivers of your business; Is it the product range, location, contracts, order book, customer base, key employees? Concentrate on these areas as part of your preparation and marketing literature and avoid putting price tags on your business. Value can fluctuate enormously depending on the buyers motivations so drive competition, don't provide them with a guide price.

5. DO reduce owner dependency; DON'T expect to walk away immediately
A key concern when buying a small business is the amount of owner dependency in the management of that business so sellers need to concentrate transferring as much personal goodwill as possible into business goodwill.

Because of these concerns, buyers will often require a handover phase and/or deferred consideration that creates an ongoing physical and financial commitment from the vendor and helps reduces risk and uncertainty for the buyer. Anticipate an ongoing if short term relationship with your ex-business.

6. DO maintain confidentiality; DON'T hold on too tight
There is a balancing act between maintaining confidentiality yet providing buyers with the information to form a view about the opportunity and value. Provide some headline information (anonymous if necessary) but for anything more detailed or sensitive, insist on a confidentiality agreement or at least gain an understanding about what and why they need extra information. Instructing a professional advisor will provide you with that extra layer of expertise and protection.

7. DO believe in your business; DON'T get emotional
Selling a small business can become emotional for an owner who has often started from little or nothing. It's therefore important for the seller to maintain a detachment from the sale process and in turn help to inspire a buyer about the potential of their business, whilst stepping back from any negative feedback. Indeed, a seller should be candid with buyers about operational weaknesses so to encourage the latter about the opportunity and potential for 'quick wins' and added value.

8. DO cherish buyers; DON'T give them too much respect
Good buyers can be difficult to find however bad ones emerge quite easily. An unfortunate truth is that many are time wasters so sellers need to spot them asap to reduce aggravation. They can be spotted fairly quickly - they provide poor quality requests for information, fail to respond to messages and are often unwilling to sign up to confidentiality agreements. Cherish the good ones and discard the bad.

9. DO consider seller financing; DON'T blow deal waiting for cash
Buying a small business can be risky for a buyer. Many sellers fail to understand this truth and it sometimes blurs their thinking about what is and isn't a good deal. Chief concerns for a buyer include yoo much owner dependence and vulnerability of earnings so sellers need to be realistic and flexible in what terms are acceptable and fundable. Sellers might have to accept deferred consideration elements that help to bridge funding gaps and share some of the risk with a buyer.

10. DO instruct competent advisors; DON'T expect a smooth ride
The wrong professional advisors (solicitors, accountants, agents) can seriously damage the health of your deal. Choose carefully and ask about their previous experience in corporate deals. Completing a deal is often a bumpy ride with occasional setbacks, so you need to have a team around you with sufficient expertise and guile to help maximise and protect value.

11. DO include 11th item in top 10 list; DON'T forget to chill the champagne
Selling a business should be the ultimate reward for the risk and effort committed over many years. The process is often time consuming, distracting and emotional but when you do achieve completion, enjoy the moment and the champagne.

"Doh" Client Moments

2010-07-09T10:24:00.002+01:00

Top 5 client comments during meetings with potential buyers;

1. "Losing that big client really motivated me to sell"
2. "I heard a lot about you, all bad"
3. "Wife runs the books but happy to include her in the sale"
4. "I'd never sell to a man wearing slip on shoes"
5. "Why don't we cut out the middle man?"

Waiting for Gold

2010-04-28T11:45:00.005+01:00

This week we’re told that Q1 2010 GDP was up 0.2%. Evidence of recovery in the spinning hands of some, yet for others a sure sign we’re in the economic Alton Towers and riding the dowwwn-sliiide of a double dip recession. For the business owner deferring the sale of his business for 12+ months, there is a brewing dilemma; “How long do I wait for the economy to turn before I sell?”

I’m no Milton nor Keynes, but even my basic grasp of economics indicates we’re in for a prolonged spell of bumpy weather. This morning’s headlines make it clear that politicians are avoiding the truth about our deficit repayments and therefore it’s equally clear, that we are having to adapt to a “new norm” with business owners needing to consider the impact on their potential exit strategy.

What are we seeing at the business sales coalface? Good businesses continue to sell at pretty much the same level as before, indeed those performing well remain particularly attractive with sale multiples proving consistent if not occasionally enhanced due to the reduced availability of good quality. Funding of SME transactions remains challenging and therefore the primary change of emphasis for most sellers has been the need to be more flexible about the terms required to get a deal across the line. That said, the market place will always find profitable, well managed (owner-lite) SME’s attractive and owners of such businesses should not unduly delay any sale process.

However, selling a struggling or asset poor business has become more challenging. Even if a willing buyer is found they often have to convince funders, who might claim to be “open for business” but don't appear to be quite so open for transactions with much of a risk profile! This is unlikely to change for some time so sellers of such businesses need to become more realistic about their price expectations and/or adopt a strategy that enhances the value and appeal of their business. They need to look at all options including strategic partnerships, outside investment, developing MBO/MBI options and changing their trading emphasis towards growth sectors – all options being considered by some of our clients who might previously have hoped for a straight forward trade sale. If these considerations are too long term then it’s a question of good preparation, a strong marketing campaign and aforementioned flexibility about terms and price.

Bottom line is that owners cannot keep putting off selling in anticipation of a turn in the economy. The alternative of waiting too long might help to destroy value as swiftly as any crunched credit - the owner loses motivation, investment dries up and the competition take advantage. Waiting for or expecting a pot of gold is the wrong strategy. Business owners need to keep the exit process dynamic and not rely on a return to the good old days. Dynamism and realism are the key ingredients to maximising and protecting value in the “new norm”.

10 Reasons Businesses (sometimes) Don't Sell

2010-03-31T17:27:00.002+01:00

1 Price Expectations;

Vendors with unrealistic price expectations seriously impede their ability to sell. Concentrate first on preparation to help maximise the value of a business. Then get in front of the right buyers. Then listen with an open mind to all offers and start to gauge the 'market value' of your business.

2 Lack of Seller Flexibility;

Cashflow lends are very rare so if you're lucky you'll find a cash rich buyer but if not you may have to be flexible and creative with how to bridge price and/or funding gaps. Do not hold on tightly to cash out deals - they rarely happen. Understand that deferred payments and earn outs are highly likely routes to achieving a deal.

3 Skeletons in the Cupboard;

Preparation is key so get your ducks in a row before taking your business to the market and make sure you've addressed and removed any skeletons in the cupboard. Get rid of any outstanding litigation, resolve any employee disputes and provide buyers with a clean, easy to understand sale proposition.

4 Stakeholder Conflict;

I've seen deals fracture due to the late emergence of a discontented key stakeholder. Vendors need to make sure everyone is on board at the beginning of the process.

5 Vulnerability of Earnings;

A key problem with selling small businesses is the vulnerability of earnings. Buyers measure risk and if the revenue is inconsistent, owner dependent, non-contractual or highly vulnerable to competition or micro factors then the risk factors escalate. You may not be able to do much about it but be aware that buying a small business can be risky for a buyer and you may need to share some of the risk.

6 Lack of Process Momentum;

Time kills deals. The greater the drift the more chance a deal will fracture. Keep on top of all advisors to ensure they are all driving forward in the same direction and keep the pressure on prevaricating buyers. Lots of people like to talk about buying and investing but many fail to deliver.

7 Owner Dependency;

The value of a business increases as the vendor shifts a greater % of goodwill from personal to business. Smaller businesses are often too owner dependent so you need to train up the management, systemise processes and give yourself the luxury of a long holiday to prove the business is sustainable without you.

8 Quality of Financial Information;

Vendors should always think about selling close to or soon after year end so that financial information is contemporary and relevant for a buyer. Too many businesses (& advisors) go to market with poor quality financial information which only adds to a buyers uncertainty. Make sure your accounts are up to date and available.

9 Wrong Advisors;

Choosing the wrong advisor can have a very negative impact on the entire sale process and the vendors value. Receiving honest advice at the beginning will make a huge difference to what can be achieved at the end and beware - there are a lot of cowboys about in the business sales market.

10 Chemistry;

Deals are all about people and sometimes the buyer and seller just don’t get on. Try to see through the emotional side of a negotiation and focus on that exit.

No Excuses - Do Your Research

2010-03-04T16:08:00.001Z

As the internet simplifies our access to information we move towards a future of super editors and niche experts. From the comfort of our keyboard we rapidly drill down into specialist areas and utilise a range of tools - forums, peer reviews, comparison sites - to gain a greater understanding of what we’re being told and what might be relevant to our needs. This rapidity to information is a liberating experience and breaks down traditional barriers, even if some information is less than accurate.

Quentin Letts recent complaint about wikipedia - "you can't trust what they say" - is particularly ironic as he writes for that bastion of prejudice and misinformation, the Daily Mail, however accessibility presents a huge challenge to the traditional information gatekeepers, particularly those who thrive and manipulate information barriers. One sector close to my heart where a lack of transparency, allied to an asymmetrical relationship between seller and buyer, thrives is with the agents and advisors offering to "help" sell small businesses.

Asymmetrical information is where one party has more or better information than the other, which can then be used to disadvantage one party. Add this imbalance to the fact that business sales agents work in an unregulated marketplace and you have a value destroying cocktail where the unscrupulous can manipulate the imbalance and create need for their particular offer which might not, and often was not, in the client’s best interests.

The internet provides us with an outlet to investigate and discover some truths behind the spin and remove elements of caveat emptor (“buyer beware”). It has created a transparency that helps flush out the charlatan from the expert and enables the consumer to form a more educated view about the best option. It’s a particularly important tool when business owners consider who they should use to help sell their business. For many it’s a once in a lifetime experience and signing up to exclusive contracts with the wrong advisor can destroy value, just at the time when a seller is most prepared to sell.

When selecting an advisor to sell your business spend some time in advance reviewing peer forums, googling the name of your suitor and understanding how the market perceives their message. Selecting an advisor to sell your business is potentially the final business critical decision you have to make so utilise the magic of the internet to do your research. There is no excuse.

Blog Time

2010-01-31T10:50:00.001Z

“Sunday morning, praise the dawning
I've got a restless feeling by my side”

It’s time to blog. Thank you for reading.