Blog | This Way Out Group

Business Growth & Value

Business Growth & Value
Weekend Transformation

Business transformation

Imagine discovering the
only logical path to
HARVEST the wealth
in your business

 

What would you do?

 

Here’s HOW TO TAKE YOUR dream AND your business

to new heights AND POSITION YOURSELF

to command the highest valuation IN YOUR industry

 

REGISTER NOW FOR NEXT DATE:   
* = required field

KERRI SALLS’
Business Growth & Value Weekend Transformation

is the only event of it’s kind for business owners.

 

Business Growth & Value is for you if:

  • You are the Owner of a business with revenues from $1-30M
  • Your business is illiquid and comprises >70% of your wealth portfolio
  • You are a Baby-Boomer
  • You intend to cash out of your business on your terms
  • You want choices and control over your business and your future whether you cash out
    in 3 years or 3 decades
  • You know that to command the highest valuation for your business, you must
    accelerate growth and add value now
  • Or you simply are bored, and ready to move on to your next venture


BUSINESS GROWTH & VALUE
WEEKEND TRANSFORMATION

is valued at $1997.

With your VIP MASTERPASS, it’s FREE.


Register your VIP MASTERPASS here.

In reply, you’ll receive your MASTERPASS #. Write it on your VIP MASTERPASS right away.

When the next BUSINESS GROWTH & VALUE WEEKEND TRANSFORMATION is announced, you’ll receive early-bird notice to register. Registration is free. But you must register in advance or we will not have enough seating for you. 

Venues

Venues vary depending on number of registrations.

Date

Dates announced to registered VIP MASTERPASS ticket holders.

Schedule

The program runs from 8:30-4:30 on Saturday so as not to compete with running your day-to-day business operations.

Vendors/Advisors/Sponsors

No vendors, sponsors or transaction advisors will be present. This is your time. It’s about your transformation to take your business to new heights.

 

To Sell Your Business Think Like a Buyer

“Attracting a buyer is like preparing for a beauty contest” – Gary Miller

Dog owners and breeders know that it takes years of discipline, training and preparation for their pure bred champion dog to stand out from the crowd and win the blue ribbon at the Westminster Kennel Club dog show. They know that the dog that ‘shows best’ will win ‘first’. They know the decision is in the judge’s hands.

To show best and win first in selling your business, it’s up to you to make your business both buyer ready and buyer attractive.

To Prepare Your Business, Think Like a Buyer

Before you enter the market place of potential buyers, preparation is essential not optional. Plan on at least 1-2 years of preparation efforts before you begin the 6-9 month transaction process. Yes, years. This preparation means all the difference in the value of your business and the price it will command in the market place.

Preparation is a choice far too few owners take seriously. Preparation makes your business stronger, more attractive and more valuable. Without preparation, you give (gift) all the leverage in a negotiation to the buyer and the buyer’s intermediary.

Preparation Steps

To think like a buyer, there are a few key steps that will make your business more attractive and appealing to potential buyers. They include:

  1. Getting a base-line valuation performed by an independent valuation firm to quantify the current market value of the business.
  2. Documenting all assets and inventory accurately. Dispose of any obsolete materials or expired inventory to get to a true accounting of what you have.
  3. Cleaning up all financial records to show current market value of assets and inventory now to avoid any issue for your buyer. If you wait until you have an interested buyer and they discover that your financial records show a higher value than market value at that late date, it will weaken your negotiating position or worse, put the deal itself at risk.
  4. Investing in an audit of your financials now, done by an independent accounting firm. This will give you time to clean up/correct any errors or concerns identified. It also establishes a pattern of good business management.
  5. Bringing all legal requirements and records up to date. Revisit all vendor and client contracts before you pursue any buyer opportunity.
  6. Implementing and document all systems and processes for operating your business. If you’ve never documented anything, you have no leverage to say what it’s worth. If the entire business is in your head, a buyer will not pay the full potential value of your business if they have to depend on you to achieve it. This step in itself adds value to the bottom line and drastically reduces business continuity risk.
  7. Deciding now who on your management team will be essential to the successful transition of the business to new ownership. Tell them your plans now and what you’ll do for them because they help you through the transaction process. Without them, your business is much less attractive to your buyer. You need them on board to champion the business when your potential buyer arrives to do their due diligence.
  8. Executing your own internal due diligence now to identify what is ready, what is not ready, where you are strong and where there are holes in what a buyer would expect to find in the due diligence process. With a timeline of years, you give yourself the luxury to methodically clean up, resolve and eliminate any potential red flag. The more complete, transparent and prepared you are, the less likely the buyer’s team are to dig for hidden problems.

Your All-Star Team of Advisors

To prepare you, your business, and your team to take your business to market, you need an all-star team of advisors, not just one or two. The most successful transactions close when you surround yourself with a cooperating, collaborating coordinated team of advisors to ensure your business is buyer ready and buyer attractive to achieve the outcome you want on your terms. In addition to your current business attorney and accountant, your core team must include at least:

  1. An exit strategist to manage the preparation of your business for you and orchestrate your transaction team; so you can stay focused on what you do best – accelerating growth and maximizing the value of your business.
  2. An attorney with significant transaction experience in the type of transaction you want to close. A divorce attorney or real estate attorney or a litigation attorney may not have the experience to give you the leverage to negotiate the best deal.
  3. Your Chief Financial Officer – even if you’ve never had a CFO on your team in the past. Even a part-time CFO will help position your business in the best light for a buyer.
  4. An investment banker with substantial transaction experience in your industry can be invaluable in negotiating the deal and moving the process to closure.
  5. A tax accountant experienced in major transactions who can evaluate and guide you to minimize the tax impact of the deal by preparing years in advance.
  6. A specialist wealth advisor to help establish your wealth preservation plan beyond the business, long before that plan will be funded by a successful sale to your buyer.

You need the entire team, not full-time, but all on board early and engaged to advise you through the preparation stage and right through the transaction to your ideal buyer.

Select the best advisors you can find, not the cheapest. The best, who deliver the most value, will pay for themselves many times over in the returns you receive.

Think like a buyer. When you and your team analyze your business through the eye of your ideal buyer, over time, you will add value and increase the leverage you can command in the deal. That’s how you attract the best buyers, “show best” and “win first”.

 

What’s So Special About Hitting The Million Dollar Mark?

If you’re wondering when is the right time to sell your business, you may want to wait until your company is generating $1 million in earnings before interest, taxes, depreciation, and amortization (EBITDA).

What’s so special about the million dollar mark?

Hitting the million dollar mark is a tipping point at which the number of buyers interested in acquiring your business goes up dramatically. The more interested buyers you have, the better multiple of earnings you will command.

Since businesses are often valued on a multiple of earnings, getting to a million in profits means you’re not only getting a higher multiple but also applying your multiple to a higher number.

For example, according to research at www.SellabilityScore.com, a company with $200,000 in EBITDA might be lucky to fetch three times EBITDA, or $600,000. A company with a million dollars in EBITDA would likely command at least five times that figure, or $5 million. So the company with $1 million in EBITDA is five times bigger than the $200,000 company, but almost 10 times more valuable.

There are a number of reasons that offer multiples go up with company size, including:

  1. Frictional Costs

It costs about the same in legal and banking fees to buy a company for $600,000 as it does to buy a company for $5 million. In large deals, these “frictional costs” become a rounding error. In contrast, they amount to a punitive tax on smaller deals.

  1. The 5-20 Rule

I first learned about the 5-20 rule from Todd Taskey, M&A Advisor at Potomac Business Capital in the Washington, D.C. area. He discovered that, in many of the deals he does, the acquiring company is between 5 and 20 times the size of the target company. I’ve since noticed the 5-20 rule in many situations and I believe that your natural acquirer will more than likely indeed be between 5 and 20 times the size of your business.

If an acquiring business is less than 5 times your size, it is a ‘bet-the-company’ decision for that acquirer: If the acquisition fails, it will likely kill the acquiring company.

Likewise, if the acquirer is more than 20 times the size of your business, the acquirer will not enjoy a meaningful lift to its revenue by buying you. Most big, mature companies aspire for minimum top-line revenue growth of 10 to 20 percent. If they can get 5 percent in organic growth, they will try to achieve another 5 percent through acquisition, which means they need to look for a company with enough clout to move the needle.

  1. Private Equity

Private Equity Groups (PEGs) make up a large chunk of the acquirers in the mid market. The value of your company will move up considerably if you’re able to get a few PEGs interested in buying your business. But most PEGs are looking for companies with at least $1 million in EBITDA. The million-dollar cut-off is somewhat arbitrary, but very common. As with homebuyers who narrow their house search to houses that fit within a price range, or colleges that look for a minimum SAT score, if you don’t fit the minimum criteria, you may not be considered.

So When Is The Right Time To Sell Your Business?

If you’re close to a million dollars in EBITDA and getting antsy to sell, you may want to hold off until your profits eclipse the million-dollar threshold, because the universe of buyers—and the multiple those buyers are willing to offer—jumps nicely once you reach seven figures.

 

You Can’t Afford to Dabble with Your Strategy

You’ve heard the phrase: ‘Variety is the spice of life’. But in business, variety will quickly drain the life out of your business strategy. Don’t dabble with your strategy. Merely dabbling with a strategic plan is like setting sail on a boat with no rudder to steer it. You may catch a good wind, but the wind controls your direction and speed not you, the skipper. A clear consistent strategic plan that holds a company on course, builds a foundation of strength from year to year to pursue bigger goals.

Companies of all sizes struggle with identifying the best options to accelerate growth and drive value. These firms will dabble with different approaches to see which will work best. Too often they stretch current resources—money, time, and people—too thin when they ‘tryout’ these initiatives. The actual investment in any new approach is diluted, and the new initiatives get abandoned quickly before they can return results or add value. Taking on too many new initiatives or tackling too many goals wastes resources, reduces any potential results, and divides the team.

Before taking action or setting sail; define your critical 3-5 objectives for the year, your destination for the year. Then develop a set of goals, initiatives, activities and projects that lead to or take you closer to achieving those objectives this year.

When you consistently lead with a defined set of constrained consistent, integrated goals you give your company and your executing team a single voice, a single unified focus instead of dabbling in areas where you have no expertise.

Optimize Resources

Planning your strategy is always about optimizing the given resources to achieve elevated (stretch) goals. To leverage your most valuable assets (usually your rarest resource)

  • Make each goal clear and explicit
  • Focus on the smallest number of goals that will produce the highest returns.
  • Identify and specify your criteria for each of these goals (why they must be a goal, how it will be measured). These will drive operational implementation.
  • Identify and acknowledge what opportunities and goals will be missed by your selected strategy. Build consensus to focus on what you do best and not dabble in distractions.
  • Assess that this is indeed the best path (but not the only possible path) to take to meet your goals and criteria.

Due Diligence

Businesses most committed to achieving the goals of their strategic plan for growth and value also commit to an internal due diligence to determine the critical factors they’ll need (or that they lack) to fulfill that strategic plan. This investment in a deeper analysis of the opportunities they plan to target separates assumptions from reality. It’s also a confirmation of commitment to apply the necessary resources (or invest in them) to achieve the goals of your strategic plan, both short-term and long-term.

Dabbling Is Poison

In 2015, there is no room to dabble with your strategy. The market window to maximize the value of your business is limited. You can’t afford to have dabblers on your team in any area. ‘Only experts need apply’.  Strategic dabbling not only puts this year’s goals at risk, but also your goals for the next five years (aka your exit plan).

Don’t be cornered by team members or advisors who want to dabble in a new area, or wear another hat for you, on your dime. To learn more about releasing dabblers and building an all-star team around you, check out my eBook, How to Manage a Gaggle of Advisors to Build an All-Star Exit Team.

Measure Everything of Significance

Every business owner intuitively has a sense for their metrics. When you identify those metrics and quantify them, magic happens. Your magic ‘operational dashboard’ that will transform your business is simply a listing of your business’ key metrics (your key performance metrics (KPI)). They are effective for many reasons.

GoDaddy CEO Bob Parsons, summed it up when he said,

Measure everything of significance.
Anything that is measured and watched, improves.

It’s simpler than you think. Make a list of your company’s key metrics. These become your personal ‘magic’ dashboard.

Simply by measuring something, it can improve. Draft your own operational dashboard to track performance and exactly how your business is performing overall. Start measuring performance against key metrics you need to hit or industry standards, financial standards, etc.

Everything that you track and measure will:

  • Improve productivity
  • Increase in value
  • Demonstrate what was intangible value
  • Provide the data to spot and fix problems faster
  • Strengthen the core of your business
  • Validate forecasts
  • Increase the value of your business

ACTION

Prove it to yourself. Pick 3 things significant to your bottom-line. Measure, watch and track them for 30 days. See what improves.

CODA

The fourth quarter is a perfect time to review, refine and revise the metrics you want to track and measure for the coming year to hit your numbers and achieve your goals. Don’t wait until January to start thinking about what you want to improve. Instead, make your plan, share it with your team and be ready to execute starting on January 2.

To ensure your company will survive and thrive and meet the demands of your market, customers and vendors, you must work on the business systematically and analytically to build value in every area. If you don’t know where to start or if you don’t know what metrics to track to improve your business, call 508.820.3322 or email us. You can also check out our 12 month program, Build Your Business Value.

 

One Hidden Asset That Drives Your Company’s Value

You already know that your company’s revenue and profits play a big role in how much your business is worth. Did you also know the role that cash flow plays in your valuation and therefore the size of the check you can receive at closing?

Cash vs. Profits

Cash flow is different from profits in that it measures the cash coming in and out of your business rather than an accounting interpretation of your profit and loss. For example, if you charge $10,000 upfront for a service that takes you three months to deliver, you recognize $3,333 of revenue per month on your profit and loss statement for each of the three months it takes you to deliver the work.

But since you charged upfront, you get all $10,000 of cash on the day your customer decided to buy. This positive cash flow cycle improves your company’s valuation because when it comes time to sell your business, the buyer will have to write two checks: one to you, the owner, and a second to your company to fund its working capital – the cash your company needs to fund all immediate obligations like payroll, rent, etc.

The trick is that both checks are drawn from the buyer’s same bank account. Therefore, the less cash the acquirer has to inject into your business to fund its working capital, the more money it has to pay you for your company.

However, the inverse is also true.

If your company spends all its cash as it comes in (like living paycheck to paycheck), an acquirer will calculate that she needs to inject a lot of working capital into your business on closing day, which will deplete her resources and reduce the check she can write to you. Everything she has to put into working capital to continue the business, reduces the available cash that she could pay you and reduces your leverage to command a higher selling price.

How To Improve Your Cash Flow

There are many ways to improve your cash flow – and therefore, the value of your business. Here are just three simple ways you can try now.

 

  • Find a way to reduce the cash you spend on equipment, however you can every time. Can you buy used gear on sites like eBay? Can you share a very expensive piece of machinery with another non-competitive business? Can you rent it instead of buying?
  • Reassess your pricing. If you can’t accumulate cash reserves, check to see if you are underpricing your services or if your cost to price equation needs to be reviewed.
  • Streamline processes and productivity to keep payroll and services within budget allocations.

 

Profits are an important factor in your company’s value but so too is the cash your company generates.  We call this phenomenon The Valuation Teeter Totter and it is one of the key drivers of the value of your company. Curious to see how you’re performing on a whole set of value drivers? Get your private Sellability Score here.

Growth Vs. Value: Not All Revenue Is Created Equally

When you look ahead to next year, where will your growth come from? Will it be from selling more to your existing customers or finding new customers for your existing products and services? The answer to the growth vs. value question may have a profound impact on the value of your business itself.

Take a look at the research from a recent analysis of owners who completed their Sellability Score questionnaire. The analysis looked at 5,364 businesses and found that the average company that received an overture from an acquirer was offered 3.5 times their pre-tax profit.  When we isolated just the businesses that had a historical growth rate of 20 percent or greater, the multiple offered improved to 4.3 times pre-tax profit, or about 20 percent more than their slower growth counterparts.

However, the real bump in multiple appeared when we isolated just those companies that claim to have a unique product or service for which they have a virtual monopoly. Niche companies enjoyed average offers of 5.4 times pre-tax profit, or roughly 50 percent more than the average companies, and fully 20 percent more than the fastest growth companies.

Nurture Your Niche

Chasing “bad” revenue by offering a wide array of products and services is common among growth companies. The easiest way to grow is to sell more things to your existing customers, so you just keep adding adjacent product and service lines. But when a strategic acquirer buys your business, you are asking them to buy something they cannot easily replicate on their own.

A large company acquirer will place less value on the revenue derived from products and services that you have in common. They will argue that their economies of scale position them better to sell the things that you both offer today.

Likewise, they will pay the largest premium to get access to a new product or service they can sell to their customers. Big, mature companies have customers and systems, but they sometimes lack innovation; and many choose a strategy of acquisition as a way to buy their innovation.

Focusing on your niche is one of many areas where the long-term value of your business is at odds with short-term profit. For example, if you wanted to maximize your short-term profit, you might avoid investing in new technology or hiring a head of sales, arguing that both investments would hinder short-term profit. The truly valuable company finds a way to deliver profit in the short term while simultaneously focusing their strategy on what drives up the value of the business.

You can get your own Sellability Score, and see how you compare on the eight key drivers of sellability, by taking our 13-minute survey here.

 

Mistakes Owners Make When They Delay Exit Planning – A Baker’s Dozen

Lower middle market business owners risk the future success and likely demise of their business (90% walk away with nothing*). All because no one told them early exit planning is a better way to control the outcome and maintain more leverage in any transaction negotiation. The mistakes owners make when they delay exit planning are often very costly and sometimes irrecoverable.

Baker’s Dozen Mistakes

Here are 13 mistakes owners of private and family run businesses frequently make. They:

  1. Never align personal, financial, business, family, reinvention and exit objectives. When your objectives pull you in opposite or competing directions, indecision keeps you paralyzed.
  2. Misjudge their company’s true, transferrable value in the market place. Almost every business owner undervalues or overvalues their business to a potential buyer (financial or strategic).
  3. Avoid establishing an “Owner’s” Estate Plan. Putting an estate plan in place does not mean you will expire in the next 60 days. Rather it ensures your plans and intentions for the business survival, your team and your family are secure; regardless of what may happen to you someday.
  4. Neglect claiming and protecting all the intellectual property they have built up in their business. As a result, they leave the business and themselves vulnerable to unnecessary risks and lawsuit losses.
  5. Start and run their business long-term without any contingency plans in place to protect them and the business from partner disputes or ownership challenges.
  6. Use the business coffers as their own ATM, so there is no residual value in the business to attract new owners.
  7. Enjoy a lifestyle funded by the business which cannot be maintained when they sell the business. Their exit options and returns are limited by their personal or family wealth mismanagement.
  8. Resist marketplace changes and become rigid in their business model missing a market shift or new opportunities.
  9. Give up on finding or grooming a capable successor. Developing successors takes time, training, delegating and finally relinquishing control.
  10. Never prepare the company to be ready to transfer ownership.
  11. Claim excessive tax costs preclude planning for an exit, when the opposite is true. With early exit planning, owners can drastically minimize the tax impact of any transaction down to single digits.
  12. Postpone considering all exit options until it’s too late to execute most of those options and their choice is being dictated by time, health or other critical game-changing issue.
  13. Pursue the wrong exit option in the last 6-9 months. As a result, they run out of time, cashflow and opportunities to close an ideal deal to meet their exit criteria.

Now you know so you can avoid each one.

If you need help assessing your business or fixing these mistakes to put your business on a stronger path with early exit planning, call us at 508.820.3322 or email us.

How Do You Know You Need To Plan For A Transaction And Your Transition To Reinvention?

Too often, business owners don’t recognize the signals and symptoms that they need to start now to plan for their ideal exit transaction and their transition to the reinvention of their dreams. No one ever told you what those symptoms are.

As an owner you surround yourself with exceptional experienced advisors who help you increase sales, build out your team, manage your finances, upgrade your infrastructure, stay compliant with a myriad of licenses and regulations, etc. But who monitors your business readiness to sell, scale or pass the business on to your successors when it is opportune, instead of too late?

Symptoms to Look For

Here’s my list of symptoms to look for. If you recognize that any of them describe you now, then indeed you need to start planning for both that transaction and your transition plan to reinvention. That’s because it takes 3-5 years to prepare you, your business, your family and your finances (personal and business) to leverage that ‘once in a lifetime’ transaction to achieve the reinvention you’ve been dreaming of.

  • Age. You are 55+ and you keep postponing any exit or transition planning (“I don’t need to start thinking about it for at least another 5 years”).
  • Successor. You keep on keeping on because you have not identified your successor or groomed the assumed successor.
  • Retirement. You find yourself pondering about what comes next; retirement, reinvention, golden years. This question in itself can stifle business and cause insomnia.
  • Change. You resist changing your business model to compete effectively, grow and strengthen your market positioning. Maybe things have grown stale, and you’ve run out of ideas to keep your business moving forward. Or maybe you would need to pour tons of money into updating your business and you are resisting the investment.
  • Motivation. What drives you now? Do you have a hard time getting up in the morning and going to work, or making the calls necessary to keep your business running?
  • Focus. Your focus is drifting away from the business. Life changes, demands and opportunities may be causing you to lose focus or shift priorities.
  • Family. Your family keeps asking you when you will slow down and you keep saying never.
  • Dynasty. You worry that your wealth may not be enough to fund your reinvention lifestyle for decades to come and provide for the generations to follow you.
  • Children. You now know your kids don’t want, or are incapable of running, your business.
  • Legacy. You are thinking about how to answer the question of what is your legacy and what do you want it to be, and therefore; how that will impact any transaction where you let go of day to day operations.
  • Expansion. You are spending more time thinking about maintaining rather than expanding your business. You settle for good enough or watch competitors take the lead.
  • Health. You or a family member may be facing specific health concerns that limit your participation in the business, distracting you, which can risk your revenue stream.
  • Energy. Your stamina to run the business as you once did is declining.
  • Profit. Your financial focus has shifted from maximizing profits to what you can get when you cash out.
  • Planning. Your strategic planning efforts stagnate.
  • Customers. Your customers are all tied closely to you personally, not the business.
  • R&D. You have been reinvesting in the company less and less as you start to pull more cash out of the business.
  • Dependence. Your business depends on your day-to day decision making. It’s not the turnkey operations buyers will pay a premium for.
  • Exit. You are starting to ask what it will take to make your business buyer ready, buyer attractive and more sale-able.
  • Offer – You get one or more calls with offers you’d be foolish to refuse.
  • Next Venture – You are more interested in your next opportunity, or to do something else you’ve always wanted to do, pulling you forward.

Start that planning now to ensure you will:

  • Maximize the value of your business
  • Maintain control
  • Increase the leverage you can command at the negotiating table

The longer you wait, you will continue to lose all three.

If you need help to assess your symptoms or make a timely plan to complete the transaction that will achieve your dreams, call 508.820.3322 or email us.

Exit Risks – By The Numbers

Exit Risks Owners Are Accepting by Default

Exit planning is one of the most critical components of owning a business, especially for owners of private and family owned businesses. Too often, small and medium size business owners have the majority of their wealth tied up in the business. If their reinvention plans beyond the business and their lifestyle moving forward depend on harvesting that wealth when they exit their business, they need a well-thought out exit strategy that addresses exit risks for the owner, the business, their team, their family and their finances. And they need to build and execute on that plan starting years before they cash out.

Most entrepreneurs are consumed with the day-to-day activities of running and growing their business (es). Making time for the strategic side, and delegating operational responsibility has not been prioritized. This lack of long-term planning has many unfortunate consequences that owners are therefore accepting by default.

Exit Risks

As advisors, we refer to many numbers when describing the exit risks that owners of private and family owned businesses face when they decide to monetize the business they built. A few of these ominous numbers which owners are indeed accepting by default are listed below:

  1. 90% of all private businesses do not have an exit plan.
  2. 75 – 90% of an owner’s wealth is tied up in their business
  3. Owners leave up to 50% of the value of their business on the table when they cash out.
  4. Owners don’t know how much value they give away until 2-3 years after the transaction.
  5. Only 13% of all possible business exit transactions are completed. 87% fail.
  6. Of that 13%, three quarters fail in the execution, integration and follow-through.
  7. Only 3% of sales of small and medium size businesses succeed.
  8. It takes 3-5 years to prepare a business, maximize valuation, and demonstrate that value before entering into a transaction
  9. It takes at least 6-9 months to complete the transaction process with many possible delays, detours and caveats. And if the business, team, personal and financial planning is not already complete, the transaction process can be put at risk.
  10. Owners who start exit planning, transition planning and reinvention planning in parallel can minimize (~1%) or eliminate the tax bite on any transaction.

The current seller’s market window is closing. Do you have time to maximize and demonstrate your peak value and cash out by 2018?

If the default option doesn’t fit your goals and dreams, email or call us to explore all your exit strategy options and reduce these risks for you.

 

© 2015 This Way Out Group LLC top