• 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 credential of Certified Business Broker (CBI)
• Has history of success selling mid-sized companies.
• Works nationwide, not just locally.
• Emphasizes methods to maintain confidentiality.
• Prepares written valuation (including comparables in SIC industry).
• Recasts financials to increase the value.
• Prepares a written Marketing Plan with a timetable.
• Prepares professional and comprehensive Descriptive Offering Report (“book”). – 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.
• Enjoys being a middleman (buffer) between parties.
• May allow the seller to be the “back stop” in the negotiations.
• Can coordinate the sell-side activities with associated specialists and advisors: – CPA/accountant – Tax attorney – Estate attorney – M&A transaction attorney – Escrow officer – Insurance carrier/agent – Real estate landlord – Lender/banker – Financial planner
• More interested in closing a transaction than advising.
• Has broad background including sales experience.
• Has actually bought & sold their own company.
• Is a team player.
• Relates to owner’s unique situation, including emotional issues.
• Is preferably a M&A Master Intermediary (M&A MI).
