Monetizing Your Business Walt Lipski

When a business owner sells their company, they are selling the “economic engine” that has been providing the cashflow to support their family’s lifestyle for the past many years.  Now the question is “will the  proceeds, after taxes and expenses,  be enough to fund the future?”  In this episode, Walt drills down with a real world example that challenges business owners to think and answer some key questions BEFORE selling their business.

Business sellers are intently focused on the valuation multiple they are getting for their business.  In this episode, Walt discusses 5 key value drivers that increase both the salability of your business and its value.  Every business owner can benefit from incorporating these “drivers” into their business whether ready to sell soon or in 5+ years from now, so take a few minutes to listen and prosper.

Results from the Q4 2021 Market Pulse Report indicate its still a seller’s market with transaction terms and valuation multiples near all time highs. Join host Walt Lipski in this timely podcast to learn about the underlying drivers that are supporting this market and some of the potential challenges for business sellers on the horizon.
Click here to view today's companion slide deck.

As a Seller in the current market and for the foreseeable future, you may very well see an Earnout as a component of the deal structure in offers you receive for your business.  Why?  Because of the uncertainty about the future of the economy, the pandemic, the political climate, lockdowns etc.
In simple terms, an Earnout is a risk allocation structure that generally favors the Buyer.  Basically, it is contingent purchase consideration paid by the Buyer to the Seller based on the future performance of the business. It’s akin to a bet.  
Your takeaway from this episode should be an understanding of when, why and how an Earnout is used and learning some of the pitfalls for a Seller.  We will explore some examples of actual Earnouts, look at some key negotiation points to minimize Seller risk and discuss strategies the Seller can use to possibly gain additional purchase consideration on the sale of their business.  So, let’s get started.
Follow along with the podcast using these slides as your reference.

When it comes to selling your business, or any financial transaction for that matter, multiple offers create choices and leverage, and it follows, that choices and leverage beat fairness 9 out of 10 times.
This Episode is not about selling your business today, but rather about a strategy designed to gain leverage and advantage when the time comes to consider selling or recapitalizing your business, raising capital to buyout a partner or successfully completing an acquisition.
We are going to discuss the strategy and results from two recent competitive processes run on two different companies.  The companies were in completely unrelated industries, were different in terms of  revenue and earnings size and each seller had different goals and objectives they wanted accomplished through a transaction. 
Your takeaway from this episode should be an understanding of how a competitive process is run and acquiring some insights on how different buyers see price and terms.  Remember, total value to you, in any transaction, is a combination of both “price and terms”, not just price alone! 
View the slides for this episode here.

Today I want to explore and explain the different types of buyers for privately held businesses, how they buy and what they are looking for in an acquisition.
When it comes time to sell your business, it should go without saying, you need a buyer who can buy the way you need or want to sell. A buyer who can structure a deal that will allow you to achieve your personal goals and objectives, which is most probably the basis for your decision to sell in the first place.
There are a lot of groups, companies and individuals who represent themselves as qualified buyers, but in reality, they have no money, no contacts, have no clue how to buy or run a business and turn out to be a “Waste of Time”, a WOT.  By the same token, there are many great, motivated, financially capable buyers on the hunt for good fit acquisitions. 
In this Episode, we are going to discuss the types of buyers, some of their more important and meaningful characteristics in the way they approach deals, delve into why they buy and how they buy.  
So, let us learn how to tell the WOT’s from the Good Guy’s.
View the slides for this episode here.