Ed and Sonia Ketchoyian, former owners of a PuroClean franchise in Sterling, Virginia, were prepared to sell their business in terms of the financial aspect and the negotiation. However, Ed realized that they were initially not ready to face the emotional aspect that came with the process of selling their company.

Find out on this episode of Deal Talk how Ed and Sonia had overcome the emotional challenges they encountered to eventually sell their company at the price they had always wanted. Ed Ketchoyian shares some enlightening insights and invaluable tips to help you deal with ‘unexpected’ emotional instances that might arise as you go through the process of selling your business.

In this day and age of rapidly growing entrepreneurship, there are more and more options for you to consider when it comes to deciding who to work with to help you sell your company. Business brokers have been around forever, but changing perceptions in the rapidly changing M&A industry have challenged some business brokers to find creative ways to separate themselves from others to stand out in a crowded field. 

So how do the best business brokers serve those interests? Nelson Bayford brings 40 years of business brokerage success to every client he works with. As business broker and commercial specialist at Business Finders Canada, Nelson will share his view of what a business broker should do for their clients while providing sound advice to entrepreneurs looking to succeed in a competitive marketplace.

What does a prospective buyer already know about your company? Why is it important that the buyer understands why you want to sell your company? How can you prevent certain issues from coming up that could nix the transaction completely? These are just a few of the questions that M&A folks help sellers understand every day.

Understanding the psychology of the participants in a deal is important in order to work toward the success of the transaction. Ed Murphy, former vice president for strategic transactions at SAIC is enjoying retired life, but he joins us on this edition of Deal Talk to help future sellers understand what a buyer may be thinking and what sellers should do and not do during the sales process.

A company’s culture is the mindset about the beliefs, attitudes and actions that a company maintains to satisfy its customers while ensuring the success of its people and the organization as a whole. In a merger, however, the corporate culture of one organization may not reflect that of its acquiring company although each is committed to the success of a deal that is good for both the sell- and the buy-side companies. 

Our guest on this episode, Dr. Curtis Odom, recipient of Corporate LiveWire’s Post-Merger Integration Advisor of the Year (USA) award in 2016, emphasizes how important early cultural integration is to the long-term success of a sale or merger.

There are several routes you can take to sell your company. No matter which way you decide to go, the buyer involved in the process will have a slightly different perspective from yours. On this edition of “Deal Talk,” you will learn the difference between M&A firms and investment banks and, specifically, how some buy-side consultants work with their clients to assist in the early stages of the M&A process. Is your company being targeted for an acquisition? What are potential buyers thinking about your business? How will a price be determined for your business? What are some of the potential hurdles you might encounter? For answers, listen to Jeff Allen's conversation with Nonye Ukawuba, CPA and M&A advisor at Riveron Consulting in Chicago.

If you own commercial property of any kind, whether it’s where you operate your business or it’s property you lease to others, this program is for you. The IRS tax code includes provisions that could save you money — potentially a lot of money. However, many business owners are not aware of these advantages that have actually been part of the tax code for years, so we’ve invited Mr. Steven Oppenheim to fill you in on the details. He’s a CPA and partner at Gettry Marcus in New York. As a member of the firm’s Real Estate Group, he works with commercial and residential property owners and developers on matters that may impact their businesses.

It is becoming more common for individuals who like their jobs so much, that they buy their employer’s company.  Deborah Sweeney is one example.  After a successful career as a business law attorney, she entered the corporate space to lead MyCorporation.com while it was in the hands of Intuit.  How Ms. Sweeney eventually acquired MyCorporation may be a textbook example of how a dedicated C-level executive could put themselves in a position of favor with their company’s ownership for the acquisition of the business outright. Join Jeff Allen as he gets all the details from the owner of MyCorporation, herself—Deborah Sweeney.

Private equity may be seen by some as the evil step-child in the investment banking world, but the truth is, more and more businesses are turning to private equity as a means to help them expand their operations into other markets and grow their companies. The effect that this can have on the overall value of a company can be exponential. Today, it’s becoming commonplace for small businesses with as little as $1 million in annual revenue to benefit from the capital injection from aggressive PE firms. So what are investors most interested in, and what kinds of businesses are they attracted to? Find out when Jeff Allen visits with Phil Brennan, managing partner at Go Capital, on this edition of “Deal Talk.”

Business attorneys have a breadth of knowledge that we as business owners can use to our advantage.  However, it’s important to make sure you have the right attorney on your team before you sell your business.  Whether you own your own privately held company or a franchise, you need to know who to talk to and what questions to ask to find a lawyer who will have your best interests at heart. M. Blen Gee Jr. is a business lawyer specializing in commercial law, contracts, corporate law, business litigation and mergers & acquisitions.  He has helped hundreds of business owners, and agreed to share some of his legal tips with you on this edition of “Deal Talk.”

The last thing anyone wants to do is invest in a bad business, and yet bad investment decisions are made every day by well-meaning people who base their decisions on insufficient due diligence or an altogether lack of research. In this edition, we visit with Walter Zweifler of Zweifler Financial Research to discuss why it is important to remain objective when looking to acquire a business. Mr. Zweifler will also address how and why it is so important to thoroughly research your target business ahead of time. In addition, you will learn the importance of working to bridge the gap between the business seller’s price and the actual value of their company when negotiating the transaction.