M&A Talk: #1 Podcast on Selling a Business

Buyers trade money for value. Understanding this is key to a company getting better tomorrow. Pricing expert Mark Stiving talks about the easiest way to increase a company's value and looks at how pricing adjustments impact value, sales growth, and the perception of a business. He discusses developing strategies for an effective price increase, managing the timing, how a company can confidently ra...

Learn about the M&A growth of two start-ups in a new virtual business – mental health services online. William Masih discusses questions for sellers to ask themselves before considering an M&A transaction, raising capital, building relationships, and finding synergies with a potential partner business. He talks about making mental health therapy accessible, the mechanics of his acquisition, detail...

This edition of M&A Talk offers a refreshing perspective on what really matters in a business – the people. Austin King discusses topics that impact a seller and what his investment firm considers when making acquisitions in the industrial services sector. He discusses how cultural diligence can ensure people and culture will mesh, how to balance qualitative decisions with traditional quantitative...

Is it possible to time the sale of a middle-market company to optimize returns? How do current market conditions impact the timing and the company's value? Dan Shea offers expert advice on considerations sellers need to look at when planning the timing of selling their business. He discusses gauging the health of the market, the economic indicators owners need to consider, the art versus the scien...

Everything buyers and sellers need to know about negotiating a $25 million to $500+ million purchase agreement. Drew Polekoff discusses the elements of a purchase agreement for middle-market transactions, including how to lay the groundwork with the LOI, details on each section of the agreement, common mistakes that can cause issues with negotiations, the process of preparing and signing the purch...

Managing expectations and understanding what potential buyers look for is critical to selling a business successfully. Jason Hullender offers tips on how to get the sale of your business across the fifty-yard line and into the end zone. He discusses the top areas where buyers and sellers have unrealistic expectations, the importance of a company's valuation, understanding EBITDA, how customer conc...

The Corporate Transparency Act may require small businesses to report information about their ownership to the government. Bill Wiersema returns to  M&A Talk  to discuss the positive aspects of the CTA and the challenges it presents to small business owners. Designed to combat illicit activity and funding for terrorism operations, Bill discusses who is impacted, what information is gathered, the l...

Qualified small business stock (QSBS) is a provision in the U.S. tax code that can provide tax-free income to investors. This engaging conversation about the tax benefits of QSBS is geared toward buyers and sellers. Jessica Fairchild and Andrew Szymulanski discuss who benefits from QSBS, what the requirements are to qualify for this tax benefit, and ways to make the structure work for a small busi...

Building a successful business is hard. Taking it to the next level is even harder. Adam Coffey returns to M&A Talk with tips for entrepreneurs on scaling up and making success inevitable for middle-market companies. He discusses the issues that come with scaling a company, finding capital and using exit plans to fund growth, how to generate wealth for owners and employees, why a company's culture...

Talking about selling a middle-market company to a family office vs. a PE firm, James Carey has a detailed conversation on the differences between these buyers. He discusses the time frames each has for seeing a return on their capital investments, what a family office looks for when deciding to partner with an entrepreneur, why family offices tend to be hands-on in how they operate and interact w...

If you get an email out of the blue expressing interest in buying your company, does this mean you have a buyer before you even knew you wanted one? Not quite. Channing Hamlet discusses what information to have at your fingertips and how to avoid a potential bait-and-switch marketing ploy. He discusses handling different situations, the importance of doing market research on your own company, unde...

Hybrid capital, or revenue-based financing, might be the solution for a middle-market business owner seeking capital to grow while still maintaining control of their company's strategic direction. Neil Johnson explains how this model of revenue-based financing works. This detailed discussion covers who can benefit from this approach, how the interest rate flows, how lending multiples are calculate...

The subject of taxes may be dry, but when it comes to selling a business, taxes can't be avoided forever. Tax attorney Alex Denault discusses the differences between a CPA and a tax attorney, how an asset sale versus a stock sale impacts tax implications, successor liabilities and how they influence a transaction, the IRS ramifications of asset allocation, double taxation risks for C-Corps, when s...

Buying a business starts with finding the  right  business. Best-selling author and experienced acquirer Richard Parker covers the basics a buyer should know before looking at buying a business. He discusses how to arm yourself with the right knowledge and guidance to make educated decisions, the importance of identifying the right business for yourself – one that matches your strengths, how the l...

The role of independent sponsors as investors is growing in the M&A world. Bakari Akil is an acquisition entrepreneur, and he shares his inspiring story of learning the ins and outs of buying companies and provides tips on getting started. He defines independent sponsors and search funds, clarifies the differences between these acquisition models, and discusses the role of the investor. Bakari als...

The due diligence process is stressful and has high stakes for both sides of any acquisition. Jonathan Wilson returns to  M&A Talk  to highlight the importance of preparing for the due diligence stage and what to expect during this period of a business sale. He discusses the differences between how various types of buyers handle due diligence, gives an overview of what documents are needed, what t...

A management buyout, or MBO, offers an attractive option for selling a middle-market company to the people who know it best – the management team. B.G. and Geordie Lemmon discuss how their family office views these businesses as partners and share insights on what can make an MBO successful. They discuss what the family office looks for in a company, how the finances work, how the management team...

Taxes – taxes – taxes. The best way to deal with them is to be prepared, and Bill Wiersema returns to  M&A Talk to do a short show with a big punch. He covers some of the little-known issues that come up around taxes when selling a middle-market business. He talks about the tax implications of stock deals vs. asset deals, double taxation, and tax differences between an S-Corp and a C-Corp. He expl...

Whether you realize it or not, buying or selling a business is an emotional rollercoaster. Drew Bisping talks about this emotional journey from both sides of the table as a buyer and seller. He discusses the role that emotions play in the sales process and what you can do about it, the importance of using the right advisors, the very real impact that comes from deal fatigue, and why it is critical...

Negotiating a clear letter of intent keeps a seller's position strong throughout the sale process. Bill Snow returns to discuss the top four mistakes sellers make with the LOI and his tips on avoiding these issues. He highlights the importance of planning for taxes and understanding the tax implications of a sale from the outset, how valuations vary and what can impact them, setting up a data room...

In a return discussion of family offices, Alejandro Levy takes a deeper dive into the nuances of the family office and how they structure their investment strategies. Since family offices are major buyers of middle market companies, it's important sellers understand what they look for in an investment and who the decision makers are within a family office. The discussion includes direct investment...

Returning to M&A Talk, financial expert Bill Wiersema shares his thoughts on the current economic situation and the impact of the pandemic on middle market valuations. Will the pandemic continue to impact valuations? Bill's answer is, "It depends." He shares his insights into the impact of higher interest rates, inflated unit margins, the consequences of supply chain difficulties, gauging a compan...

This comprehensive show on acquisition financing looks at what buyers and sellers need to know from the beginning. Stephen Speer shares his experience as a finance intermediary to discuss the questions lenders ask, what they look for before making an investment in a company, working with PE firms, family offices, SBA loans, and other capital providers; valuations; EBITDA multiples; how equity is u...

This international edition of  M&A Talk focuses on search funds and highlights multiple ways to fund an acquisition. Carl Lundberg offers an in-depth discussion of search funds, how money is raised for entrepreneurs, and differences in the M&A world between the UK and the US. He discusses investment funding in the UK, what buyers typically look for in a company, differences between a search fund,...

When selling your company, knowing what a buyer looks for is invaluable. Malcolm Peace owns an investment firm focused on buying and growing middle-market businesses. He talks about why he focuses on blue-collar businesses in Texas and taking them to the next level of growth. Malcolm discusses what a buyer looks for when evaluating a company, how technology can be used to help some owners step awa...