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Prepare Your Company for Sale by Starting Now

By Generational Equity

Start Future

One of the most important concepts that we focus on in our exit planning conferences is the reality of time. As we have discussed before, there are two types of business owners:

  • Those that make the time to create a PLAN to sell
  • Those that let time slip by and HAVE to sell

Being in the first category is far better than being in the latter one. However, we continue to see a large number of business owners, many of them aging baby boomers who attend our workshops, that have no plan in place. It is fortunate that they are attending our conference because investing a few hours with us reaps huge rewards later.

One of the central issues with time is that it can pass you by quickly and we understand why. The average entrepreneur spends 60-70 hours a week simply keeping the company moving forward, leaving little free time to plan or even think strategically. That is why we feel so strongly about encouraging business owners to set aside a day and attend one of our workshops – it can really jumpstart your planning process.

Here is why getting started early can be so important: According to Axial (a website introducing capital providers to business owners), you should start your sell-side due diligence several years before you plan to market the business:

The sell-side due diligence process will assist companies in resolving or managing potential issues before potential buyers discover the problems on their own. To best position a company for a successful sale, we recommend beginning the sell-side diligence process one to three years in advance of the anticipated sale.

In The Generational Group lexicon, we call “sell-side due diligence” our Business Evaluation process, as well as our Roadmap for Enhancing Value. These two documents serve to provide our clients with three things:

  • An idea of the company’s current business enterprise value
  • A full financial analysis on the health of the company including a complete recasting of historic financials and five year projections.
  • Specific strategies (Roadmap) on steps to take to both enhance the company’s value, but to also improve its salability.

We likewise recommend that our Business Evaluation be undertaken as far in advance of your planned sale as possible. Why? First, as you can see from the items I listed above, there is quite a bit of work that we need to do in order to accurately value a client. Even with full cooperation of a client in getting us historical financials that are accurate, our process typically takes 60-90 days (much longer if our client does not have financials and/or they are not appropriately prepared).

Growing Value

In conjunction with the initial valuation, we also provide our Roadmap. With an idea of value and strategies to implement, many clients decide to enter our Hold and Grow (or Hold to Grow) Program. This is why we recommend that our clients sign up with us as early as possible: it is more than likely you will have several areas that need attention in order to improve the company’s valuation and thus reduce its perceived risk in the eyes of buyers.

For many business owners, the reality of the huge role RISK plays in valuing privately held companies is a new revelation. No one likes to be told that their baby – the entity they birthed, grew, and nurtured over years and years of hard work and sacrifice – needs a facelift and a tummy tuck. By the very definition, a closely held, family-run, private company is not required to disclose much information about its financials, operations, client base, or suppliers to the general public. Unlike publicly held companies that are required to file quarterly and annual reports disclosing everything, closely held companies are not.

People often ask me, “Why are multiples on publicly held companies in my industry so much higher than multiples for privately held businesses?” The answer is far more complex than this, but at the peril of sounding overly simplistic, I suggest that the level of risk being much, much higher naturally impacts the valuation of a privately held company for many buyers.

For this reason, the more you can do to reduce risk in your business, the better your valuation, hence the need to hire an M&A firm to adequately prepare you and your company for buyer scrutiny. And the first key step is a thorough, complete, and accurate evaluation of the business.

The great news for our clients is that our relationship with them does not end the day we deliver our initial findings. No, unlike others in our industry, we stay with our clients contractually for five years and provide at least two updates of value during that timeframe so that our clients who enter our Hold and Grow Program can clearly see how their value is being enhanced.

Again, time is your enemy. It flies by so very fast. The good news is The Generational Group of Companies, and our cadre of valuation and deal making professionals, are here to help you take control of time and PLAN for your financial future. If you are considering an exit event of any sort (and there are numerous options ranging from a partial sale to an equity firm to a full sale to a strategic player and everything in between) in the next 3-5 years, it is incumbent upon yourself to attend one of our complimentary, exit planning conferences entitled “How and When to Exit Your Business for Maximum Value.”

To learn more about our services and to find out if your business meets our criteria to attend, please use these links:

And again, no matter what, I strongly encourage you to start your sell-side due diligence process as early as you can. Be a business owner that PLANS an exit, not one that is FORCED to exit by external circumstances.

By Carl Doerksen, Director of Corporate Development at Generational Equity.

© 2021 Generational Equity, LLC. All Rights Reserved.

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We knew it would be a difficult task to have someone really understand our business and our market, prior to researching a possible buyer, so it was imperative that we found someone of your caliber, with definite proven experience in this area.
Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.
Your wisdom and experience were invaluable to me during this once-in-a-lifetime transaction.
Ralph Noblin, President of Noblin & Associates
We are extremely pleased with the way Generational Equity handled the sale of our company. Your associates, Tom and Chris, did an outstanding job of getting us (me) through the process.
Michael J Polarek, President, Paragon Packaging
Tom Staszak is one of the most professional people I have dealt with in my last forty years of business. You’ve got a great group of people and you have built a truly professional organization.
Michael J Polarek, President, Paragon Packaging
Generational Equity educated and informed us – so that we could be on the upside of a good decision (to sell).
Bil MacLeslie, CEO, ipHouse
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Karen S. Williams, CFO, BW Manufacturing
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Andy Graham, Vice President, Modern Heating & Plumbing
I wanted to write you a quick letter to express our appreciation and our delight on the outcome of helping us through the process of our recent sale. We are very happy with the end result, and are very happy to be able to move forward with all of our future growth plans.
Terry D. Wickman, President, Keytroller
Greetings Mike. Thank you for the captivating and compelling presentation you made at the Phoenix presentation last week. Over many years in business yours was the most informative and well-presented presentation, on any subject, that I have ever attended! Your energy and enthusiasm combined with your concise and captivating support of your positions with easily understood examples and data was compelling.
Pete L.
We thank you Eric and Generational Equity making our dream come true.
Larry Moore, Owner, A Company Portable Restrooms
I am pleased that I was able to work with Andrew Byrd throughout this experience. From the first meeting we had in Minneapolis I felt that I was in good hands. His knowledge and expertise is second to none. He guided the process consistently throughout. I feel lucky that I was pared with Andrew and could not be happier that I chose Generational Equity to handle this major life event. Thank you Andrew and GenEq for everything!
Eric Erlandson, Owner, Action Fastenings, Inc.
We were happy to see the interest in our company and what we cherished has not just a valuable company but an important company to the communities we served in.
Larry Moore, Owner, A Company Portable Restrooms
Generational Equity’s assistance was invaluable in compiling and marketing our business.
Bil MacLeslie, CEO, ipHouse
The process was much more involved than I expected and your help, experience and advice was a big factor in making the negotiations go as smoothly as possible.
Terry D. Wickman, President, Keytroller
T.D., thank you so much! You are a great leader! I love how you are using your gifts and talents to better others. You are clearly a GREAT COACH! This 3 day session undoubtedly changed the future of our business, and very well may have been the sole catalyst to save my company, my health and my marriage! A genuine “thank you” from the bottom of my heart.
Bryan D. Horn, Owner, Over Under Clothing
I quickly recognized that Don was working for Sharpe Mixers above all else, and held our interests above others.
Jay Dinnison, Owner of Sharpe Mixers
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Bil MacLeslie, CEO, ipHouse
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Robert Evans, President and CEO of Mealtracker Dietary Software
Bruce and I wanted to take this opportunity to thank Generational Equity for assigning Musa Jagne to our transaction. In Bruce’s words, “Musa did one hell of a job for us!”
Karen S. Williams, CFO, BW Manufacturing
Michael worked tirelessly, He followed every lead meticulously and urgently to make sure nothing was missed.
Robert Evans, President and CEO of Mealtracker Dietary Software
I must say that I have never worked with a more driven, competent and focused individual as Don Ho.
Jay Dinnison, Owner of Sharpe Mixers
The help you provided us during each step of this process made us feel very comfortable and confident we were selecting the right approach to transition our Company.
Andy Graham, Vice President, Modern Heating & Plumbing
Dear Chris and Andre, I just wanted to say thanks for all your help. Even though this process was not an easy one, it was comforting to know that I had a capable team standing beside me. You made me feel like we were almost your only client or at least the most important one. Thanks again, and I will recommend your service in the future.
Shenille Engelhart, Owner – CLS Technology
I need to say an immense thank you to Don Ho for his stellar work ethic, attention to detail, and tireless effort. Also thank you to the whole crew at GE! Without you, Don could not do such a phenomenal job. We were shooting for closing and funding before the end of 2020, due to the uncertainty of the political landscape and taxes. I am happy to report we closed last week and will be funding tomorrow.
Dr. Caty J. Catron PhD, RN, VA-BC – Owner, Vic The Picc, LLC
Thank you again for all your guidance and support. Any company will achieve what they intend, if they have you on their team!
Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.
We are very happy with the end result, and are very happy to be able to move forward with all of our future growth plans.
Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.