"In and Out of Business . . . Happily"

by: Theodore P. Burbank, FCBI

The previously unwritten rules for buying, selling and valuing a private business.  Determine the right price for any private or family businesses (with sales between $100,000 and $20,000,000). Case studies illustrate why different buyers pay different prices. Explains why individual motivations and perspectives may be more important than “the numbers” when making value and buy/sell decisions. This is the only resource of its kind. Based on marketplace experience, not theory. Bound in a sturdy 3 ring binder for ease of reference.

"Unique, insightful, no nonsense approach --
A must reading before even considering selling (buying) a business"  S. Meehan, CPA

Insider Information

• Costly traps to avoid when buying or selling all, or part of any business

• Ten major reasons why buying or a selling a business is different than buying or selling anything else you can imagine

• How applying this information puts you in control

• How to identify buyers willing to pay premium prices - How to identify a "Real Bargain"

• Non-financial elements that increase or decrease a business's value

• Buy or sell any business at the right price and terms

• Why financial information is generally of secondary importance when determining business value

• Discover negotiating strategies that produce win-win transactions

• Determine the optimum time to buy or sell any business

• Understand the impact transaction structure has upon value and how to minimize risk

Just thought I'd let you know how much I enjoyed your book.  
Did not put it down until I finished it."  
R. Ferris, MBA

"Have read many professional books on Mergers and Acquisitions - none have helped us as much as yours. It's a real honest book - gave us the insights we needed to successfully acquirer smaller companies."
George M. Business Development Officer, Fortune 100 Company

For an overview of what is covered take a look at the Table of Contents

Case Studies
One case study illustrates the wide range of value a small business can command - and why.  

We were asked to value a business owned by a young woman who had been approached by a buyer.  Our work predicted her buyer would be willing to pay about $164,000 for her business.  However, she could easily sell for $425,000 to a different type buyer without making any changes to her operation.  

If she were to make the modest changes required to attract a third type buyer then her business would be worth $750,000. Were she able to attract a Public Company (which she was not) as an acquirer then public company valuation methods would value her business at about $1,250,000.

Our prediction as to what her present suitor would be willing to pay proved accurate and she was able to end negotiations before she had disclosed too much confidential information.  She decided to make the few changes in her operations and then sell to the type buyer willing to pay $750,000.  Six months later she asked us to sell her business, and because her earnings and the outlook for future profits had been enhanced, we sold her business for $1,000,000.

Scores of case studies illustrate every major point.

Two ways to order