- Posted January 11, 2014 by
This iReport is part of an assignment:
Sun Mergers and Acquisitions: Business Sale Process
Management of the Business Sale Process
We manage the business sale process from inception to completion. Key areas in which we add significant value are described throughout the phases below.
Sun Merger & Acquisition, LLC has proactive methods to ensure a confidential business sale. Our partners and employees will not disclose a client’s identity or other confidential information without our client’s approval. Each descriptive brochure and marketing document only references a client number, in lieu of name or location, and receives full client approval before dissemination. Confidentiality and Non-Disclosure Agreements are signed by all potential acquirers. Precautions are taken to protect confidentiality in a way that would not be possible without our professional involvement.
Defining Options and Exit Strategies
A wide array of options are available when structuring a confidential business sale. Sun M&A works with the client to understand selling requirements and strategic goals. This includes defining:
- Exit strategy alternatives
- The most appropriate types of acquirers
- Valuation expectations
- Timing of sale
- Likely tax consequences
- Owner’s desire for future involvement with the company
An outright sale of the company is not necessarily the best option. Other options include: retaining an equity stake in the business; selling to employees; identifying a working or investing partner; and other hybrids. We will help the client to understand the options and determine the most appropriate direction to pursue.
Valuing Your Company
Our philosophy is that fair market value is the minimum value that should be targeted in a sale. By identifying synergistic industry and financial buyers, we achieve a transaction that often exceeds the fair market value. Sun M&A analyzes a firm’s strengths, hard and intangible assets, financial performance and expansion opportunities. Utilizing proprietary databases enables us to analyze purchase price comparisons of completed business sales in your industry. Our constant market exposure provides us with a unique and current understanding of transaction values and deal structures in today’s marketplace. This provides the client with an understanding of the likely value expectation, in advance of beginning the selling process.
Proper interpretation and presentation of financial information is a crucial step in the selling process. Financial statements are typically prepared for tax purposes, not for business sale purposes, and do not accurately reflect the true profitability and potential earnings capability of a business. Acquirers must be able to “read between the lines” of the financial statements and tax returns to appreciate the total discretionary pre-tax income that would be available to them. Failure to properly present true “re-cast earnings” reduces the perceived value of a company. There are more than 60 potential recasting adjustments that must be considered. Sun M&A works with the client and its CPA to ensure that all applicable adjustments are identified and that the financial presentation is maximized.
Value Enhancement Strategies
We frequently work with owners to analyze and suggest value enhancing opportunities and initiatives. When implemented at the outset of the sale process, these strategies will enhance marketability and increase the value received from a transaction.