Most potential buyers would be averse to purchasing a business if the owner’s shoes are too big to fill or if the owner’s hand would be too difficult to unravel from the operation. When preparing to sell or build value in a business, the owner should not be so involved in the business that it would […]

An articulated, working marketing plan is a sign of an organized business and provides a roadmap for a new owner to follow. A marketing plan that is tailored to reach a defined target audience instills confidence that growth can be achieved in an effective, predictable manner under new ownership. In other words, by increasing the […]

A decline in the number of small businesses means an increase in unemployment and an uncertain economic outlook for the next generation. Everyone loses when small business fails. When a business is sold, the former owner pays Uncle Sam a capital gains tax based on the profit gained in the sale. Unless Congress acts to […]

Selling a business is usually a very intimidating and time-consuming process. There may be legal, tax, accounting, and regulatory issues to address. Business brokers and agents deal with these issues and negotiate business deals on a daily basis. They are professionals with a fiduciary duty to you, and they are authorized to act on your […]

Takeaway: Building barriers to entry is critical to increasing business value. Understand how to widen the business moat so that you can keep competitors at bay. Circumstances that give a business an advantage over its competitors, strengthen its strategic position, or can be leveraged for future gain boosts business value. Why? Because it increases the […]

Takeaway: Understand the importance of documented systems that allow owners to remove themselves from the business. A business valuation is not about what a company is worth in the current owner’s hands, it’s about the company’s transferable value. It’s about the probability that the business will sustain its profitability and continue to grow with a […]

Business branding has become an art and it all starts with a vision! A little moxie can go a long way if your business is in a competitive market. A unique brand identity that distinguishes your business from your competitors is the route to success for all companies. The better the brand position you have […]

Most business owners, have thought about selling their business a time or two. They’ve imagined, dreamed, and wondered what it would be like to be free of all the trappings, headaches, and burdens of running their company. They probably also wonder how cumbersome the sale process might be and what it entails. While we can’t tell […]

When selling your business, it is important to know that your customer base has a major impact on its value in the marketplace. A diverse customer base means your revenue comes from a number of clients or customers, not just two or three, and preferably comes from multiple sources other than your primary service. Simply put, […]

Takeaway: Recurring revenue is the holy grail for business owners looking to have a valuable and sellable company. Learn how to secure stable and predictable cash flow in your business. Recurring revenue is the holy grail for business owners looking to have a valuable and sellable company. A customer base with a subset of recurring revenue […]

Over the past 38 years our firm has been involved in many discussions with business owners considering the sale of their businesses. There are a few particular myths that have repeatedly surfaced during these discussions. Since a typical small business owner will sell a business only once in his or her life, it is not […]

A business valuation is not about what a company is worth in the current owner’s hands, it’s about the company’s transferable value. It’s about the probability that the business will sustain its profitability and continue to grow with a new owner at the helm. Therefore, the factors that contribute to the company’s stability and consistency will be […]

Due Diligence is the final hurdle of the business sale process. It is the time when the buyer requests from the seller any documents and materials needed to verify that all representations made by the seller are accurate and occurs after a purchase contract is signed by both parties in the transaction. The contract is […]

Certified Business Brokers (CBB) completes the sale of four well-known sports bars and clubs in Houston’s after-hours party hubs within a short six-week period. With the rush of new bars opening in areas of Houston like Midtown, Kirby and the Heights, some bar and club goers have already forgotten about the Austin 6th-Street-like party that […]

While the first question a business owner asks is, “What kind of price can I expect in the marketplace if I sell my business,” the real question is not the price paid for the business, but how much will you take home. The Federal Tax Laws determine how much money you will actually be able to put in […]

Deals fall apart for many reasons – some reasonable, others unreasonable. For example: The seller doesn’t have all his financials up to date. The seller doesn’t have his legal/environmental/administrative affairs up to date. The buyer can’t come up with the necessary financing. The well known “surprise” surfaces causing the deal to fall apart. The list […]