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- Has many years of experience as M&A Intermediary – not just a main street business broker.
- Interests and background beyond that of a real estate broker.
- Has history of success selling mid-sized companies.
- Works nationwide, not just locally.
- Emphasizes methods to maintain confidentiality.
- Prepares written valuation (including comparable in SIC industry).
- Recasts financials to increase the value.
- Prepares a written Marketing Plan with a timetable.
- Prepares professional and comprehensive Descriptive Offering Report – describing historical results but selling the future opportunity.
- Understands the value of goodwill.
- Optimizes the value and terms in the transaction.
- Has appreciation of the tax ramifications to parties and has relationships with experts.
- Utilizes multiple modes for marketing your company.
- Has a proprietary database of a large number of potential buyers (including PEGs, VCs, and registered buyers.)
- Can evaluate the pros and cons of various alternatives.
- Belongs to M&A Source, the world’s largest association of intermediaries.
- Possesses strong negotiating skills & is a team player.
- Enjoys being a middleman (buffer) between parties.
- May allow the seller to be the “back stop” in the negotiations.
- More interested in closing a transaction than advising.
- Has broad background including sales experience.
- Has actually bought & sold his own company.
- Relates to owner’s unique situation, including emotional issues.
- Is preferably a M&A Master Intermediary (M&A MI).
- Has many references.
CAN COORDINATE THE SELL-SIDE ACTIVITIES WITH ASSOCIATED SPECIALISTS AND ADVISORS:
- Tax attorney
- Estate attorney
- M&A transaction attorney
- Escrow officer
- Insurance carrier/agent
- Real estate landlord
- Financial planner
- Identifying better prospects
- Clarifying investment potential.
- Helping you select the professionals, lawyers and accountants, who can provide the necessary counsel to assure a successful transition of ownership.
A CBI is an experienced, proven professional whose claim of competence is supported and documented. With the proven skills necessary to handle the marketing, negotiations and complex details involved, a CBI can successfully complete the purchase or sale of your business.
A CBI brings special qualifications to your needs:
Membership in the IBBA, an international association serving the business brokerage industry. Every CBI is a part of a network of professionals. Successful completion of the courses leading to the Certified Business Intermediary designation – one of the most successful intermediary educational programs in the world. Every CBI is a professional equipped with special expertise as a result of advanced study in listing, selling, investment, taxes, valuation and more. A history of demonstrated sales performance through the documented execution of business sales transactions.
- A higher level of education and training.
- Professional affiliation with hundreds of other intermediaries on the local, national and international levels.
- The most current industry information with respect to taxes, investment, legislation and other areas of critical importance.
- Local market knowledge – special expertise unique to your area.
The greatest hurdle to any transaction is managing the expectations of all parties involved, especially a seller. What a CBI brings to the table is the “real-world” experience of what can be expected. Transactions are very complex and tedious. An experienced CBI helps a seller in analyzing their options, preparing information for prospective investors/buyers and understanding the process of selling their business.