How to Value and Sell Your Business: The Essential Guide to Preparing, Valuing and Selling a Company for Maximum Profit

Overview

The value of a business is closely linked with the owner's ability to sell it. How to Value and Sell Your Small Business will demystify all the ways of valuing and selling a business, taking the reader step-by-step through assessing its present and future worth, identifying potential buyers, maximizing the selling price and managing the sales process. Having a sound exit strategy in place makes all the difference when an owner decides to sell, and it also ensures maximum profits from the sale. How to Value and ...

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Overview

The value of a business is closely linked with the owner's ability to sell it. How to Value and Sell Your Small Business will demystify all the ways of valuing and selling a business, taking the reader step-by-step through assessing its present and future worth, identifying potential buyers, maximizing the selling price and managing the sales process. Having a sound exit strategy in place makes all the difference when an owner decides to sell, and it also ensures maximum profits from the sale. How to Value and Sell Your Business helps owners put that strategy in place. It explores the various options available to business owners who want to sell, and it does so while avoiding unfamiliar technical jargon.

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Product Details

  • ISBN-13: 9780749451172
  • Publisher: Kogan Page, Ltd.
  • Publication date: 3/1/2008
  • Pages: 240
  • Product dimensions: 6.29 (w) x 9.52 (h) x 0.85 (d)

Meet the Author

Prior to managing his own business, Andrew Heslop was a consultant with PricewaterhouseCoopers and has worked in a number of leading UK and international organizations. He now splits his time between consulting assignments and writing on business topics for professional journals.

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Table of Contents

Contents

Acknowledgements

Introduction

Valuing and selling your business; Selling your business; Real-life case studies; Structure of this book

1. Who Will Buy Your Business?

Competitors; Suppliers; Customers; Employees; Franchise businesses; Private equity firms; Business angels

2. Valuing Your Business

Sell more, charge more, spend less; A little economic philosophy; Customer base; Predictability of workload; Costs under control; Management; Sustainable profits; Assets; Strategic fit; Externals; Barriers to entry; Valuation methods; Sector rules of thumb; How the big boys do it; Creating your own investment story

3. Developing an Exit Strategy

Set the parameters of success; The time to make a profit is… ; Targeting potential buyers; Planning ahead to maximize value; Managing your exit process; Different types of money; Tax planning

4. Professional Advisers

Accountants; Lawyers; Business brokers

5. Marketing Your Business

Public relations; Finding the buyer; The sale memorandum

6. Managing the Sale Process

Heads of terms; Preferred bidder; Be organized; The lawyer as project manager; Tax clearance; Other parties; Negotiation skills; Managing timescales; Communication; Keeping on track

7. Legal Documentation

Confidentiality agreement; Heads of terms; Due diligence; Share sale agreement; Other important documents; Document preparation

8. Advice for Specific Sectors

Factors that might affect the sale; Consultancy; Service businesses; Retail; Manufacturing

9. Golden Handcuffs: Surviving a 'lock-in’ period

Big decisions are now shared decisions; Never explain or justify; Small factors become annoying; The Human Rights Act; Ideas for a successful lock-in; Conclusion

10. What Next?

11. A Call to Action

Who will buy your business?; Valuing your business; Develop an exit strategy; Professional advisers; Marketing your business; Managing the sale process; Legal documentation; Surviving a lock-in period

Appendix A. Sample Documents

Appendix B. Sources of Help and Information

Index

 

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