Buyers know the subtleties of mergers and acquisitions-they get ample practice. For most sellers it is all new. This book will help you prepare for what could be the most important negotiations in your life. The author interviewed 57 business owners, who sold for between $2 million and $100+ million, and asked them what tips they would pass on to those about to do it for the first time. These interviews make up the first half of the book. The second half of the book reviews the steps in a sale, with chapters on Preparation, Presenting Information, Brokers, Leveraged Buyouts, Price, Negotiations, Lawyers, Due Diligence and Definitive Agreements. It explains how to collect business intelligence online, and how to react if the buyer lowers the price.
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Editorial Reviews
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"...essential reading for anyone contemplating putting their business up for sale." -Internet Bookwatch/Midwest Book Review, September 1997. -- Internet Bookwatch/Midwest Book Review September 1997
From the Back Cover
"Have at least two buyers. It takes their mind away from, 'Gee, are we sure we want this?' Instead they think, 'Gee, I hope the other guy doesn't get it.'" -Ron Marsilio, page 48. "...I was much too quick to accept what they offered..." -Sam Newington, page 89. "You have to walk away from negotiations once," -Richard McClellan, page 20. "You can say I want cash only, but you just cut your market down perhaps in half." -Robert Perfetto, page 79.
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11 of 12 people found the following review helpful:
3.0 out of 5 stars
Interesting but geared toward larger companies ($10M and up),
By A Customer
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This review is from: How to Sell Your Business - And Get What You Want!: A Pragmatic Guide With Revealing Tips from 57 Sellers (Hardcover)
If you are selling your business it is probably worth a few bucks to hear some words of wisdom from people who've been there. But I found it more applicable to large businesses, $10M and up, selling to corporations, etc. It is not really applicable to small businesses except in a general way.
13 of 15 people found the following review helpful:
5.0 out of 5 stars
If you might sell a business, read this book first!,
By A Customer
This review is from: How to Sell Your Business - And Get What You Want!: A Pragmatic Guide With Revealing Tips from 57 Sellers (Hardcover)
Colin Gabriel has created an extremely valuable book that--at less than $25 U.S.--is an absolute must-read for anyone contemplating the sale of a business. HOW TO SELL YOUR BUSINESS AND GET WHAT YOU WANT! is based on a series of interviews with 57 sellers of various businesses, followed by chapters that describe the critical steps in sequence, and a number of useful appendices, glossary, index, etc. I expected a dry and (given the number of sellers interviewed) perhaps redundant read: on the contrary, the talk is lively and varied, and I couldn't put this book down. Gabriel--a professional business broker--obviously knows his subject, but what amazed me most was how he got these sellers to open up and speak candidly about their experiences (not just the success stories, but what they'd do differently if they could do it over again). All but 4 of the 57 permitted him to identify them by name, which gives their advice and anecdotes a (reassuring) stamp of authenticity. The book is intelligently organized and accessible. I particularly appreciated Gabriel's direct, no-nonsense approach, and the concise descriptions of each of the businesses he has provided in the Table of Contents. If you are thinking of selling a business for the first time, get this book--if you wait and read it later (as I did), be prepared to have regrets!
8 of 10 people found the following review helpful:
5.0 out of 5 stars
Lots of good insight for sellers of mid to large businesses,
By A Customer
This review is from: How to Sell Your Business - And Get What You Want!: A Pragmatic Guide With Revealing Tips from 57 Sellers (Hardcover)
Good insight from actual sellers of businesses. Much of the info was repetitive, but this just reinforced certain aspects of the sale of a business that were universal. Nicely organized. Quotes from each seller were organized by chapter, based on nature of who business was sold to (public co, financial buyer, foreign investor, etc). Additional chapters discussed different aspects of the sale process (preparation, brokers, LBOs, price, negotiation, letters of intent, etc). Great starting point to begin research on how to sell a business
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
All but one of the interviews were conducted on the telephone and taped. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
public company with sales, mezzanine money, synergistic buyer, larger public company, financial buyers, strategic buyer, indemnification claims, leveraged buyout firm, definitive agreement, alternative buyer, pretax earnings, acquisition opportunities Key Phrases - Capitalized Phrases (CAPs): (learn more)
Offering Memorandum, Businesses Sold, Wall Street, John Doe, Ken Leventhal, Purchase Accounting, Merrill Lynch New!
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
All but one of the interviews were conducted on the telephone and taped. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
public company with sales, mezzanine money, synergistic buyer, larger public company, financial buyers, strategic buyer, indemnification claims, leveraged buyout firm, definitive agreement, alternative buyer, pretax earnings, acquisition opportunities Key Phrases - Capitalized Phrases (CAPs): (learn more)
Offering Memorandum, Businesses Sold, Wall Street, John Doe, Ken Leventhal, Purchase Accounting, Merrill Lynch New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
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