- Cover
- Title Page
- Copyright
- Dedication
- About De|G PRESS
- Acknowledgments
- Contents
- Preface
- Chapter 1: Let’s Have a Conversation
- Chapter 2: Avoiding Seller’s Remorse
- Why Are You Selling Your Business?
- Your Goal Is to Maximize the Value of Your Business
- Not Every Business Can Be Sold
- Can I Sell My Business If It Has “Warts”?
- Why Do I Need to Position My Business to Sell It?
- I’m Really Busy—How Much of My Time Will It Take to Prepare My Business?
- How Long Will It Take to Sell My Business?
- And a Final Consideration
- Jim’s Bakery Example: Overview
- Chapter 3: The Sales Process
- Sales Process Tasks
- Breaking Down the Steps
- The Decision to Sell
- Identify Your Transition Team
- Position Your Business
- Interview Bankers and Brokers
- Listing
- Prepare Marketing Materials
- Create a List of Potential Buyers
- Qualify and Down Select Buyers
- Letter of Intent (LOI) and/or Purchase Agreement
- Buyer’s Due Diligence
- Closing
- Transition Support
- Chapter 4: Start Thinking about the Value of Your Business
- Chapter 5: Who Are Your Buyers?
- Chapter 6: Marketing Your Business
- Chapter 7: Preparing for a Due Diligence Financial Assessment
- Chapter 8: Preparing for a Due Diligence Legal Assessment
- Chapter 9: Preparing for a Due Diligence Operations Assessment
- Start an Internal Risk/Opportunity Management Program for Your Business
- What Is the Scope of the Enterprise?
- Preparing for a Customer Satisfaction Infrastructure Assessment
- Preparing for a Production/Services Infrastructure Assessment
- Preparing for a Sales and Marketing Infrastructure Assessment
- Preparing for an Organizational Infrastructure Assessment
- Preparing for a Personnel Infrastructure Assessment
- Preparing for a Financial Operations Infrastructure Assessment
- Preparing for a Legal Operations Infrastructure Assessment
- Preparing for an Information Management Infrastructure Assessment
- Preparing for an Institutionalized Processes Infrastructure Assessment
- Jim’s Bakery Example
- Jim’s Production/Services Infrastructure Preparation Example
- Jim’s Sales and Marketing Infrastructure Preparation Example
- Jim’s Organizational Infrastructure Preparation Example
- Jim’s Bakery Personnel Infrastructure Preparation Example
- Jim’s Bakery Financial Operations Infrastructure Preparation Example
- Jim’s Bakery Legal Operations Infrastructure Preparation Example
- Jim’s Bakery Information Management Infrastructure Preparation Example
- Jim’s Bakery Institutionalized Processes Infrastructure Preparation Example
- Chapter 10: Due Diligence
- Chapter 11: Describing Your Business Model
- Chapter 12: Writing Your “Book”
- Chapter 13: Create a Virtual Model of Your Business
- Chapter 14: Valuation
- Chapter 15: Partners, Vendors, and Other People Who Care
- Chapter 16: Who Are the Deal Makers?
- Chapter 17: Loose Ends and New Beginnings
- Appendix A: Example Marketing Handout
- Appendix B: Example “Book”
- Jim’s Bakery, Inc
- Index
Acknowledgments
I would like to acknowledge the following people for making this book a reality:
–Winnie, James, Jesse, Sean, Dan, Denise, Dale, Tanner, Chase, Aaron, Myah, Bud, Carol, and Marie for their constant love and encouragement
–Bud Strang, Ingram Leedy, and Jon Molayem for their contributions and support for this project
–Mike and Diane Phillips, Paul McMahon, and Nancy Tupper for their friendship and for allowing me to use them as a sounding board
David Repetto, Jeffrey Pepper, Jaya Dalal, and the good people at De Gruyter who helped bring this book to life.
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