All businesses must change hands at some point. It could be from the founder to children, from the owner to employees, the results of divorce or death or the most common scenario; sold to a total stranger.

1. Confidentiality.
2. Honesty.
3. Ethically.

1. When selling your business, confidentiality is critical. In most cases you have spent years developing a qualified staff, proprietary products and services, a profitable customer base, supplier and financial relationships and competitive advantages that add value to your business. Improper disclosure of this information could delay or obstruct the transfer process and detract from value. We fully understand the need for confidentiality.

2. It is in the best interest of all parties that an honest opinion of salability is given by the Intermediary. We do not simply want to take your listing. If our experience tells us your goals are not within current market conditions; we will explain why and what is.

3. We, (as well as most buyers) work with good documentation such as tax returns and professionally prepared financial statements. Income that is not documented does not exist in the sale process. If you own a cash cow, consider what you've put into the cow and what comes out. This is the way buyers view this issue.


The best time to sell your business is when the outlook is positive within your own company, your industry and your region. Waiting until sales start to drop or products become obsolete or the economy from which you work is slowing will reduce your chances of selling and most likely the price you can get. Most buyers look at what youve done as something to build on and the focus is on the future.


The value of a business is the equilibrium of price, terms and structure and the marketplace usually determines these issues. Buyers will place the most emphasis on historical cash flow and the likelihood that it will continue. The first step is to determine what the business actually earns which often is significantly different than net income. We will help you identify true discretionary cash flow by recasting your financial statements from an accounting view to an economic view. For larger or more complex businesses, we sometimes recommend a Third Party Valuator which can add creditability to the asking price. The most important consideration you will have is seller financing. This tells buyers you have confidence in the business and greatly increases your chances of getting maximum value.


Getting to know your operations is critical to the marketing process. We will take the time to understand your business and professionally prepare a Profile and Memorandum to present to buyers who have agreed to confidentiality. As a member of the International Business Brokers Association (IBBA)we have access to buyers and investors on a national and international basis. Additionally, we are proud members of Brokers Network Group with over 400 offices nationwide so your business gets national exposure, not just a local listing where only local buyers are sought. Our offices interact daily to bring buyers and sellers together. Buyers who have an interest in your company are prescreened for financial and technical qualification before a showing is arranged. In some cases there are buyers who have asked us to locate businesses for them and consideration of your business can happen quickly. Once a reasonable degree of compatibility is established we arrange a meeting for both parties to view the business.


The most important thing a business owner can do during the marketing of a business is to keep running the business. Slowing down in anticipation of a sale can kill a deal. Keep the business clean and presentable. Make sure your Intermediary has up-to-date financial information at all times. Financial statements over 30-60 days old raise objections and concerns from the buyer. Notify us if significant staff, customer, product or operational changes occur. Get your accountant involved as soon as possible to advise you on the tax consequences of a sale.


Once an offer is obtained and accepted the buyer will expect an opportunity to review the books and records of the business. We will help facilitate this time consuming process allowing you to continue the focus on your business. In some cases the buyers financing entity will need information to finalize the transaction and we will be available for this process.


We will assist in coordinating the transfer of ownership encouraging the buyer and seller to consult both legal and financial professionals to advise them of the risks and responsibilities involved in the transaction.

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