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Selling Your Business: Negotiating Terms and Offers - Webinar

  • ID: 4394994
  • Webinar
  • October 2017
  • Region: Global
  • 90 Minutes
  • Lorman Business Center, Inc.
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Gain a better understanding of how to negotiate agreements and better position your business for a sale.

This topic is intended to help those who either own a business or advise business owners in the lower middle market those with gross revenue between 5MM and 50MM.

Businesses in the lowermiddlemarket are prime targets for competitors, private equity firms and other types of investors. These prospective buyers are actively searching for businesses with good cash flow andor those which present growth opportunities so they may improve their company or investment portfolio ROI. Many business owners find themselves unprepared as unsolicited offers of acquisition interrupt their otherwise normal business day.

The objective of the information is to help you learn how to get to a bonafide offer and subsequently to negotiate terms and conditions that wont keep everyone up at night. The topics will be broken down into three parts Getting to a Good Offer, Negotiating Terms and Conditions and Participant Q and A. Emphasis will be on the practical side of getting deals done and ways to overcome roadblocks along the way.

Learning Objectives
  • You will be able to identify how to handle the unsolicited offers you or your clients are receiving.
  • You will be able to discuss ground rules which should not be broken when a business is on the market.
  • You will be able to explain why the offer shouldn’t arrive in a six page document.
  • You will be able to describe how to negotiate specific terms and conditions unique to a business sale purchase agreement.
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Part 1 -- Getting to a Good Offer

Unsolicited Offers and What to Do About Them
  • Establishing the Ground Rules When Approached by Unsolicited Buyers
  • Non-Disclosure Agreements and Why They May Not Protect the Business Owner
  • What Should Be Shared and More Importantly What Should Never Be Shared Until an Offer Is Agreed Upon
  • When Is an Attorney Needed in the Process?
  • The Importance of Preparation - Especially When Your Business Is Not for Sale
  • Never Do These Four Things When an Unsolicited Offer to Buy Is Received
Ground Rules Which Should Not Be Broken When a Business Is on the Market
  • The Single Buyer Dilemma
  • Sharing the Truth
  • The Country Club Selling Price
  • It's Not About Getting to a Win
  • Staying the Course
The Offer Should Not Arrive in a Six Page Document
  • The Offer Framework Is the First Step in Getting a Good Deal Done
  • The Counter Offer Strategies and Timing
  • The Letter of Intent Is Vital and Its Importance Is Often Overlooked
  • How the LOI Sets the Tone of the Deal and Can Eliminate Many Surprises
  • How Company Culture Should Be Weaved Into the LOI
  • Terms and Conditions in the LOI You Don't Want to Skip
Part 2 -- Negotiating Terms and Conditions in Your Purchase Agreement
  • Selling Price Means Very Little in Many Deals
  • Most Deals Fall Apart for a Reason Neither Side Sees Coming - Beware
  • How to Find Common Ground With the Other Side
  • Understand the Buyer's Motivations and Use It When It's Most Useful
  • Specific Terms and Conditions Which May Prove Problematic
  • Non-Competes
  • Working Capital Targets (or Lack Thereof)
  • Earnouts
  • Key Employee Post-Closing Agreements
  • The Importance of Reps and Warranties - Especially for the Seller!
  • Why Due Diligence Requires Stamina
  • Who Should Negotiate an Earn out Agreement and Why
  • Which Professional Advisors Do You Call Upon When Selling Your Business?
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Holly Magister, CPA and Certified Financial Planner® - Enterprise Transitions
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This webinar is designed for business owners, CEOs, COOs, presidents and vice presidents, attorneys, directors, managers, accountants and marketing professionals.
Note: Product cover images may vary from those shown