Sell Your Business for the Max!

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Overview

In his New York Times and Wall Street Journal bestsellers Bag the Elephant! and Be the Elephant, Steve Kaplan showed business owners how to win the big customer and maintain growth. In Sell Your Business for the Max!, Kaplan covers another and even more necessary skill: selling the business for maximum payoff. The need for this book is enormous—according to a recent study by Mass Mutual Financial Group, 40 percent of CEOs of family businesses will consider retiring in the next few years. In a survey conducted by the author, 95 percent of owners said they think about selling their business at least once a week, and 94 percent said they have no one to turn to for advice. Now they have Steve Kaplan, who has owned 35
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Overview

In his New York Times and Wall Street Journal bestsellers Bag the Elephant! and Be the Elephant, Steve Kaplan showed business owners how to win the big customer and maintain growth. In Sell Your Business for the Max!, Kaplan covers another and even more necessary skill: selling the business for maximum payoff. The need for this book is enormous—according to a recent study by Mass Mutual Financial Group, 40 percent of CEOs of family businesses will consider retiring in the next few years. In a survey conducted by the author, 95 percent of owners said they think about selling their business at least once a week, and 94 percent said they have no one to turn to for advice. Now they have Steve Kaplan, who has owned 35 businesses and sold 30 of them.

Selling a business requires a completely different skill set than running a business. In addition, it's often entangled in highly emotional issues. Are you really ready to retire? Should you pass the business on to your children or sell outside the family? And how do you quantify the blood, sweat, and years of hard work you devoted to make your company thrive? In this step-by-step workbook, packed with indispensable advice and real-life examples, Kaplan breaks down the process into three easily navigable stages: preparing for the sale (including how to value your business); negotiating the sale; and, like follow-through in a golf swing, optimizing the outcome. In addition, he explains the Five Killer Mistakes to Avoid (here's one: Don't share the news too early!).

Included with the planner, and greatly enhancing it, is a suite of downloadable business-building tools, online templates, charts, and interactivecalculators—making this not just the book for every small and large business owner, but a complete practical kit.

Product Details

  • ISBN-13: 9780761147848
  • Publisher: Workman Publishing Company, Inc.
  • Publication date: 3/2/2009
  • Pages: 208
  • Sales rank: 619,621
  • Product dimensions: 9.00 (w) x 11.10 (h) x 0.80 (d)

Meet the Author

Steve Kaplan is a serial entrepreneur and author of the national bestsellers Bag the Elephant! and Be the Elephant. He currently spends his time helping businesses and sales professionals grow. He is a highly sought-after public speaker and business consultant who has appeared on a variety of national media. His website is stevekaplanlive.com.

Table of Contents

Preface
Introduction: On the Brink
Part I: Preparing for the Sale
1. Valuation
2. Select Your Team and Representative
3. Prepare Your Company
4. Identify Prospects

Part II: Negotiating the Deal
5. Ignite a Bidding War
6. Negotiate Effectively
7. Payout Structure and Currency
8. Do Due Diligence
9. Popping the Cork

Part III: Going for the Limit
10. Get the Premium Price
11. Communicate Effectively
12. Protect Your Employees and Yourself
13. Plan for Succession

Part IV: Five Killer Mistakes
14. The "Yak Yak" Factor
15. Invisibility
16. The "Yee Haw!" Factor
17. Deal Fatigue
18. The Sudden Stop
19. The Last Word

About the Author
Acknowledgements


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  • Posted September 21, 2009

    more from this reviewer

    Expert guide to selling any business

    To sell your company, you must understand business valuation. You must find a qualified buyer. You must present your enterprise in the best possible light. You and anyone who represents you must be good negotiators. Get any of these wrong, and you may not be able to sell your firm for what it is worth. In this well-informed book, Steve Kaplan shows you how to get the best price for the business you've invested so many years in building. He expertly explains how to spruce it up to entice potential buyers and how to present it in the most compelling fashion. He provides worksheets and checklists to use during the process. With more than 100 business-sales transactions under his belt, Kaplan has the expertise you need in this specialized field full of pitfalls. If you have a business to sell, getAbstract recommends reading his savvy book.

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