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How to Sell a Business

90%

Up to 90% of the business owner's net worth is tied up in the business

75%

For lack of planning approximately 75% of businesses never sell

66

There are 66 potential obstacles to the successful sale of a business.

Issue # How to Sell a Business Newsletter
1 Overview of How to Sell a Business
2 Amazingly Poor Business Sale Statistics
3 Amazingly Poor Business Exit Planning Statistics
4 Why You Need to Develop a Business Exit Plan - NOW
5 The No-Cost Method to START Business Exit Planning
6 How Small Businesses Are Valued Based on Seller's Discretionary Earnings (SDE)
7 SDE vs. EBITDA vs. Adjusted EBITDA Leads to Multiples Confusion
8 An Example of SDE vs. EBITDA vs. Adjusted EBITDA
9 A Seller's Discretionary Earnings (SDE) Worksheet
10 SDE and Business Valuation Variations amongst Sellers, Buyers and Lenders
11 The Importance of Setting a Realistic Offering Price
12 Benefits of Using a Business Broker
13 Choosing a Business Broker / Intermediary
14 The Top 10 Ways to Increase Your Business' Value
15 Can You Afford To Sell Your Business?
16 An Overview of the 15-Step Business Sale Process
17 Small Businesses vs. Middle Market Businesses
18 Nine Ways to Leave Your Business
19 Types of Buyers
20 About Individual Buyers
21 About Middle Market Buyers
22 Customers, Suppliers and Competitors as Buyer Prospects
23 66 Obstacles to a Successful Business Sale
24 Synopses of Numbers 1 - 11 of 66 Obstacles to a Successful Business Sale
25 Synopses of Numbers 12 - 22 of 66 Obstacles to a Successful Business Sale
26 Synopses of Numbers 23 - 33 of 66 Obstacles to a Successful Business Sale
27 Synopses of Numbers 34 - 44 of 66 Obstacles to a Successful Business Sale
28 Synopses of Numbers 45 - 55 of 66 Obstacles to a Successful Business Sale
29 Synopses of Numbers 56 - 66 of 66 Obstacles to a Successful Business Sale
30 How to Start Overcoming Obstacles to a Business Sale
31 Preparing to Sell Your Business - 8 Steps to Increase Value
32 Preparing to Sell Your Business - Planning Considerations
33 Preparing to Sell Your Business - Minimizing Buyers' Risk
34 Preparing to Sell Your Business - Improving Accounting Procedures
35 Preparing to Sell Your Business - Improving Profitability
36 Preparing to Sell Your Business - Systematize and Document Your Business Operations
37 Preparing to Sell Your Business - Identifying Assets
38 Preparing to Sell Your Business - Writing the Buyer's Business Plan
39 Preparing to Sell Your Business - Housekeeping
40 Preparing to Sell Your Business - Summary - A 50-Point Action Plan
41 35 Reasons Owners Sell Their Business
42 Questionnaire - Is it Time to Consider Selling Your Business?
43 The Right Time to Sell Your Business
44 It's Never too Early to Start Planning Your Business Exit
45 Rise Above the Excuses for not Planning Your Business Exit
46 The Overall Goals of Planning Your Business Exit
47 A 20-Step Business Exit Planning Process
48 Benefits of Business Exit Planning
49 Selecting Business Exit Planning Advisors
50 Consider Your Post-Exit Options
51 Retirement Satisfaction Statistics
52 Contingency Planning - Facing Your Own Mortality
53 Purposes of a Business Valuation
54 About Professional Business Valuations
55 Top 33 Obstacles to a Successful Business Sale
56 Business Owner's Failure to Plan For a Sale
57 Inadequate Seller's Discretionary Earnings (SDE)
58 Low or Inconsistent Gross Margins
59 Inadequate Marketing and Sales Efforts
60 Owners with Unrealistic Price Expectations
61 Business Acquisitions that Cannot be Financed
62 Owners Unwilling to Provide Partial Financing
63 Owners Who Cannot Afford to Sell
64 C-Corporation Tax Implications
65 Achieving a Partial C-Corporation Tax Benefit
66 Inadequate Recordkeeping / Accounting Systems / Financial Reports
67 Inadequate Second-Level Management
68 Customer Concentration Issues
69 Asset Value too High vs. Return on Investment
70 Real Estate Value too High vs. Return on Investment
71 Large Working Capital Requirements
72 Excessive Personal Expenses and Skimming Cash
73 Burned-Out Owner Ruins Business Value
74 Owners Who Try to Sell the Business Themselves
75 Owners Who are not Committed to a Sale
76 Choosing the Wrong Intermediary
77 10 Considerations for Choosing an Intermediary
78 Trust Issues from Inadequate Disclosures before Due Diligence
79 Inadequate Preparation for Due Diligence
80 Losing Focus - Business Decline during Sale Process
81 Lack of Flexibility in Negotiations
82 Seller's Lack of Emotional Control
83 Sellers Don't Understand Buyers' Motivations
84 Owners Don't Sell Business' Growth Potential
85 Difficulties Transferring the Facility Lease
86 Real Estate Transfer Issues
87 Bad Timing - Waiting too Long to Sell
88 Confidentiality Breach and Employee Suspicion
89 Lack of Required Approvals from Stakeholders
90 Unproductive Assets

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If an owner recognizes the need to plan for their business sale and executes a plan to identify and address the obstacles to a sale, the 3:1 odds against a successful business sale can be reversed to 3:1 in favor of a successful business sale.

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