Medium Sized

When is the Right Time to Sell Your Company?

Most business owners have a thought in back of their minds that they will at some point (hopefully), sell their business for lots of money. Who can blame them? After all, isn’t this part of the allure of getting into your own business?

While there are drastic differences between selling a business and a piece of property, there are certain common fundamentals with “market timing” being the most critical. The good news is that unlike real estate when there are cycles of seller and buyer markets, the supply/demand curve in business sales ALWAYS favors the seller. Let me explain: On the buy side, there are always tons of people looking to buy a business; most never do. On the sell side, most businesses listed for sale, never sell. However; there is ALWAYS a shortage of “good” businesses. In fact, when a “good” business hits the market, it can be under contract within days.

Now that you know you can always find a buyer for a good business, let’s get back to when it’s the best time to sell.

When Business Is Good…

Undoubtedly, the best to sell is when the business is at, or near its peak of revenue and profitability in its recent history with a few solid prior years of growth. This does not mean you think it’s at the top and will decline. The peak simply indicates that it is on an upward trend compared to prior years. Or, you feel that you have taken the business as far as you are capable of doing and someone else either with new, or different skills, can take it to the “next level”. Think of it this way: if the business were an athlete, when would be the best time to be eligible for free agency? Right after a “career year” right? The same holds true for a business. The best time to sell are when things are going well. You’ll get a higher price, better terms, and a quicker sale (on this note, you may be interested to learn that the average business takes 7-8 months to sell). Trying to sell a declining business is simply more challenging for everyone on the sell side.

While it would be ideal to sell when the business is on a high note, it is even better if the business has demonstrated several years of stable revenues/profits is also considered an excellent time to bring it to market. Keep in mind that one of the greatest unknowns to a buyer is whether the business will transition to them and continue as it was before. Having the ability to show them several prior years of stability will go a long way in soothing their worries.

What If The Business Is Not Doing Well?

There can be reasons beyond your control that force you to sell a business when things are not going well. In these cases, you need to do what you can to get the best deal possible. If getting out is the most important thing, then you’ll want to do the following:

* Address any immediate problems with the business. Without being reckless, decide what may be the one or two biggest issues/negatives that a prospective buyer may identify in the business. Then, do whatever you can do either repair it, or to lessen the severity of the problem.

* Write up a detailed and realistic business plan that you can present to prospective buyers that outlines exactly what you would do over the next one to three years if you were not “forced” to sell. By laying this out in a realistic and logical fashion, a buyer will be able to see that he can execute the plan. Above all, be realistic. This is not the time to be delusional. This plan may ultimately be your biggest sales tool.

* Be open to a deal that may involve a larger than usual seller note, or earnout/performance based term whereby you can get a higher price based upon the future, short-term performance of the business.

What Buyer’s Want and Need

The reason why people will buy existing businesses (often paying a premium) versus starting one from scratch is because there are some known factors that can mitigate their risk such as:

* Immediate cash flow
* Built in infrastructure
* Historical financial data
* Customer base
* No start up hiccups

Given this, business buyers will pay a premium for business where revenues and profits are trending up, or, at the very least, are stable. Most people do not have the experience to turn around a declining business, especially when they haven’t done so before. The typical small business buyer mentality is: “takeover on Monday, collect a paycheck on Friday” (a bit of an exaggeration, but not much). Plus, it is far easier to finance the purchase of a growing business than a declining one. This is certainly true when government loan programs are in place that may use the worst of the last 2-3 year’s of tax returns as a basis for the business to service the debt.

Warning: Leave Some Juice in the Fruit not Cash on the Table

It can be very tempting to keep hammering away at the business when things are going well. You’ve worked hard, the fruits of your labor are paying off, the systems are in place, and you have a solid comfort with what you do each day. These are all rational thoughts. Also, when a business has experienced some ups and downs, it seems almost crazy to consider selling when things are consistently good. Yes, it may seem hard, you make hay when the sun shines so be opportunistic and sell it when you think it is at, or near the high.

A buyer must be able to see that the business has a very viable future with them as the new owner. You need to have the business operating well, with a bright outlook. You may find yourself in a situation where new business is coming in or there are some lucrative contracts pending. It would be easy to convince yourself to postpone the sale and benefit from these revenues. However, these are precisely the situations that buyers want to see, and have in place when they take over. Although these could trigger an “earnout” or performance type deal, nevertheless, providing a bright future for a buyer is very enticing to getting a deal done; which is ultimately the entire objective of this exercise.

While there is always a market for good businesses, the amount of money and deal terms you could benefit from when the business is doing well, is staggering compared to selling a declining one. I like to compare it to the toy business that I was involved with about ten years ago. We sold licensed or themed merchandise. When the license was “hot”, my dog could have gone to the major retailers and walked out with orders, but when a license’s popularity dies, I couldn’t give the product away. It could have been easy to get caught with a warehouse full of inventory that could wipe out all the profits we generated when it was popular. So, my partner and I decided that once a license hit its peak (at least in our estimation) we would be “sold out”. No more inventory. Sure we missed out a bit of profit in one or two licenses but we never had to liquidate product and wipe out all the prior profits. In all, we made a lot of money.

The same holds true for a business. Sell when it’s doing well. Better yet, sell it when it is doing great. It is much easier to convince any buyer to pay a premium when the business is thriving versus trying to even find a buyer when the business is in decline. Moreover, with the number of buyers, and the shortages of good businesses, you may wind up having several interested parties “bidding” on your business since there’s always a shortage of good businesses on the market.

Copyright Midmex All Right Reserved

Mark Heitner, MD, MBA, the founder of MidMEx, is a psychiatrist, author and software developer. Many patients have been owners of mid-sized companies with a business for sale. MidMEx helps sellers by creating a supportive community of verified buyers and expert business appraisers, brokers and attorneys. Many resources are available to help owners sell the business.

Wealth Management: An Overview

Before even asking questions about what wealth managers do and where to find one, most people will want to know if wealth management is even relevant for their business. Below are common questions, and answers, about wealth managers.

DO YOU NEED ONE?
You don’t have to have to be a Rockefeller to secure the services of a wealth manager. Any business owner who is about to have a “liquidity event” should seriously consider retaining a wealth manager.

WHAT DO THEY DO?
Wealth management is a high-touch, high-service approach to managing all things financial. A wealth advisor works with a team of experts on banking and insurance, works with a client’s attorney on issues such as power of attorney and wills, manages the client’s investments. In an a la carte approach, what ends up happening is that the left hand doesn’t talk to the right hand. The concept of a wealth manager is to have one person manage the team. Wealth management can even include a ‘family office’ where the wealth manager takes care of all the client’s financial problems or situations, perhaps obtaining mortgages or loans for them and paying bills. So even though you probably work with a financial professional, you just might be short-changing yourself if you haven’t investigated working with a wealth manager.

WEALTH MANAGEMENT ISN’T JUST ABOUT RETIREMENT.
With the sale of your business, your focus shifts. The focus of wealth management is also shifting from the accumulation of assets to the distribution of assets. Things to consider are how to pass your assets on to the next generation. Do you want them to inherit all at once or over a period of time? If you have a child with special needs, how will you protect the assets of that child? Should you set up a charitable trust? Remember, you are not just protecting your assets for yourself and perhaps a spouse, but also for your children and even for future generations, or charities.

WHY YOU SHOULD STAERT LOOKING NOW
The biggest mistake is that families and business owners wait too long before they start the process. Once you already have a successful business or you’ve sold a business, many strategies that would have been available to you are no longer available, or they are not as effective. Say you have two children who are working in the business, for example, and you want to start giving them a quarter of the business in stock. Giving a quarter of the business when it is worth $2 million can be done without paying any gift tax, but giving them a quarter of the business when it is worth $10 million cannot be done without paying gift tax.

QUESTIONS TO ASK A WEALTH MANAGER
Services Do they offer comprehensive services? Is it all in-house? Do they have strategic partnerships with other folks? How do they work with the client’s accountant or the client’s attorney? What do they do about coordinating banking services? You should feel that the advisor could actually advise you personally on several of those different issues or have a team of experts available to do that. Also look at how the routine reports and information is presented, to make sure it fits your preferences. Competence You also want to look at an advisor’s designations–Certified Financial Planner, Chartered Financial Analyst, Certified Public Account–and the experience and skill sets of the others on the team. Fees There is no industry standard regarding compensation, regarding the amount charged as well as how fees are structured. Fees can be based as a percent of assets managed, by the hour, by the year, and so forth. As in most purchase decisions, price is usually not the primary determining factor.

Mark Heitner, MD, MBA, the founder of MidMEx, is a psychiatrist, author and software developer. Many patients have been owners of mid-sized companies with a business for sale. MidMEx helps sellers by creating a supportive community of verified buyers and expert business appraisers, brokers and attorneys. Many resources are available to help owners sell the business.

Do You Really Need Excel VBA Training?

Recently there has been a tremendous outcry in the Office community swirling around the rumour that Microsoft is removing Visual Basic for Applications from future versions of Office. Business managers are wondering if they should bother with Excel VBA training programs if the macro language is on its way out.

To paraphrase Mark Twain, the rumours of VBA’s death have been greatly exaggerated.

Office 2008 Ships Without VBA

The controversy began when the latest version of the software suite for the Macintosh, Office 2008, was released without VBA support.

The reasons for the change were rooted in the Macintosh itself. It has always been difficult to keep VBA compatible with the Macintosh processors. It would have required a great deal of effort to maintain support for something that is used by no other application than Office.

Instead, the Macintosh version of Office supports AppleScript for macro creation. The object models of the two languages are equivalent so it is a simple matter of changing syntax. However “simple” doesn’t mean “easy” and workbooks with large, complicated macros are going to be difficult to upgrade.

VBA Is Safe in Windows Office

Recently, The Register reported that Office 2009, the next Windows release of Office, would also not include VBA. This was an incorrect report and The Register has since retracted the statement, but not before creating an online firestorm.

The reasons for the removal of VBA from Mac Office are irrelevant to a Windows environment. Microsoft has stated definitively that VBA will be in Office 2009 and they have no plans to remove it from future versions.

Should VBA Be Deprecated?

There is good reason for Microsoft to consider abandoning VBA in favour of a more secure macro environment. VBA is one of the biggest security holes in the Office suite and Microsoft is working to protect Office from all vulnerabilities. However the balance between future needs and backward compatibility has always been a tough decision for software developers.

Although VBA may eventually be deprecated from the Windows Office environment, that doesn’t mean the macros well become obsolete. For example, Microsoft removed XLM macros in favour of VBA in 1995 and yet they still function even in Excel 2007.

If Microsoft introduces a new, more secure macro language in Office 2009, VBA will still be an available tool and that means there will always be a place for Excel VBA training in your organization.

Even if your business uses only Macs, VBA is still part of the picture. Most organizations don’t immediately upgrade so older versions of Office are in use well after they cease to be the leading edge. When you do upgrade to Office Mac 2008, you are going to need Excel VBA training to understand those obsolete macros so that you can rewrite them in AppleScript.

Author is a trainer with a Microsoft Office training company, the UK industry leader in its sector. For more information on Excel VBA Training, please visit
www.MicrosoftTraining.net

Ease The Business Banking Headache

Managing cash flow has always been a bit of a headache for small businesses when taking care of their business banking. Customers often leave payments until the last minute or even overdue and this means that forward planning with money management is near on impossible.

Many small businesses leave financial planning and tax matters until the last minute because of this which can cause problems and incur financial penalties for the 35% of companies that miss deadlines through this practice.

However, there are things that the small business owner can do to simplify his business banking and even make themselves that little bit richer.

Changes being phased in as part of the new banking code governing small and medium enterprises (SME’s) mean that once a business cheque is paid you, you can be sure it will be cleared within six days. This will enable financial planning to run a little more smoothly and company bosses can rest assured that that cheque will not bounce.

Many businesses, particularly small ones, organise their business banking by setting up their current account and putting all finances through this with no further consideration as to how it can work for them. With a significant amount of money in a SME current account, it would be better to pay it into a business deposit account.

With a minimum deposit of 50,000, pounds interest rates are much more attractive and your money will grow without you having to touch it. Banks offer a fixed rate of interest for a fixed term on a ‘Term of Time’ deposit. The longer you can afford to have your money tied up for, the better the interest rate.

If you are not keen on having your money completely inaccessible for any length of time, try incorporating a ‘Restricted Access Deposit Account’ in your business banking. This will offer a better interest rate than your average current account and will allow you a limited amount of withdrawals before incurring penalty charges.

When it comes to SME’s, it is reported that only four of the high street banks hold up to 90% of the business banking accounts. With complicated systems for switching between banks and very little incentive to do so, competition has been weak. In fact, only 8% of small businesses had moved their business banking account in the last three years.

On top of this, price controls were set in place by the Competition Commission after investigations into the SME banking market in 2003.

An Office of Fair Trading study has revealed that there really needs to be more competition in the business banking market to ensure customers are getting the best deal with the choice to shop around.

Price controls are now to be lifted with banks still under an obligation to advertise and inform their account holders of any price changes. The process of switching your business banking to a different bank has also been made easier and banks will now have to work harder to keep your custom.

So, with all these new measures in place, business banking should be simpler, more competitive and more profitable.

Expert banker Catherine Harvey looks at some of the answers to business banking difficulties. To find out more please visit http://www.lloydstsbbusiness.com/accounts/index.asp/

Effective Working Practices In Your Office Space

One of the best ways to be more effective in your work is to take control back, wherever possible. By working on your own area where you work, you can ensure that you feel better and much more in control. This can easily lead to a more confident and capable performance.

1) Closing the Door

Closing your door, if you have one, is a great effective working practice.

By ensuring that anyone who sees your door closed knows that you are in ‘do not disturb’ mode, there are no misunderstandings, except perhaps, the first couple of times you need to tell someone. And make it only a couple of times – no more.

You see that your people need to be trained and when you are changing your behaviors, there will always be a few teething troubles, so you have to be gentle and firm at the same time.

In fact this a very productive exercise in itself, because as you display new and much more effective working practices yourself, your people start to notice and, hey presto, start mimicking your change style. You don’t even need to make the point sometimes. It’s like magic!

2) Remove Distractions

It’s very easy to get clutter piled up on your desk or other places you might describe as your work area. Sometimes it’s worth taking the step to have a clearout before you start work.

By moving these ‘visual distractions’ out of sight, you will find it much easier to focus on a special task. It’s not a magic way of making things ‘disappear’. No, you still have to evolve a system to manage the pile of stuff you’ve hidden.

But you can declutter your brain for a short while to get something done and then get back to that pile at a different (better) time for you.

This activity (hiding stuff for a bit!), is a very freeing thing to do – give it a try – you will feel wonderful, for a while!

3) Position Your Computer

In reviewing visual distractions, it’s easy to have your computer monitor lined up in such a way as to interfere with your concentration, with other’s movements maybe catching your eye.

If that’s the case, position it such that there are less likely to be any interactions that cross into your viewing space. This will significantly add to your effective working practices.

Remember, you are not in control of a lot of things when you work for an organization – it’s just the way it is, working as an employee at whatever level you are at.

Making sure that you attend to what you do have control of, is a step to maintaining your own dignity, self-respect and control, as well as a very effective working practice in itself.

(c) 2007 “How To Land Your Dream Job”. You can have the job of your dreams. It takes application, attention and the information you need to get you there, young or old. There’s all you need at Martin Haworth’s website, http://www.HowToLandYourDreamJob.com