The Hardest Question: When and How to Tell My Employees?

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You have owned your business for 30 or 40 years and you’ve finally decided that you are going to sell it with a plan to retire. So often, the thing business owners who are in this position dread most is…

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New Year’s Resolutions

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Eighty eight percent of New Year’s resolutions fail. Eighty eight percent! That might be OK for some people, but it shouldn’t be OK for you – particularly when these resolutions have to do with the eventual sale of your business….

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4 Points to Remember for that Fateful First Buyer Visit

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You finally made your decision. After all these years, you’re going to sell your company. You agonized; you changed your mind a million times; you consulted with your family; you sought the advice of your lawyer and accountant; and you…

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Know the Differences Among Buyers

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A critical part of the deal making process is creating a Buyer List to whom an anonymous teaser document will be sent to gauge initial interest.  This list often will number into the hundreds and there are several good data…

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Choose Your Buyer Wisely

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When you do a deal well, then three quarters of the way into the process you have multiple offers on the table, you have mentioned an asking price to no one, none of the interested parties have yet done due…

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Musings at the End of a Good Year

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This was a good year. Not only was my business good but the satisfaction I received from doing it was rewarding as well. I learned some new things and reinforced older concepts that proved still to be sound. RGA had…

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Glickman’s Ten Commandments on the Selling of a Privately Owned Company

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I. NEVER EVER MENTION AN ASKING PRICE If you do mention an asking price, you set a value you will never exceed. Your company is worth different amounts to different buyers – depending on what they bring to the table,…

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In Praise of CFO’s

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I have been in and out of many companies in my day, big and small but mainly small. The ones that stand out are those with good sets of books. What do I mean by “good”? I mean ones that…

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Thank You, Coach Wooden

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The late John Wooden, iconic coach of the UCLA basketball team, said it best. “Failing to prepare is  preparing to fail.” He said that supposedly to motivate his players to win more basketball games but as with so many things he said…

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From LOI to Close – What Could Possibly Go Wrong?

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You reached the very difficult decision to sell your business. It took a while but you formed your deal team to help you through the process. It took somewhere around a year of ups and downs, joys and disappointments, many…

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