Protecting Your Name HELLO WORLD

Steps to Selling your Business Part 18. How do we reach out to the market without telling anyone it’s your company? What do we say to those prospective buyers when there’s plenty we can’t say? It’s tricky work. Our team is well-versed at navigating these waters, but it takes years of experience and instinct to […]

Making Initial Contact HELLO WORLD

Steps to Selling your Business Part 17. Our first outreach to prospective buyers is highly tailored to each company whom we are targeting. Outreach begins as another storytelling exercise. During the preparation stage of the sale process, your M&A Advisors worked to understand your story, inside and out. The names that comprise the list we […]

Who Are You Talking To? HELLO WORLD

Steps to Selling your Business Part 16. Stillwater’s attention to detail on your custom-built buyer list will help you step into the second phase of the sale process with the highest likelihood of success.  You’re now in the Market Outreach phase, and it’s time to show the market what you’ve got. We know that every […]

Keep Your Sales in Focus HELLO WORLD

Steps to Selling your Business Part 15. Keep your focus on your sales. We’re talking about making strong sales a priority while your company actively works through a divestiture process.  Last week, we mentioned how the demands of the sale process mean that your company is not going to be making any significant strategic changes […]

Setting the Pace for a Sale HELLO WORLD

Steps to Selling your Business Part 14. Getting ready for a great sale is about more than getting the correct numbers down in your reports—it’s much more personal than that. What did it take to get you here? What did you build or strengthen in your company before you decided to sell because you knew […]

Identifying the Perfect Buyer HELLO WORLD

Steps to Selling your Business Part 13. Skilled M&A Advisors know there is as much artistry as there is procedure within this step. We won’t show your business to just anyone. We start with a market survey; depending on circumstances, this may be a limited or a full market survey. Our approach will differ depending […]

The Story We Will Tell HELLO WORLD

Steps to Selling your Business Part 12. There is much value in doing the preparation work fully and exhausting all questions before contacting prospective buyers. We have good evidence of the benefits: Stillwater has a 95% closing rate when selling businesses such as yours. The industry average currently stands at about 40%. We can credit […]

What’s Your Downside? The Truth About Honesty HELLO WORLD

Steps to Selling your Business Part 11. An experienced M&A Advisor will make the apparent downsides in your business’s story into positive factors in the final sale. Full disclosure is critical because buyers will figure everything out, eventually. Is that one key value driver running at 75 when it should be at 100? Yes, that […]

The Magic of Multiple Bids – No Regret Selling HELLO WORLD

Steps to Selling your Business Part 10. This is an idea we start to question right away. Why aim for one buyer? There are hypothetical reasons why an informed seller might decide to pursue a single offer, but in our opinion, the good reasons to move in that direction are scarce. Multiple offers are often better than one. […]

Are You Stealing From Yourself? HELLO WORLD

Steps to Selling your Business Part 9. My friend said to me, “Doug, do you know what that man did? For 20 years, he stole from his family.” He was right. We all know that the stress and the personal cost of doing business doesn’t end when you go home for the night. Your spouse and […]

Canadian, Eh? HELLO WORLD

Photo by Sebastiaan Stam on Unsplash

Steps to Selling your Business Part 8. Great M&A Advisors consider client’s potential cultural nuances, along with those of prospective buyers. Every culture has its own unique behaviors that can (and do) impact the ways that we conduct business. As a firm, we have observed several uniquely Canadian behaviours when it comes to business. As […]

Mapping Your Trajectory HELLO WORLD

Steps to Selling your Business Part 7. Lines, not dots. Lines, not dots, means you show investors the trajectory of your company, a line that depicts growth potential. For example, you can show an investor a company with $25 million in revenue as a moment in time, a dot on a graph; however, investors want […]

You’re Not Abraham Yet HELLO WORLD

Steps to Selling your Business Part 6. Speaking with certainty about the future worked out for Abraham. We, though, need to be careful. The truth is that every savvy business owner has had to develop skilled self-promotion to succeed, and that can often translate into spin with their M&A Advisor as well, saying, “This is […]

Get in the (Value) Driver’s Seat HELLO WORLD

Steps to Selling your Business Part 5. At its most basic, your Mergers and Acquisitions (M&A) Advisor should ask: how does this business make money? For example, consider a business where billings are based on hours. For that billable hour, their company might pay their staff $60 and bill their clients $200 an hour. Since […]

Your M&A Advisor as Alchemist HELLO WORLD

Steps to Selling your Business Part 4. You have decided. It is time to sell your business. You have answered the critical questions:  Who will advise me on the selling of my business? Why am I thinking of selling my business? Why am I thinking of selling now? What am I going to do next? […]

Two Essential Questions to Ask Before You Decide to Sell HELLO WORLD

Steps to Selling your Business Part 3. You are giving serious thought to selling your business but are in uncharted territory. In this series, we have already identified several important points to consider before you initiate that process. However, you should think through this process strategically with an expert Mergers and Acquisition (M&A) advisor who […]