Growing companies often have significant need for increased funding whether it's for working capital, a plant or business expansion, or major capital expenditure, adding key personnel , acquiring a competitor or some other purpose.
Sometimes shareholders or owners will also desire to take a significant amount of cash out of their business, on a one time basis, through a distribution or dividend.
So what are deal killers... Deal killers are problems, in this case about the company being sold, that if left unresolved between the buyer and seller, make a deal so unattractive for a potential buyers that they walk away or "kill the deal."
Now because that most middle market business owners have fairly complex operations and aggressive goals, one way to help make the sale process runs efficiently and with fewer surprises is to get the corporate house in order.
So what does that mean? It could mean a lot of things, but generally I'm talking about three aspects of the business: legal documentation, liens and security claims and books and records.
There are a lot of specific operational and strategic decisions that go into managing working capital and generally the larger or more complex the business in terms of its supply chain, production processes or product lines, the more complex the components become, but at a very basic level, there are three primary segments to focus on: payables, inventory and receivables.
The best way, hands down, to getting the highest sale price for a business is to sell it through an auction process, which is essentially a competitive process, where multiple buyers put their best bids forward, in terms of price paid for the company and structure and terms of the offer, and then from those buyers the buyer with the best deal closes the purchase of the company.
Now every business is going to have elements that appeal to a buyers and features that raise concerns, but in some cases the buyers may try to use the negatives aspects of the business to reduce the selling price.
This is why it's so important to have a plan or strategy to discuss the financial details of the business with potential buyers, both good and bad.
Most private business owners, at some point, have to start evaluating exit strategies for their business. And since in many cases the business is a primary source of both personal cash flow and wealth for those individuals, selling a business or pursuing an exit strategy can be one of the most important decisions they'll ever make.
Given what's at stake, understanding what exit strategies are available to privately held companies, and which ones best achieve the seller's personal and financial goals is critical.
Some companies, when they're unable to make their principal and interest payments, begin to panic because they're not aware of their options. But you should know, there are always options. One option is to consider restructuring the business financing or loans.
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