Are you looking to sell or buy a business with less than $50 million in annual revenue? At Deal Talk we bring you exclusive interviews with experts in business sales, valuations, mergers and acquisitions and more. We talk to the most experienced professionals in the brokerage industry to uncover their secrets. Each podcast is packed with helpful, practical information on topics such as growing a business, drawing up exit strategies and preparing a business for sale. Brought to you by Morgan & Westfield (www.morganandwestfield.com), a nationwide leader in business sales and appraisals.


Looking at the Sale Process from a Buyer’s Perspective

Mike Rabinovich, Miracle Method franchise owner,

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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. ...

Key Takeaways To Remember

  • For business buyers, an accountant and CPA are the two most important people one needs in their team to help with buying and validation processes. A broker may not be necessary for someone who is looking to buy a business. 
  • Employees' reactions to the change in ownership of a business may be mixed. Those who provide the business's services, the ones in the field, tend to be less concerned about changes, especially changes in their roles. Others who hold management positions are more prone to worry, as there might be changes in their usual way of doing things. 
  • For a new business owner, building good working relationships with employees is important because doing so will motivate them to provide the best possible service to customers.
  • In buying a business, being thorough in due diligence is paramount, as this will enable the new business owner to run the business more easily and effectively.  Business sellers, in turn, should prepare in advance the data and documents that buyers usually request to save time during due diligence.
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Is Your Company’s Intellectual Property Adequately Protected?

Beverly Berneman, Intellectual Property Partner,

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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,...

Key Takeaways To Remember

  • There are three types of intellectual property: patents, copyrights, trademarks and trade secrets.
  • Trademarks are different from patents and copyrights; you don't own a trademark — you own the right to use it in connection with your goods and services. 
  • Primary areas that business owners often overlook include tribal knowledge, digital assets and social media accounts.
  • To do determine the value of your intellectual property, you look at the market, how that intellectual property fits into your business and how you monetize your intellectual property.
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Essential Tips for Baby Boomers Looking to Sell their Business

John Dini, Exit Strategy Coach, Speaker

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A large portion of baby boomers are business owners because the scarcity of jobs when they entered the workforce drove them to create their own jobs and become entrepreneurs. As many of these baby boomers are retiring and exiting their company, the need for information about selling businesses, particularly in planning and preparing for the sale, is becoming increasingly prevalent. ...

Key Takeaways To Remember

  • Legacy is important. Making sure the company survives and thrives after the owner has sold the business is paramount.
  • Business owners identify with their company, so they should have a clear vision for after they exit the business. If an owner doesn’t know what their plans are after the sale of their business, then the transaction's likely to go badly.
  • Preparedness is important when selling a business. A business owner should put processes in place so that a third party could take over what they are doing. Sharing and teaching others what they know on how to run the business is essential. The more a business relies on one person, the less its value.
  • Business owners planning to sell their business should seek help from a professional who understands business and value drivers to take a realistic outside look at their business. The professional will help them gauge whether they meet buyers’ expectations compared with competitors.
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Working with a Professional Coach Can Improve Your Business’s Growth

Dr. Janine-Nicole Desai, Founder of Outside Partner

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Professional coaches have become increasingly important in recent years, and businesses of all sizes understand why: They help make good leaders better leaders of their teams and companies. Interestingly, however, one of the most important impacts a business coach can have is in an organization’s valuation. Dr. Janine Nicole-Desai, founding business coach of Outside Partner, talks...

Key Takeaways To Remember

  • A coach will help you take a step back, look at the bigger picture, and review whether you are actually focused on the right things, and if you are, whether you are approaching them in the most effective way.
  • If coaching is offered as a remedial measure, it's often too late. The real benefits are generated when it's used proactively.
  • The right chemistry between the coach and the coachee is important to create the necessary level of openness to achieve the desired results.
  • When working with a coach, you need to define your overall objective and then spend time with your coach to agree on very specific goals upfront so that you can evaluate the benefits for yourself.
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Do You Know What Prospective Buyers Think About Your Business?

Mark Johnston, President of Telementrix

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Different buyers have different intentions when it comes to pursuing your business as a purchase target. Whether those intentions are strategic or financial could have a definite impact on the outcome for you and your team. Mark Johnston is the President of Telementrix, an M&A strategic planning firm. In his discussion with Jeff Allen, Mr. Johnston wi ll talk about the difference between the...

Key Takeaways To Remember

  • A potential buyer will want to get a sense of who the key employees are and what the impact could be if they decided to leave the company.
  • It is important to be open and honest with your buyer about both the positives and the negatives of your company because they will conduct due diligence and find out anyway.
  • A strategic buyer is basically looking for ways in which they can accelerate their business.
  • A seller should think about how to reduce risk from the buyer's perspective, because the riskier they think the deal is, the lower the price they’ll be willing to pay.
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