Selling Your Business
Being Stingy With Your Equity
Republished with permission from Built to Sell Inc. It can be tempting to offer shares in your company to finance its growth. These days, there are plenty of investors chasing promising new companies and, in today’s tight labour market, employees are getting more brazen in their demands for equity-based compensation. However, using equity as a…
The One Number Owners Need to Stop Focusing On
Republished with permission from Built to Sell Inc. This article has been edited from its original version. The value of your business comes down to a single equation: what multiple of your profit is an acquirer willing to pay for your company? profit × multiple = value Most owners believe the best way to improve…
The Surprising Way Companies Like Netflix and Amazon Conduct Market Research
Republished with permission from Built to Sell Inc. This article has been edited from its original version. Companies like Netflix, UrthBox and Amazon are leveraging the subscription business model to discover what their customers want next. In a traditional business, customers buy your product or service once, and it is up to you to try…
Exiting Tips From One Of The Top 40 Under 40
Republished with permission from Built to Sell Inc. Wind Mobile founder Anthony Lacavera has started 12 businesses, six of which he has exited. His exits have ranged in value from the $6 million he got for one of his recent start-ups to $1.3 billion when he sold Wind Mobile. He did it by following two…
The Biggest Mistake Owners Make When Selling
Republished with permission from Built to Sell Inc. One of the biggest mistake owners make in selling their company is being lured into a proprietary deal. The Definition Of A Proprietary Deal Acquirers land a proprietary deal (or “prop deal”) when they convince owners to sell their businesses without creating a competitive marketplace. Acquirers running…
Which Is Better, a Financial Buyer or a Strategic Buyer?
Republished with permission from Built to Sell Inc. If you decide to sell your business to an outside acquirer, you’re going to have to decide between a financial and a strategic buyer—understanding the different motivations of these two buyers can be the key to getting a good price for your business. A financial buyer is…
The Build vs Buy Equation
Republished with permission from Built to Sell Inc. If you’re wondering what your business might be worth to an acquirer, there is a simple calculation you can use. Let’s call it “The Build vs. Buy Equation”. At some point, every acquirer does the math and calculates how much it would cost to re-create what you’ve…
Learning From Acquisitions That Fall Apart
Republished with permission from Built to Sell Inc. John McCann sold The Bolt Supply House to Lawson Products (NASDAQ: LAWS) at the end of 2017. McCann’s strategy involved learning from the acquirers who knocked on his door. He invited would-be buyers into The Bolt Supply House and listened to what they had to say. He…