This was the first presentation of the new Exits Execution workshop I developed for the Angel Resource Institute. I've been a fellow at this institute for many years and contribute new educational content as often as I can.
The Exit Execution workshop was first presented at the Angel Capital Association An...
Keynote from the Business Transitions Forum in Vancouver, BC.
Learn how to determine the price you'll receive when you sell your company and what you can do to ensure the price is fair. This talk describes the market factors which affect the price and describes what you can do to maximize the final valuation.
Highlights from How Much Will Your Company Sell For?
At the Artic 15 Conference: Exit Path in Helsinki, I describe exit strategies for European technology and life sciences companies. And explain why I believe growing a knowledge-based company in Europe today can be better than building one in Silicon Valley.
Why it used to be easier to grow a company in America
Yes, raising capital in Europe is more challenging and why
What I’m about to describe is difficult for some people to understand. Recently, I completely failed to convey this concept to an experienced professional accountant.
The fact is, nobody can sell your cash well.
What I mean is this: if you’re thinking about selling your company, I feel strongly that it’s desirable to strip out the cash that’s not absolutely necessary before starting the exit valuation negotiation with pr...
For almost every M&A transaction the Confidential Information Memorandum (CIM) contains both actual financial results and projections. (The rare exception is a company whose entire value is a patent portfolio.)
In companies with external investors, management teams are familiar with projecting financials. This is a necessary part of projecting future financing requirements.
For internally financed companies that are ready to exit, the enti...
This is the first time I've described all of the things we did wrong the first time I tried to sell a business. It's also the story of the first time I lost several million dollars.
How Not to Sell a Business - Don't Blow The Biggest Deal of Your Life
This is a talk I gave to the Vancouver Chapter of the Entrepreneurs Organization (EO) on February 19, 2009. It is consistently the most viewed video on my blog.
In this talk, I compare my f...
I'm convinced that only about 25% of saleable businesses end up having successful exits.
Yes. I believe that about 75% of the time, when a company could have been successfully sold, the result was either a transaction at prices or terms below market - or even worse - no sale at all. Most of the time, it was preventable. The biggest reason this happens is simply due to a lack of knowledge.
When a saleable company fails to sell, it's often the seller's psychology that kills the transaction. Most of the time, the seller doesn't even know that they were the reason their company failed to sell. This talk describes the seller psychologies that can kill exits.
The Psychology of Exits
Presented at the Alliance of Merger and Acquisition Advisors Summer Conference
July 10, 2012 in Chicago