The End-Goals of Management Visits HELLO WORLD

Steps to Selling your Business Part 27. Before we move on to the next step in selling your business, I want to take a moment to consider the end goals of Management Visits. The first is to thin out the pack of prospective buyers. After these meetings, the people you move forward with will be […]

Being Coachable HELLO WORLD

Steps to Selling your Business Part 26. There is one thing we require of our seller clients during the week of management visits: We ask them to be extremely coachable. It can be demanding (and possibly a little humbling), but I believe being coachable is a necessary component of creating the best outcome as you […]

How Not to Derail a Management Visit HELLO WORLD

Steps to Selling your Business Part 25. Sellers can, at times, inadvertently sabotage their own progress during a management visit. Our team is skilled at managing any problems that may arise and work diligently to ensure our clients are successful. Below I outline four common missteps and how Advisors at Stillwater manage these.  MISSTEP ONE: […]

Management Visits are Critical HELLO WORLD

Steps to Selling your Business Part 24. The management visit – the meeting between you and the shortlist of qualified buyers – is the highlight of the Market Outreach phase. A lot is riding on your success here. If you have done it properly, you should have confidence in every name on that shortlist of […]

Narrowing the Field pt.2 HELLO WORLD

Steps to Selling your Business Part 23. In my last post, I outlined our first step in cutting the extensive list of interested candidates down to a list of the highest-quality potential buyers through a request for a written Expression of Interest (EOI).  The EOI request quickly removes bargain hunters, value investors, and tire kickers from […]

Narrowing the Field pt.1 HELLO WORLD

Steps to Selling your Business Part 22. The Market Outreach Phase is an energizing time in the sale process. Lots of time has been spent researching and reaching out to a robust list of prospects. As I’ve discussed earlier, this is no small feat, so what needs to be done next might seem counterintuitive.  Here’s what […]

Removing Obstacles HELLO WORLD

Steps to Selling your Business Part 21. Removing any obstacles that stand between you and the sale of your company is a key job for your M&A Advisors. Dealing with obstacles is a systematic process for a skilled team: Identify an obstacle Deploy the best strategic response to properly position it Anticipate future obstacles Prepare […]

Bring Your “A” Game HELLO WORLD

Steps to Selling your Business Part 20. Getting the attention of prospective buyers isn’t easy. Once we have the ear of decision-makers, we have a small window of time to pique their interest.  We’re careful not to waste those moments; we have our “A” Game ready to deploy while that window is open. So, what […]

Trust is Everything HELLO WORLD

Steps to Selling your Business Part 19. Trust underpins the entire process of selling your business. Finding buyers that you can trust is our job as your Advisor; however, the buyer must trust both you and your Advisors as well.  On the subject of trust, we have two responsibilities:    1: We must communicate trustworthiness to our […]

Protecting Your Name HELLO WORLD

Steps to Selling your Business Part 18. We can’t say this too strongly – you never want word of your company’s sale to be public knowledge – this is a private affair. Public knowledge of the sale can wreak havoc on the health of your business, attract vultures, and even interfere with getting the price […]