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Selling Your Business : Beat the Sharks at Their Own Game When You Cash Out Hardcover – April 1, 2001


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Editorial Reviews

Review

“...Keep your business off the ½ off lists- Learn the secrets from an expert. Every business owner must read this book.” -- John E. Mayer, CFP, BFA Family Wealth Planners, W. Bloomfield. MI

“If...sellers...had [read]...Goldfarb’s book before the negotiations began, many would have received a higher price for their companies...” -- Roger V. Stageberg, Attorney at Lommen, Nelson, Cole & Stageberg, P.A., Minneapolis, MN

“Steve Goldfarb’s book is an outstanding guide on how to sell a business—large or small!...” -- John V. Titsworth, Venture Capitalist and Executive V.P., Xerox Corp., Retired, Stuart, FL

From the Inside Flap

Over the years, I have observed many transactions in which business owners left millions of dollars on the table when they sold their companies. Why did they leave this money on the table? Because they didn’t possess the knowledge that would have enabled them to maximize the value of their businesses at the time of sale. This is why I decided to write this book. I want to share my knowledge and experience to provide you, the business owner, with some essential knowledge that will help you maximize value when you sell your company.

For simplicity, this knowledge has been organized into four parts. Parts I and II give you a set of rules that guide you through the pre-sale and sale process. Part III provides an explanation of the sale process, guidelines on how to select a merger and acquisition advisor, and an in-depth analysis and evaluation of the kinds of deal structures you will need to consider. Throughout the text, I have included scenarios of transactions in which I was involved as the merger and acquisition advisor. These true-life examples (with names and certain facts changed to protect the confidentiality of my clients) will give you additional insights into the strategies I have set forth.

How is my book different from the others you might find on this same topic? First, it was written specifically for the business owner and it contains critical information that has been proven to maximize the selling price of your business. Most other books on selling businesses are written by accountants or lawyers and, as you would expect, they typically focus on their authors’ areas of expertise. While they contain detailed narratives exploring complicated accounting and legal issues, none of this information will help you get a dollar more for your business.

Furthermore, these are the issues that lawyers and accountants are hired to deal with. As you will see clearly when you read this book, lawyers and accountants perform important functions that are critical to closing the sale. However, these activities have nothing to do with determining the selling price of your business. In fact, the price is completely determined before these advisors get involved in the sale process.

This book focuses on what you, the business owner, can do to prepare and market your business to insure top dollar at the time of sale. One more important point — throughout this book, I emphasize the value of retaining a professional Merger & Acquisition advisor to assist you with the sale of your business. Why? Because it is highly improbable that you will be able to sell your business for as high a price as would be obtainable by an experienced Merger & Acquisition advisor. After reading this book, you will see why the difference in selling price will more than offset the fee. Furthermore, your advisor will handle the transaction while you continue to do what you do best — and what is best for getting the most value at the time of sale — which is running your business.

By following the rules in this book, and by hiring a competent Merger & Acquisition professional, you can put millions more in your pocket when you cash out.


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