Sell-Side Services Provided by a Business Broker

Business owners seeking to sell their privately owned company will often retain a business intermediary based upon their expertise in the following areas:

Confidentiality:
Listing a business for sale in a quiet and discreet manner is critical as the consequences could be very negative if competitors, employees, and customers find out the owner is selling the company. In many cases a business intermediary can pre-screen a number of buyers without revealing the name and location of the business, something that would be nearly impossible for the owner to accomplish. Approaching the sale in a confidential manner will: prevent competitors from utilizing the data to influence customers or spread damaging rumors, avoid issues with key employees who might be nervous about the uncertainty a change in ownership might bring, and eliminate unwanted concerns by customers who feel their relationship might be in jeopardy. There is a delicate balance in providing the necessary information to the buyer to allow them to make a proper evaluation and protecting the sellers’ need for confidentiality. Experienced business brokers recognize the significance of the confidential nature of the business sale and generally will provide proprietary financial and business data in stages. Less information is provided upfront but will increase over time as the relationship with the buyer matures and it is confirmed that they are a serious and qualified candidate. It is important for the buyer to recognize that some highly confidential information, such as customer databases and contracts, will not be made available until after a binding DPA has been executed and the contingencies have been removed. sell my business Maryland

Valuing Your Business:
Credentialed business brokers are trained to establish a current fair market value of a business using the income, asset, and market approaches. Business brokers are skilled at evaluating and re-casting financial statements in addition to having a solid understanding of what key values buyers are seeking. These professionals have access to large business transaction databases that are used as guidelines or reference points to establish an estimated price range based upon industry, financial, and geographical data. Understanding the worth of one’s business and how that value is derived is extremely important. In some cases, there are minor changes that an owner can make that would dramatically increase the value of the business. Owners who are equipped with a business value report will be well positioned to identify those areas that will drive company value in the coming years, enabling them to fully maximize the business value and capture a higher sales price when it comes time to sell the enterprise. There are a variety of other situations where a business valuation will be important, including: obtaining additional financing, recapitalizing the business, creating buy/sell agreements, ensuring adequate insurance is in place, dissolving a marriage/partnership, and establishing an employee stock ownership plan (ESOP), to name a few. There are several different types of valuations available so it will be important to identify the purpose to ensure that the proper report is obtained.