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Usually the delay to selling a company is that the owner isn’t assured in the management team beneath him or her.  Succession designing and leadership development frequently take a back seat to more pressing matters of the day, and this will have tremendous negative impact on the business valuation and sale.  

Ralph Nader said he believes “that the function of leadership is to produce more leaders, not more followers.” This actually is true when operating a business, and it’s crucial when selling a business. A robust management team is among the most vital criteria for selling … Continue Reading

For a number of reasons—to achieve competitive advantage, achieve operational efficiencies, improve market position, diversify risk—you may attempt to sell a company to a different, larger, enterprise in a merger transaction. Although they are desirable consumers, a merger, especially with a larger company, could be a process completely different from simply transferring ownership of a business from one person to another.

A successful sale ends when the sale concludes and you are bought your business. However a successful sale and merger requires integrating your organization into another once you have sold it. And your role in the … Continue Reading

Your exit strategy when selling an organization will generate changes that will impact the whole organization. Take time to evaluate the impact of those changes for each employees and also the new owner.

As you prepare to move on, you must begin reducing your task load. Businesses have a tendency to be too reliant on the owner, and this is a time for you to develop your employees by having them take on more.

Shifting Task A from you to John Jones, for instance, can impact different people, processes, and systems. It might mean modifying how some of your direct … Continue Reading

As a business owner trying to sell a business, you may be concerned about what to try and do when it is sold.  What is the value of you when the business is gone?  Used to being a professional and in charge, you might be disoriented. 

If you are planning to remain engaged in the market – whether through a replacement business venture, a board placement or a philanthropic pursuit – how do you make certain you are valuable?  You actually don’t want to become an unfashionable advisor stuck in ‘the good old days’.  How are … Continue Reading

How can you make sure you are thinking smartly about your goals for selling your company? Are you being thorough enough, considering all the angles and stakeholders for this momentous transaction? What is it you have been working so hard all these years for? Is it just about the money? You know that is an easy answer, and it is not true. Getting the reasons right becomes the foundation for a successful sales process.

What do you see as the most important outcome for you, your business, your family, your employees, and other stakeholders? As we’ve … Continue Reading