| 2:45 Why does a business owner start the M&A process? |
| 4:15 What percentage of business owners are fully prepared to sell at any time? |
| 4:55 What are the critical components of sale-readiness? |
| 10:50 How do you approach a competitor and build a relationship with them? |
| 12:55 What does a succession plan look like? |
| 14:25 Is succession planning different depending on who the buyer may be (strategic, financial, corporate, etc.)? |
| 16:45 What is the biggest obstacle for business owners to letting go? |
| 19:10 Is the “vacation test” a good way to test if your business isn’t dependent on you? |
| 20:15 What are some of the best ways to incentivize your employees so you can better let go? |
| 22:00 What does a strategic plan look like? |
| 24:00 How are valuations done for middle-market companies? |
| 25:00 When is the right time to sell? Is it possible to time an exit? |
| 30:25 How often are the M&A markets hot? |
| 31:10 When should a seller start preparing their business for sale? |
| 32:15 Does the process of preparing your business for sale differ depending on who the buyer may be? |
| 32:35 Why would a business owner sell if they have a succession plan in place and the business runs smoothly without them? |
| 35:10 Can you still sell your company if you don’t have a succession plan and haven’t prepared your company for sale? |
| 39:10 What’s the essence of valuing a middle-market company? |
| 40:45 How much is value maximization due to running the ideal M&A process vs. preparation? |
| 41:40 Why are M&A advisors and investment bankers in a unique position to maximize value? |
| 42:55 What is the typical difference between the baseline value and the ultimate selling price? |
| 43:45 What are the most common valuation methods? |
| 44:25 How common are revenue multiples? |
| 44:40 What are common multiples in the middle market? |
| 45:40 Can my CPA value my business? |
| 47:20 How do you eliminate avoidable surprises? |
| 49:25 How do reps and warranties relate to surprises? |
| 51:10 Is it possible to hide defects in the business? |
| 52:15 What is a knowledge qualifier and how is it related to risk? |
| 52:45 How do you avoid avoidable surprises? |
| 53:25 Should you disclose in the offering memorandum that one of your employees is a convicted cocaine dealer? |
| 54:35 Is price the only aspect that matters? |
| 56:30 Should a deal structure be simple or complex? |
| 58:20 Example of complicated deal structures |
| 1:00:25 Most common M&A deal structures |
| 1:01:00 Why do buyers propose complicated deal structures? |
| 1:02:15 Why is poor positioning a common mistake for sellers? |
| 1:04:50 How can an M&A advisor help with positioning? |
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