RIPE: Harvesting the Value of Your Business

RIPE: Harvesting the Value of Your Business

by Deborah Douglas


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RIPE: Harvesting the Value of Your Business by Deborah Douglas

Right now, there are millions of entrepreneurs out there risking everything for the privilege of owning their own businesses. They pledge their homes and personal assets to get working capital. They work horrendous hours and deal with near-constant stress in order to nurture and grow their cherished projects. Why? Because they are dreaming of the day when all of these sacrifices pay off and they can finally reap the benefits by cashing in and selling off to a larger organization.RIPE: Harvesting the Value of Your Business is a book designed to help make that dream come true. RIPE helps entrepreneurs recognize the knock of opportunity when the time is right and it enables them to maximize that opportunity for a potential grand slam.RIPE is loaded with information demystifying the entire process. A smart entrepreneur understands that you only get one shot in this process, so you need to walk in armed with every piece of information available. RIPE provides the core concepts on which a sound business strategy must be based.

Product Details

ISBN-13: 9781590791936
Publisher: SelectBooks, Inc
Publication date: 01/31/2010
Pages: 224
Product dimensions: 6.20(w) x 9.00(h) x 1.00(d)

About the Author

Deborah Douglas is managing director of Douglas Group, one of the country's most successful middle-market investment banking firms. Douglas Group has successfully sold middle market companies for 17 years, achieving a phenomenal 95% success rate. Douglas has also served in leadership capacities for the Alzheimer's Association, the U.S. Senate Business Advisory Board and the Missouri Women's Forum.

Table of Contents

Preface v

Acknowledgments vii

Chapter 1 Coming To Ripe 1

Ripe 3

Own a Company-Not a Job 5

Benefit of the Niche 7

Building Second Tier 10

Safety & Compliance 12

Employee Solidity 15

Facility & Equipment Issues 17

Family Matters 20

Gathering Market Intelligence 22

Timing Your Move 26

Chapter 2 The Selling Process 31

Mechanics of the Sale 33

Hiring an Intermediary 35

Developing Information to Present to Buyers 40

Identifying & Investigating Buyers 45

First Approach to Buyers 47

Letter of Interest 49

Site Visits by Buyers 52

Letter of Intent-Outline of Terms 55

ESOP as the Buyer 59

Due Diligence 66

Definitive Purchase Agreement 69

Employment Agreement 73

Leaseback from Shareholders 76

Noncompete Agreement 78

Post-Sale Payments & Protections 80

Sharferrolder Buy/Sell Agreement 84

Closing Day 87

Chapter 3 Tricks of the Trade 89

Why Sellers Sell 91

Competition 94

Intermediary Shield 96

Silence is Golden l00

Buyers-360 Degrees 102

Honesty Pays 105

Think Big 107

Exclusivity 108

"Asking" Price 110

The Right Resources: Intermediaries 112

The Right Resources: Legal Counsel 114

The Right Resources: CPAs 116

The Right Resources: Internal 117

Golden Parachutes for Troubled Companies 119

Equity Fund Buyers 123

International Buy/Sell 126

Process Timing 129

Choosing the "Best" Buyer 132

Chapter 4 Negotiating Techniques 135

The Value of Rapport 137

Playing Hard to Get 139

Mirroring 140

Strategic Anger 142

Listening 145

Playback 147

Avoid the Tells 148

Meeting in the Middle 151

Good Cop/Bad Cop 153

The Bluff 154

Chapter 5 Conclusion 157

Appendices 161

I Glossary of Middle Market Merger & Acquisition Terms 163

II Sample Nondisclosure Agreement 170

III Seller Information Checklist 172

IV Buyer Sourcing Checklist 174

V Definitive Agreement Checklist 175

VI Sample Stock Purchase Agreement 177

VII Employment Agreement Checklist 197

VIII Shareholder Agreement Checklist 198

IX Value Enhancement Checklist 202

Index 205

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