Entries by Jim Leonhard

Why M&A Deals Fail

Companies that make multiple acquisitions are much more likely to have successful merger and acquisition (M&A) transactions than companies that have made one or less acquisitions in the past five years, according to a recent Boston Consulting Group (BCG) article. In fact, over 50 percent of all M&A transactions result in negative shareholder returns. The […]

Monday Morning Quarterbacking in Business Valuations

Is hindsight appropriate in retrospective valuations?  As business valuation experts, we are often retained to provide a conclusion of value as of a date that is in the past.  For example, valuations for estate tax filings often use the date of death, which can be as much as a year in the past.  Valuation dates for […]

Exit Strategies: a Speaking Resource

Professional Speaker for Your Next Meeting, Conference or Webinar Exit Strategies’ professional advisors regularly present insightful and timely information on business valuation, succession planning, and mergers and acquisitions to business owners and their advisors, including attorneys, CPA’s and wealth managers. For example, Jim Leonhard was invited to give a presentation on July 8th to the […]

Pricing Methodologies in Buy-Sell Agreements

When it comes to valuing a business for tax filings, M&A transactions, ESOP’s and most other purposes, business appraisers are usually free to use all of the methodologies in their arsenal.  But, when it comes to Buy-Sell Agreements that govern the sale or exchange of interests among closely-held business owners, many of these agreements specify […]

Buy-Sell Agreement Categories

The three types of Buy-Sell Agreements (BSA) are defined by the relationship between the parties to the agreement, i.e., the individual owners and their business entity. Cross-Purchase Agreements are agreements between and among the owners of a business entity that requires the other owner(s) to purchase the interests of owner who has triggered the BSA. […]

Don’t be a Victim of Seller’s Remorse

More business owners than you’d think second-guess themselves within a year of selling the business.  In my experience as an M&A advisor and business valuation expert, the main reason for the failure of business exits is the seller’s lack of planning on how and when to exit.  Too many owners never plan and simply wait until something […]

How Big of a Concern is Confidentiality in Business Sales?

All sellers are rightly concerned about confidentiality of the potential sale of their business during the marketing and due diligence processes.  Such concerns, while important, should not deter sellers from casting a wide net in pursuit of selling to the right buyer at the highest price.  Having more quality buyer prospects means increasing the likelihood […]

You’re ready to sell. Is your business?

A recent article in the NY Times caught my attention: “Why Many Small Businesses Cannot Be Sold”, by Josh Patrick. The article cites a statistic that only about 4 to 5% of businesses recently listed on BizBuySell (a popular website that lists businesses for sale) actually sell. That’s an alarming statistic. According to the article […]