On Deal Talk, we often hear from former business owners who have sold their companies or professionals who are dedicated to helping entrepreneurs sell their business or increase their bottom line. In this edition, however, we are flipping the coin to see the other side and look at the business sale process from the perspective of a person who has bought a business. 

Mike Rabinovich is the new owner of the Miracle Method franchise in Portland, Oregon, which he purchased from one of Morgan & Westfield’s clients Dan Ness. In his conversation with Deal Talk host Jeff Allen, Mike talks about what made him decide to choose a Miracle Method franchise as well as the challenges he faced during the sale process. He also talks about his plans for the future growth of his new business and gives sound advice for business buyers and new business owners.

Practically every business owns intellectual property (IP)—from logos to websites to advertising slogans, and you may be surprised to find out that your business possesses much more intellectual property than that. However, do you know exactly how much you do possess? Is it legally protected? On this edition of “Deal Talk,” Jeff Allen visits with Beverly Berneman, Intellectual Property Partner at Golan & Christie LLP in Chicago. Ms. Berneman will talk about the various types of IP businesses may own and why you need to account for it. She’ll also discuss how identifying AND protecting all your IP  can actually lift the value of your company, and that’s particularly important if you plan to sell your business down the line.

Have you turned over every stone to improve your company's cash flow? You're likely not alone in that feeling. Thousands of business owners every day feel like their companies are paralyzed and prevented from growing because they have tried every organic means of freeing up cash with no success.

On this edition of "Deal Talk," host Jeff Allen explores an alternative but time-tested process that allows business owners to obtain the funding they need to keep their companies moving. Guest Donald Jacobs, Sr. Vice President of Midland American Capital, discusses the concept and benefits of "invoice factoring" for small businesses to help pay bills, debts and even fund capital improvements. 

If you’ve ever had your business appraised, you probably had a figure in mind as to what your company was worth. It was only after the valuation consultant left you with their report that you found out just how far off base your estimate was from reality. That’s what the pros call the “valuation gap.” The good thing is that you can close that gap by raising the value of your business. You simply need an action plan. Matt Turpin, a Certified Valuation Analyst and M & A Advisor at Carr, Riggs and Ingram LLC, returns for his 2nd visit on “Deal Talk.” This time, he’ll share some insights about how you can improve your company’s value after the appraiser has come and gone.

The financial market collapse of 2008 resulted in tougher standards and regulations for the nation’s largest banks, making it more difficult in many cases for small-business owners to secure the funds they needed to grow their businesses. Since the financial crisis, crowdfunding has emerged as a real—and credible—alternative to banks, private equity and venture capital.

This edition of Deal Talk delves into the details of what crowdfunding is, its advantages over traditional funding sources and how the application process works. Mr. Markus Lampinen, CEO of Crowd Valley, Inc., gives an in-depth discussion on an option that could help you raise the capital you need.

Understanding the true value of your business is critical during the due diligence stage of the M&A process or perhaps when you have other specific purposes, which could be related to tax or marriage dissolution. However, as an entrepreneur, it’s important to understand, as well, the importance of appraising your startup or early-stage business.

Without any historical financial data, valuing startups or early-stage businesses could be tricky. Our guest, Pieter Stam, a professional valuation consultant from an Amsterdam-based company, Troostvijk, discusses why and how a valuation could benefit startups or early-stage businesses.  
Relationships are important, especially the ones you have with each and every member of your supply chain. But sometimes, as our guest on this edition of "Deal Talk" might tell you, our long-term relationships can cloud our judgement when it comes to the bottom line.

When was the last time you audited your distribution network, or your supply chain as a whole? How much have rising costs chewed into your profits? When was the last time you put your materials or distribution needs up for bidding? Tim Van Mieghem, partner at The ProAction Group in Chicago, has seen it all. Jeff Allen speaks with Tim about the warning signs and what you can do to help get your supply chain costs under control so more money goes to your bottom line.
If you're looking into selling your business, the question you have in mind right now must be the same question that other small-business owners often ask: “How can I increase the value of my business?”

On this episode of Deal Talk, you’ll learn about the 10 ways that are proven to boost the value of your company.  With examples and illustrations provided during our discussion with our guest, you will better understand how and why you should work on improving your company’s value right now.

Our guest, Ms. Anja Bernier, is a company sale and acquisition advisor, a certified business appraiser and certified valuation analyst. As the CEO of Efficient Evolutions LLC in Boston, MA, Ms. Bernier specializes in working with small businesses in all stages of the M&A process.

Dealing with debt is something many business owners are faced with even in the best of times, regardless of business or economic cycles, but many continue to tread water without an understanding of the financing that is often available to them. These solutions are intended to free up cash flow and are especially useful when your cash is tied up in long-term loan and lease payments. On this edition of “Deal Talk,” Jeff Allen catches up with Steve Mariani, founder and president of Diamond Financial, to chat about real-world solutions that will help get your cash flowing again, while helping rid your business of unwanted debt.

Often times, in the late stages of an acquisition, or even after the acquisition of a company is complete, an issue presents itself that may pose a significant financial risk to the acquiring company. Reps and warranties insurance can act to protect both the buyer and seller in such a situation, but what exactly are reps and warranties, and what information should they include? How is reps and warranties insurance used, and where can you obtain it? To answer those and a host of other questions, Jeff Allen visits Mr. Kirk Sanderson, vice president at Equity Risk Partners in New York, who oversees the firm’s transactional risk practice.