Buyer Articles

Is Your Business Transaction Truly Complete?

When you’re at a point in your business transaction where a letter of intent is duly signed, you may start feeling a sigh of relief that the deal is nearing its conclusion. But it’s critical to remember that this is often when the due diligence phase begins. This process entails thorough financial and legal examinations, as well as a review of specific details about the business’s operations.

The due diligence process can be quite exhaustive and may unearth unexpected findings. To prepare sellers for this phase and inform buyers about what to scrutinize, let’s delve into the categories typically assessed during this stage.

Intellectual Property

Will assets such as trademarks, patents, and copyrights be transferred in the deal? It’s a question that has thrown a wrench in many deals. Since these intangible assets are often vital components of a business, they must not be overlooked.

Product Lines and Industry

The due diligence phase will likely involve a detailed analysis of product lines and their respective sales contributions. If the business in question is a manufacturing entity, every aspect of the manufacturing process will be examined. Buyers will seek information about the age and value of the equipment, supplier details, and more.

Financial Statements

It’s a given that financial statements will be rigorously scrutinized during due diligence. Current financials and projected sales should be meticulously reviewed. Assessment of financial health will also involve a careful look at balance sheets. Are there bad debts? Is there any work in progress? These and similar issues will be evaluated.

Customer Lists

As a seller, you should be ready to disclose lists of major customers. Buyers may also be interested in comparing your market share with that of your competitors.

Key Personnel

Information about key personnel and potential employee turnover data are of high interest to buyers. If you’re selling a business, it’s crucial to address any staffing issues that could impede the buyer’s ability to efficiently operate the business.

The ultimate aim of the due diligence process is to identify potential problems, including liabilities and contractual concerns. However, on the brighter side, due diligence also uncovers assets and advantages. The outcome should be a justified selling price for the business, leaving both parties contented. As mentioned earlier, it’s not uncommon for issues to surface during due diligence, so staying proactive and open to negotiations until the deal is officially closed is paramount.

Strategizing for Successful Deal Negotiation: Key Questions to Consider

Almost every transaction involving a business’s sale entails significant negotiations between the buyer and the seller. To help you prepare for this crucial stage, we delve into some pivotal questions to contemplate. Remember, the art of negotiation is one area where Business Brokers and M&A Advisors excel, leveraging their skills and expertise to optimize deal outcomes.

Can a Compromise Be Reached?

If the buyer and seller find it challenging to agree on a specific figure, one practical negotiating approach is to propose a compromise, splitting the difference. This tactic demonstrates flexibility and willingness from both sides, fostering an atmosphere of goodwill. It not only keeps the conversation going but also helps alleviate any existing tensions. As long as both parties remain engaged, there’s a chance that a deal can be struck. This method can often lead to continued dialogue and be beneficial for all involved.

Can There Be a Better Understanding Between Parties?

Successful negotiations often hinge on each party’s ability to empathize with and understand the other. Sometimes the numbers are not the focal point for buyers or sellers. They might be more interested in adjusting the terms to align with their overarching objectives. Keeping an open mind and striving to comprehend the other party’s ultimate goals can significantly contribute to the deal’s fruition.

Is it Time to Engage a Professional?

The adage, “Never negotiate your own deal,” rings particularly true in business transactions. One advantage of involving a brokerage professional in the process is their ability to maintain emotional detachment. As a third party, they can offer a neutral perspective, increasing their aptitude for understanding both sides. Sometimes, this fresh viewpoint can be the catalyst for breakthroughs. Furthermore, brokerage professionals understand the myriad intricate elements that must be harmoniously resolved before the deal’s completion. Armed with strategies and techniques derived from years of experience in deal-making, a Business Broker or M&A Advisor can be instrumental in achieving a successful deal.

Understanding the Current Labor Crisis: Key Insights

BizBuySell’s Insight Report, a treasure trove of crucial statistics and insights, provides a detailed look at the prevalent labor shortage and its associated hiring challenges that businesses face today. For a more comprehensive understanding of their most recent findings from the third quarter of 2021, as well as access to an archive of reports from 2013 onward, visit the BizBuySell website.

The ongoing pandemic has drastically “reshuffled the deck,” prompting many to reconsider their place in the corporate world. As we progress in 2021, businesses are on the road to recovery, yet the impact of the pandemic continues to influence their operations. According to the survey, 71% of business owners report facing heightened costs compared to pre-pandemic times. Most respondents indicated labor shortages as a significant obstacle, affecting both their hiring and employee retention capabilities.

As highlighted in the report, “Data from the U.S. Census Bureau reveals a 13.9% increase in retail spending in September compared to the previous year. Despite this, many businesses grapple with attracting and retaining employees. Almost half of the surveyed owners (49%) claim that the labor shortage is hampering their business, while Business Brokers perceive it as the paramount issue affecting small businesses.”

The fallout from the labor shortage extends beyond the visible problems. Given the public awareness of employers struggling to fill positions and raising pay scales to draw new employees, current staff are taking notice. With the realization that new hires are drawing higher salaries, existing employees are often demanding pay raises, leading to elevated operational costs for numerous businesses.

Interestingly, despite these challenges, business owners continue to sell for a variety of reasons. According to BizBuySell’s statistics, among the owners planning to sell, 20% attribute retirement as their chief reason for selling, while burnout is cited by 38% as the primary factor.

The data collated by BizBuySell reveals a 17% increase in transactions over the last quarter, although this figure is still 7% below pre-pandemic levels. However, projections suggest that the number of transactions in 2022 will surpass their pre-pandemic numbers.

For buyers and sellers alike, it’s essential to remember that the pandemic has irrevocably altered the business landscape, and its effects will persist in the foreseeable future. In essence, the business environment is in a constant state of evolution.

Navigating Business Acquisition without Collateral

One of the prevailing myths among aspiring entrepreneurs is the impossibility of buying a business without collateral. The belief stems from the well-known fact that most banks demand collateral as a security measure when offering loans. This hurdle can deter many prospective business owners who are keen to venture into entrepreneurship but lack the necessary collateral. However, it’s worth noting that while banks often prefer loans backed by collateral, there exist viable alternatives for those determined to own a business. This article aims to shine a light on a few routes that such individuals can pursue towards business ownership.

First and foremost, it’s crucial to draw a line between the absence of collateral and complete lack of funding. The size of the business you’re aiming to buy will invariably dictate the total capital you’ll need.

One of the first steps in the journey to buying a business without collateral is reaching out to the Small Business Administration (SBA). The SBA’s 7(a) loan program is designed to incentivize banks to provide loans to potential buyers. The program is a fantastic opportunity for individuals without collateral as it guarantees up to seventy-five percent of the loan amount. This guarantee implies that you, as the business owner, would only need to come up with twenty-five percent of the business’s total cost. Moreover, the SBA’s 7(a) loan program allows potential buyers to use funds from investors or gifts to meet their portion of the required funds. This beneficial SBA program could qualify you for a loan that doesn’t require collateral.

Another alternative is seller financing. This option is fairly common and can present itself in different forms. If you manage to find a motivated seller, perhaps someone looking to retire, seller financing could turn into a viable solution. You could potentially combine seller financing with the SBA’s 7(a) loan program, thereby creating a robust financial strategy. Under such circumstances, identifying the right business and the right seller is a critical aspect of the process.

In this journey, the guidance of a Business Broker or M&A Advisor can be invaluable. These professionals can provide access to comprehensive databases of businesses for sale and offer unique insights. A Business Broker or M&A Advisor may be aware of businesses that perfectly align with the needs of buyers who lack collateral.

In conclusion, prospective business owners should not be discouraged by the challenges presented by a lack of collateral. While it’s undeniably a hurdle, it’s not an unscalable wall. By partnering with an experienced brokerage professional, it’s entirely possible to chart a path towards owning a business, even in the absence of collateral.

Key Elements of a Partnership Agreement in Business

Every business thrives on a strong foundation of essential legal documents. One such cornerstone document is the partnership agreement, which holds significant sway over the future trajectory of your business.

It’s common for individuals to start businesses with close friends or family members. However, this personal relationship often leads to overlooking the creation of a partnership agreement. This is a grave error. As a business owner, your role is not only to steer your enterprise but also to safeguard, sustain, and nurture its growth.

A well-structured partnership agreement can substantially mitigate potential challenges that your business may confront in the future. Constructing a legal framework for your business operations is non-negotiable.

A robust partnership agreement delineates every crucial aspect of the partnership’s operation in meticulous detail. Essentially, your partnership agreement should serve as a legal navigational guide for the running of your business. Given the legally binding nature of this agreement, it’s crucial to collaborate with a lawyer to develop a contract tailor-made to suit your business needs.

A partnership agreement often turns out to be a more intricate document than most business owners might anticipate and for good reason. Owing to the broad spectrum of a partnership’s scope, this agreement can touch upon numerous points.

It’s vital to understand that partnership agreements are conceived to curb misunderstandings and establish a clear operational protocol for the business. Factors such as the distribution of money, the share percentage for each partner, and identification of partners entitled to a draw must be addressed.

However, the scope of a partnership agreement extends beyond simply dictating monetary distribution. It should also specify vital operational aspects such as the course of action in the event of a partner’s demise. For instance, who would shoulder managerial responsibilities? The agreement should address how business decisions are to be made and how conflicts should be resolved.

A comprehensive partnership agreement that anticipates potential hurdles stands as a protective shield for your business against future disruptions. Just as every successful venture operates by a set of rules, your business should be no different.