The rise of the Boomer Buyer

Contrary to perceptions that the retirement of the Baby Boomers will exacerbate supply/demand imbalances in the market for buyers of privately-owned businesses, market trends in the United States are revealing a diamterically-opposed reality.  According to research...

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Is this the new normal?

Since the onset of what has been termed the Global Financial Crisis – in typical Western shorthand, the GFC - in late 2008, the market for business exits has undergone a radical transformation. Unable – or at best, unwilling – to forecast with any confidence, buyers...

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Why it might pay to become a buyer

I was introduced to a new client recently who had taken great pains to set his business up for a successful sale.  Growth was solid, management strong, systems up to date and contracts in place with top clients at good margin.  The financial profile suggested an...

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The 7 Deadly Sins of Business Sellers

I was reminded again recently by a now former client of how little most business owners know about and appreciate selling a privately-owned concern, how unrealistic their expectations are, and how loath they are to recalibrate their expectations based on market...

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Do you run a Business… or a Practice?

This may seem like an abstract question at first, however it is abundantly evident that the exit options available to a business differ significantly from those of a practice.  This is a particularly vital distinction in the business & professional services...

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Killing off cash flow constraints

Someone once told me: Revenue is vanity. Profit is sanity. Cash flow is reality. How often do we hear about small, growing businesses that were making great profits but were strangled by cash flow?  It is summed up well in the old saying: "they went broke making a...

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Why the majority of businesses never sell

Recent information shared by my US-based brethren suggests that only a minority of businesses they work with ever find a buyer.  The actual figures vary per advisor and are heavily influenced by their current economy, location, industries serviced and size of business...

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