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It’s Not Over Until It’s Over

The final scheduled act in a transaction is usually the closing.  The closing may be virtual or in person, and includes the signing of all documents so that the transaction can be funded (a fancy way of saying people write and/or receive checks and wire transfers as directed by the signed documents).  And often the…

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A Story Makes A Difference

In her bestseller, Whoever Tells the Best Story Wins, Annette Simmons describes how stories are essential to communication in business leadership, marketing, and decision-making.  So it is in the marketplace of buying and selling healthcare businesses.  On more than one occasion I have seen a particular story about a seller’s business “baby” become influential in a…

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Trust Your “Funny Feeling”

Recently, I was contacted by a business owner interested in selling his company. In the process of a market valuation he was “surprised” that his company was not worth more than the range of values we cited, based on recent sales and his recent financial results. One of the main factors that impacted the market…

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Earnouts: Are They For You?

An “earnout” is a specific condition of a sales agreement that provides compensation to the seller based on the growth of future revenue and/or profit by the seller’s company. Like any post-transaction condition, earnouts should be carefully considered and they may make sense in the following scenarios: The seller has a rapidly growing company that will not…

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4 Ways To Expedite Your Business Sale

For the owner who wants to expedite a sale, there are several things you can do to accelerate the sales and marketing process for your benefit: Look at your pricing for the business as objectively and market-based as possible. If you have a target for your proceeds, use market intelligence to measure that relative to…

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How To Make An Offer: 4 Strategies

Many sellers and buyers struggle with making an offer to others. Whether the proposed purchase price, terms, the specifics of a non-compete, or other matters, it can be a challenge. Why? There can be a number of factors: Your personality style The motivation of the potential buyer or seller you are working with The financial/emotional…

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Simplicity And Honesty With Buyers Makes Sense

Many sellers try to guess what buyers are looking for in assessing the value of their company. Understandably, their guesstimating is heavily influenced by their own hopes and emotions, unless the seller is experienced in making such transactions. And even then it can be difficult. One strategy that sellers sometimes consider is deluging potential buyers…

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All Buyers Are Not The Same: 4 Differences + 2 Principles

When you prepare to sell a business your focus is typically on you – the net proceeds from your business sale, tax implications, the transaction process, and the next stage of your life. That’s natural and understandable at such an important time. Potential buyers are attuned to other concerns. All buyers are interested in reducing their risk…

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Who Are You Selling Your Business To? 9 Factors To Consider

When you are preparing to sell your healthcare business, there may be a number of potential buyers – strategic buyers, private equity firms, partners, employees, and even family members.  There are at least nine factors to consider in this process: Personal timing – if you have a very short time frame selling to a family…

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When “No” Means the “Next Opportunity”

In a typical, successful healthcare business transaction there are times when the deal can appear to be in trouble and even seem like it is falling apart.  This is most often the case when one party says, “No,” and seemingly ends the discussion. In our experience “No” is frequently a request to consider the “Next…

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