In Selling Your Business with Confidence: A Practical Playbook for Mid-Market Owners, veteran M&A advisor David McCombie delivers an insider's guide to navigating the mergers and acquisitions (M&A) sales process. In plain English, this book covers every essential topic for owners considering the sale of their business. Readers will fully understand the process, the range of options available, and their implications.
In the book, you'll learn to navigate every step of the exciting - yet stressful - business sale journey, such as: - The overall timeline, mechanics, and typical strategies of a deal - Understanding different types of buyers and what they prioritize - Tactics you can implement immediately to make your company more valuable - Strategies for emotionally and psychologically preparing yourself for the transaction
An essential roadmap to the complicated world of mid-market M&A transactions, Selling Your Business with Confidence is a must-have resource for business owners and the ecosystem of professionals who serve them.
Table of Contents
Introduction 1
Chapter 1 The Art and Science of Selling a Company 5
Chapter 2 What’s My Business Worth? 13
Chapter 3 What Are We Multiplying By? 21
Chapter 4 Picking the Right Time to Sell 31
Chapter 5 No Learning on the Job 41
Chapter 6 M&A Is a Team Sport 57
Chapter 7 Who’s Going to Buy My Business? 63
Chapter 8 The Siren Call of the Unsolicited Offer 73
Chapter 9 What Does a Buyer Want? 79
Chapter 10 Choosing the Right Transaction Type 89
Chapter 11 Bad News 95
Chapter 12 Reverse Engineering Your Business 101
Chapter 13 The Art of Selling 109
Chapter 14 Negotiating Strategy 115
Chapter 15 Overcoming Inertia 127
Chapter 16 Documents and Deal Process 135
Chapter 17 Tailoring the Process 143
Chapter 18 Keeping the Secret 153
Chapter 19 It’s a Process 161
Chapter 20 Seeing Where You Stand 169
Chapter 21 Purchase Price and Terms 177
Chapter 22 Negotiating and Signing the Letter of Intent 189
Chapter 23 Playing Defense 203
Chapter 24 Legal Documentation and Critical Elements 213
Chapter 25 Closing Craziness 221
Chapter 26 Managing Your Emotions and Psychology 225
Postscript 235
Acknowledgments 237
About the Author 239
Glossary 241
Bibliography 245
Index 247
