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Selling Your Business – Building the Sales Offer

Posted by Richard Ludlow

Tue, Nov 30, 2010 @11:41 AM

While certain tangible elements like financial analysis, return on investment, market conditions, industry trends, etc. are important to any buyer, often times, intangible elements separate your business from the rest. Many times this comes down to nothing more than sales savvy when positioning your business for sale… a trait you undoubtedly gained by being a business owner.

What is “your story”?

Think back to when you began your business. Why did you get in? What are the obstacles that you had to overcome? How did your success position you for the future? What are your relations with employees, vendors, suppliers? Understanding where you came from and how your decision and endurance contributed to your success speaks to the culture of your organization…an aspect important to any purchaser.

What is the potential?

“Your story” supported by tangible components goes a long way in selling your business. The next component lies in the potential for growth. Many buyers are interested in understanding how the purchase of your business will contribute to their interest and provide opportunity for growth. If resources were unlimited, what could you do to reach the next level of success? While we all understand that rarely do we have unlimited resources, this is a good hypothetical question to ask when building your sales position to a seller. Perhaps adding a sales manager or e-commerce is something that can catapult your business but could not be supported at this time. Don’t forget, that the purchaser o your business is entering with the same excitement, hope and desire that you did when you entered.

Whether using a business broker or not, formulating “your story” and sharing your vision for future potential can make the difference in attracting qualified buyers to your business.

 

By Keith Dyer, Partner

Topics: Selling your business, selling business action plan

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Do you own your own business?

The US economy is driven by entrepreneurs - small and mid-market businesses, more than 20 million of them, many of them privately-owned. It is often difficult for owners to convert all of their hard work and ingenuity into an equity event. It is a complex and time-consuming process. Stony Hill Business Brokers has the experience and expertise to assist with selling a private business successfully.

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Is it time for a change?

All of the partners at Stony Hill Business Brokers have been entrepreneurs in private businesses and have had experience managing and selling their businesses. We understand the grind of running your own show and the uncertainty of getting the most value for the business.

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Are you looking for guidance?

We have particular experience with the small business market in eastern Pennsylvania, New Jersey and Delaware. We can provide advice on preparing a business for sale, even years in advance. We can help buyers find the right business for their circumstances. And we advise both sellers and buyers throughout the process to assure a quick, smooth transfer of ownership.
Do you own your own business?

The US economy is driven by entrepreneurs - small and mid-market businesses, more than 20 million of them, many of them privately owned. It is often difficult for owners to convert all their hard work and ingenuity into an equity event. It is a complex and time-consuming process. We understand the grind of running your own show and the uncertainty of getting the most value for the business. Stony Hill Advisors has the experience and expertise to assist with selling a private business successfully.
Are you looking for guidance?

We have experience in the small and mid-market business market with companies having revenues from $1M to $50M . We can provide advice on preparing a business for sale, even years in advance. We can help buyers find the right business for their circumstances. And we advise both sellers and buyers throughout the process to assure a quick, smooth transfer of ownership. In some instances, the parties to a transaction locate each other through informal industry or personal channels. These transactions include sales to unrelated third party acquirers, as well as management, family and partner buyouts. Stony Hill Advisors is frequently engaged to structure these transactions and navigate the many issues requiring attention from the initial stages to the consummation of the transaction. Often Stony Hill Advisors is engaged to provide Exit Value Planning to prepare a business for highest value when it is time to transition.

 
Are you interested in buying a business?

Stony Hill Advisors assists companies, entrepreneurs and corporate executives develop and execute customized acquisition strategies designed to result in successful acquisitions. We will find a unique business that is not necessarily “on the market”, resulting in a cost-effective acquisition.

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