If you’ve ever worked for a company that underwent an acquisition (or merger), you know it’s usually a powder keg of rumours and uncertainty. Employees worry about job stability and what the new company culture will look like. As a result, one of the major challenges during any business acquisition process is retaining employees.Read More
When structuring a business sale, a common problem that arises is a difference in opinion on the value of the business. It's important to recognize that the two parties are motivated by different information. Buyers are focused on past earnings and the operational risk in the business that will affect future earnings. Sellers typically focus on the company's recent historical performance, hoping to maximize their profit from the sale.
It's important to have well-crafted, documented systems and procedures in place for your business well before the time comes to sell. Systems lessen the reliance on the owner for the business to operate successfully, which gives a potential buyer confidence that they can take over the role. This increases the marketability of your company, and can help achieve a higher price.Read More
Salespeople are in short supply in Saskatchewan so most business owners would love to know the secret recipe for increasing sales. Deep down, though, you know that there are not 4 silver bullets just waiting for you to read them so your sales will go through the roof. You know there’s a lot to making a sale – especially when buyers are tightening their belts.Read More
A lot happened in 2016 that affected your business and your customers. A weak mining sector, low oil prices, decreased construction activity, rising unemployment rates, declining housing market, a turbulent US election, and general market uncertainty surrounding the pending carbon tax. This all made a difference to your local economy and the conditions that impact your customers.Read More
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?
We are in an unprecedented era of specialization. These days there are people to help in our businesses with hiring, cleaning or doing the books. You can find someone to do almost anything to get your product out the door. In George Clooney’s 2009 movie Up in the Air, Clooney played the part of a man who travelled across the country just to fire employees. Remember when you used to do everything yourself? As your business matures, you will find yourself doing a cost/benefit analysis of every hour of your time. Consciously or not, you ask yourself, “If I do this, what am I not able to do?” or “What would it cost me to pay someone else to do this?” We make a quick evaluation of the value of our time vs. the task at hand and decide whether or not we are the best person for the job – for the skills and the cost.Read More
“What just happened?” Have you ever felt like the Coyote when the Roadrunner sped by and foiled the plan? Many of our clients who have tried to sell their businesses on their own come to us after a deal that they thought was a sure thing has fallen apart. These seasoned professionals have nurtured the deal and everything seems to be falling into place, and then, out of nowhere, the deal is off.Read More
How many times have you said the words: ‘I’ll do it myself’? For most entrepreneurs, this statement has been their key to success through years of building a business. As we get older, and wiser, we can admit that there are some tasks we do well and enjoy and other tasks we can delegate to more experienced or skilled people.Read More
Since they hit the ground in the mid-1940’s, the Baby Boom generation has been so large and powerful that they’ve shaped our world. As consumers, entrepreneurs, policy makers and voters, the effects of this unprecedented generation will be seen for years. What does this mean for entrepreneurs?Read More
When we talk to entrepreneurs, they always have lots of war stories to tell. For most small businesses, there’s no ‘right’ path to success. Family situations, new opportunities, market changes and personal capacity all shape the future of a business and no one can predict when these factors will come into play. A common theme of these stories is entrepreneurs holding themselves responsible for not knowing. “If I had only known!”
In most cases, there are forces affecting their business that owners have absolutely no control over. This makes it critical for entrepreneurs to make proactive decisions about things that they can control. When we talk to people who are selling their businesses, they have loads of advice that they would give to younger business owners.
There’s nothing worse than waiting for the last minute to do something and then knowing you either missed the boat or got on the boat with the leak. Well, it’s often similar with entrepreneurs when they decide to sell their business. They either wait until a life event like illness or death forces them to make a decision, or fail to prepare far enough in advance of their desired departure from the company.
To help your entrepreneurial clients understand where they are on the road to selling their business, we’ve developed a checklist of sure signs that it’s time to start the process. Ideally, companies should be asking themselves the right questions as far out as 5 years from their hopeful date of sale. Start early, be prepared, and get ready for smooth sailing.Read More
The market for selling your business isn't the same one your business operates in.
By Travis Kellett
The news we hear every day is grim. Sales are down. The real estate market is cooling. Large
companies are laying off workers. Governments are working on deficit budgets. Things are
Ready to sell? Be prepared to answer some important questions.
Selling a company means being prepared to answer tough questions from potential buyers. It's important to be confident, be prepared, and have all of your company's relevant information available to disclose. Assume that the truth would be uncovered during due diligence, and offer it freely. This will build trust and contribute to a speedier transaction.
Four Tips to Profit from the Sale of Your Business
by Bryan Popowich
As part of my business I've helped hundreds of entrepreneurs buy or sell businesses. If you're thinking of selling your business, there are a lot of things to be considered, planned for and implemented - months and even years prior to your intended target sale date.
1. Surround yourself with good advisors. I always remind entrepreneurs to surround themselves to do this, and to ensure everyone is looking out for your best interest. Make sure these advisors communicate with each other - this is key to ensuring that any transaction you complete will be smooth and efficient. There are costs to having advisors assist with your sale, but compared to the costs if things are not done properly, it's a very worthwhile investment.Read More
Putting off starting the process for selling your business?
Much like other things that are " unknown" we tend to put them on the back-burner because we're not sure how much effort, time and preparation will be necessary. Business owners are busy people.
it's a very manageable process when you look at it from a step-by-step perspective. Enlisting good help along the way can make it even easier.Read More
Just like the Febreze ad that asks if you’ve gone “Nose Blind” to the smells in your car or home, when you’re preparing to sell your business, you need to take a step back and have an objective look at the company from an outsider’s perspective.
It’s important to start the “house cleaning” well in advance of the actual sale of your business. Some of the things that should be done can take a long time to correct so if you want to get the most from the sale of your business, it’s best to start early.
Here are the top things to do this year if you hope to start the process of selling your business in the next 2 to 5 years.Read More
Businesses with a long tenure in the marketplace commonly have surplus inventory over and above what is required to run the business. This can be especially true for distributors or retailers whose inventory is their number one asset. Surplus inventory really only becomes a problem when a business owner wants to sell the business.Read More