While there is considerable anecdotal data suggesting that strategic sales of privately held companies bring significantly higher prices than financial sales, there has never been a formal survey on this topic.  The purpose of this very brief survey, only 7 multiple choice questions, is to gather more data for the use of IBBA members and the broader professional community.

 

The survey, developed by ExiTrak LLC, should take only 2-3 minutes to complete.  Please respond as quickly as possible by following the link below, as the survey will be open for a limited time.  Thank you very much in advance for your contribution to this unique study.  We will publish the results in an upcoming IBBA Newsletter.

 

Click Here to Respond to the Survey 

The following 3 workshop descriptions are just a sampling of the great content offered at the upcoming IBBA Conference For Professional Development in New Orleans.  For a more complete listing of workshops click here

Pre-Diligence  - Analysis Tips that Can Increase Your Sale Price and Closing Rates - Steve Wain, CBI, M&AMI

Ever wonder why some businesses sell for more than others, even though they look the same? Ever wonder why some brokers and intermediaries make more money then you, and even earn money in a down economy? The short answer is, "they're good"! And, by attending this workshop, you can also begin to learn how successful IBBA and M&A Source brokers and intermediaries use "Pre-Diligence" by analyzing their clients financial metrics to help them uncover the good ... and the bad, that can aid in the increase of the selling price, or ward off unsalable businesses. Tips on working with financial statements and Tax returns will be covered. This workshop is for you if you've been in the business for 1 week, or as a needed refresher if you are an old pro who's been doing it for 10 years!!!

 

Personal vs. Enterprise Goodwill: Proper Allocation Can Close More Deals - Louis Pereira, CBI, MBA

This workshop presents the concept of personal versus enterprise goodwill and how it can be used to get more engagements and make more sales.  The program includes an overview and explanation of the theory as well as specific hands-on examples, as well as methods intermediaries can use on a daily basis.  Most important, is the ability to bridge the tax gap and turn the C corporation asset sale into a win-win deal for the buyer and seller.  Techniques for identifying and documenting personal versus enterprise goodwill will be discussed in detail.

 

How to Pitch your little Deals to the Big Guys - Moderator: Pat McDonald, CBI, M&AMI - Panelists: Main Street Capital, Westshore Capital & Prospect Partners

Have you ever gotten a nice size listing and the best buyer could be a Private Equity Group, but how do you get them to look at it? What are some of the things you should include on a one or two page summary to catch their attention so they will call you or take your call when you contact them? What should you get from your seller to put in your Pitch Book and how should it be organized so a PEG can review and decide if it is a fit for their portfolio? This panel of PEG's will go in details on how to prepare an Ex. Summery, and/or Pitch Book that they will look at when it lands on their desk.

 

Friday, April 15th: