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Selling Your Business with Confidence
A Practical Playbook for Mid-Market Owners

David W. McCombie, III (Author)

9781394213993, Wiley

Hardback, published 30 September 2024

272 pages
23.1 x 16 x 3.1 cm, 0.499 kg

A comprehensive handbook for middle-market business sellers

In Selling Your Business with Confidence: A Practical Playbook for Mid-Market Owners, veteran M&A advisor David McCombie delivers an insider's guide to navigating the mergers and acquisitions (M&A) sales process. In plain English, this book covers every essential topic for owners considering the sale of their business. Readers will fully understand the process, the range of options available, and their implications.

In the book, you'll learn to navigate every step of the exciting—yet stressful—business sale journey, such as:

  • The overall timeline, mechanics, and typical strategies of a deal
  • Understanding different types of buyers and what they prioritize
  • Tactics you can implement immediately to make your company more valuable
  • Strategies for emotionally and psychologically preparing yourself for the transaction

An essential roadmap to the complicated world of mid-market M&A transactions, Selling Your Business with Confidence is a must-have resource for business owners and the ecosystem of professionals who serve them.

Introduction 1

Chapter 1 The Art and Science of Selling a Company 5

Chapter 2 What’s My Business Worth? 13

Chapter 3 What Are We Multiplying By? 21

Chapter 4 Picking the Right Time to Sell 31

Chapter 5 No Learning on the Job 41

Chapter 6 M&A Is a Team Sport 57

Chapter 7 Who’s Going to Buy My Business? 63

Chapter 8 The Siren Call of the Unsolicited Offer 73

Chapter 9 What Does a Buyer Want? 79

Chapter 10 Choosing the Right Transaction Type 89

Chapter 11 Bad News 95

Chapter 12 Reverse Engineering Your Business 101

Chapter 13 The Art of Selling 109

Chapter 14 Negotiating Strategy 115

Chapter 15 Overcoming Inertia 127

Chapter 16 Documents and Deal Process 135

Chapter 17 Tailoring the Process 143

Chapter 18 Keeping the Secret 153

Chapter 19 It’s a Process 161

Chapter 20 Seeing Where You Stand 169

Chapter 21 Purchase Price and Terms 177

Chapter 22 Negotiating and Signing the Letter of Intent 189

Chapter 23 Playing Defense 203

Chapter 24 Legal Documentation and Critical Elements 213

Chapter 25 Closing Craziness 221

Chapter 26 Managing Your Emotions and Psychology 225

Postscript 235

Acknowledgments 237

About the Author 239

Glossary 241

Bibliography 245

Index 247

Subject Areas: Finance & accounting [KF]
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