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About Jonathan Brabrand
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Blog postImage Credit: Phillip Goldsberry I am the world’s biggest fan of business owners.
The thing I love most about my chosen profession of investment banking is that I can work closely with amazing and inspirational entrepreneurs, business leaders, and executives from a variety of industries and regions of our country and help them achieve their exit goals. For most of my clients, the sale of their company is a life-changing financial event for themselves and their families. They have -
Blog postImage Credit: Bernd Klutsch One challenge sellers face in the final closing phase of the transaction is the onset of deal fatigue, exhaustion that often turns into hopelessness that the deal will never close, that the process will stretch on endlessly. The danger of deal fatigue is real, often driven by an over-complicated deal structure, as the Browns learned firsthand in this narrative from Chapter 11.
Over the past twenty-five years, Bill and Suzie Brown had worked hard to -
Blog postImage Credit: Edgar Chaparro Colette Anderson is the former CEO and managing partner of NT Brands, the parent company of a portfolio of premium consumer brands in several active lifestyle categories. One of the biggest successes of her twenty-year career at NT Brands was the lucrative sale of one of the company’s fastest-growing divisions, McIntire Industries.
In this excerpt from Chapter 5, we see how the lack of negotiating leverage from Colette’s not using an M&A advis -
Blog postImage Credit: Kaleidico Buyers seek to acquire companies at an inflection point, where their capital and partnership can make an exponential difference to the future of the business. Your ability to show potential buyers how you created strategic plans and executed upon them in the past will give them the confidence to believe in your current strategic plan and in how they and their capital can help support it going forward. In addition to being a great tool to manage your business outside of
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Blog postImage Credit: Mackenzie Marco Ask any business owner what the primary goal of a sale process is, and chances are their top answer will be to maximize purchase price. And that’s understandable; a big payday is clearly one of the top reasons owners sell their business. But price is not the only factor you should consider when evaluating exit alternatives. In fact, I have seen several transactions where top dollar did not win the day. Savvy sellers recognize there is more to maximize in an exit
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Blog postImage Credit: Sebastian Herrmann There are many reasons M&A deals fail to close. Macro factors, like changes in tax laws, an economic slowdown, or an unexpected rise in interest rates, can cause a transaction to fall apart. Likewise, a sharp decline in the buyer’s stock price, a change in strategic direction from their Board of Directors, a shortfall in their bank financing, or some other shift in the buyer’s world may lead to them walk away from a deal.
In my over twenty year -
Blog postImage Credit: Bill Oxford It is critically important for business owners to fully understand the various options available to them, both in terms of buyer categories and specific companies within each. Depending on the seller’s desired outcome, their options may include domestic and international strategic (corporate) buyers, private equity, and other types of financial buyers, or both. It also may include groups that will take a minority stake in your business, in addition to those grou
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Blog postImage Credit: Sharon McCutcheon First-time sellers are often surprised by the amount of work that needs to be completed at the beginning of an M&A process. Having labored over the decision to sell their business for months or even years, once the decision is made, they expect buyers to be contacted and the process to begin in earnest. They think that the hard part is deciding to sell. Once they’ve decided, they think they’re ready to roll.
It’s not just them. Even private equi -
Blog postImage Credit: Hans-Peter Gauster Positioning is one of the most powerful and yet most underutilized tools that business owners have at their disposal when selling their company.
Positioning is your opportunity to set the stage for buyers, to paint the picture of why your business is special and what compelling growth opportunities exist for it going forward. Resist the urge to define your business and industry too narrowly, thus missing the opportunity to create incremental value. -
Blog postImage Credit: Cytonn Photography One of the most important factors that I’ve seen in over twenty years of M&A that drives a successful exit is the depth and quality of the management team. While this certainly includes the owners if they are actively involved in the business, what matters most is the team that reports to them. And more than just how good they are, the real question is:
If the owners stopped showing up for work, who could keep the business moving forward?
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