This article was adapted from a Jan 2011 INC. Magazine article of the same title. Every business owner spends some time negotiating, whether it is with customers, suppliers, investors, or would-be employees. Most business owners are street smart and seem…

Most buyers are eager to “make their mark” once they’ve acquired a business.  But unless the business is losing money, or employees and customers alike despise the previous owner, it is generally a mistake for a new owner to make…

  The wisdom contained in this familiar old adage was brought into sharp focus again on one of my engagements.  After this particular business had been on the market for six months we were fortunate to have four separate offers…

  It’s been estimated that the owner of a typical small- to medium-sized business has up to 90% of their personal net worth tied to their business.   Their retirement plan is simple:  Sell the business for a whole lot of…

  On May 6th, NASAA (North American Security Administrators Association) adopted amendments to its Model Rule Exempting Certain Merger & Acquisition Brokers (“M&A Broker Rule”) From Registration by revising it to achieve uniformity with federal law.  Once officially adopted by…

Approximately ten years ago the mechanics of M&A changed forever.  What I’m speaking of is the advent of Reps & Warranty Insurance (RWI). This metamorphosis continues today as RWI is now readily available, and more importantly, affordable, for M&A transactions…

  Reprinted with permission from Crowell Morning, LLP On April 23, 2024, the Federal Trade Commission (“FTC” or “the Agency”) voted 3-2 along partisan lines in a special public meeting to adopt the “Non-Compete Clause Rule” (the “Final Rule”), which…

We get a significant amount of questions on businesses with large amounts of inventory.  More specifically, “how does inventory influence the value?”   There are a lot of opinions on the subject, and keep in mind “pricing” and “valuation” are different;…

Rob Slee, Author of Time Really Is Money I grew up in a family that owned and operated businesses. My dad was a serial entrepreneur, with all of the good and bad that such a title bestows. Behaving as a functioning…

If you lease the commercial real estate your business operates from, this might be a good time to re-negotiate a lower lease rate in exchange for a longer lease term.  Also, consider negotiating several short options to renew your lease…