Many business owners are emotionally attached to their businesses, and it is easy to understand why. 通常, 企业主不仅在生意上投入了大量的时间和金钱, but a good bit of themselves as well. 拥有和经营企业往往成为一个人身份的一部分. 然而, the fact is that no one will work forever, as retirement eventually comes for almost every business owner. 考虑到这一点，提前做好出售业务的准备是很重要的.
经纪专业人士可以利用你的业务知识, 并利用它来帮助你在最好的情况下规划你的业务. 你r expertise in your business can also help a broker find ways to improve your business so that it is more attractive to potential buyers. With all of this in mind, let’s turn our attention to the key steps you should take when preparing to sell your business and transition into retirement.
Select 你r Second-in-Command
任何精明的买家都会想知道业务是由一个有能力的团队很好的支持. 买家 rightfully worry about having a smooth transition period, and nothing helps dispel those fears like having a proven and capable second-in-command standing by. When selecting this important individual, it is important that you pick someone that understands how your business works and is a proven asset to its operation.
Automate, Automate and Automate
买家 can be intimidated by taking control of a business. 有一个可靠的副手随时准备协助是明智的一步. Automating as much as possible is yet another prudent move. 简而言之, you want your prospective new buyer to feel more confident about buying and operating your business.
Make a “Smooth Transition” List
作为卖家，你有一个至关重要的工作，那就是消除买家的恐惧. 当你增强了他们的信心，他们就能成功地经营你的生意, you increase the odds that your sale will go smoothly. Making a smooth transition list, 其中包括你可以采取的提高买家成功几率的所有步骤, is a smart investment of your time and effort.
一个好的过渡清单应该包括如何与关键客户合作的信息, 员工和供应商. 你 want to ensure that your customers, 员工, and vendors understand that a sale will take place, 但也要明白，这个过程将是顺利的，没有麻烦的. 无论大小, 尽你所能采取任何措施向买家表明，这种转变将会很受欢迎.
The average business owner has, 事实上, never sold a business before, and is unprepared for this very complex process. 因为买卖企业的过程是非常复杂的, 他们应该强烈考虑与有经验的商业经纪人或M&A Advisor who can help guide them through the process. 经纪专业人士是买卖业务的专家. They understand what both buyers and sellers want and need. 因此，他们可以帮助你采取必要的步骤，让你的企业准备出售.
There is a considerable difference between determining the value of a privately-held company and a publicly-held company. Topping the list of considerable differences is the fact that privately-held companies do not have audited financial statements. Let’s look at how the owners of privately held companies should proceed in establishing a reasonable price for their company.
An audited financial statement is a costly endeavor. In order to avoid the cost, many companies simply don’t go public. 当然, it should be noted that publicly held companies, 顾名思义, 与私人持有的银行相比，他们更能透露自己的财务状况. Privately held companies are often seen as being more mysterious whereas publicly held companies are considered more “open.”
Business owners looking to sell their business will, 当然, want to address the fact that their company lacks the public information associated with publicly held companies. Providing prospective buyers with as much verified information about your business as possible is one of the fastest and easiest ways to overcome buyers’ concerns. A smart move for any business owner is to work closely with their accountant to go over the numbers and create an easy-to-understand presentation for prospective buyers. This should serve to allay many of their concerns.
Working with your accountant is only the first step in providing prospective buyers with the information they need to feel comfortable. The second step is to work with an outside appraiser or other expert who can determine the value of your business. 在那之后, you’ll want to decide on what your market price will be, as well as your “wish price,” or the price that you would ideally want. Third, you must know your “rock bottom” lowest price. 你, 作为主人, 需要得到这一信息，因为这将大大促进和简化所有谈判.
当买家审查材料并决定他们愿意支付的价格时, they will look at a wide range of factors including:
- The size of your customer base
- Potential competitors in the area
- Competitors on the horizon
- Potential disruptions to your business, such as supplier problems
- The stability of your earnings
- The stability of the market
不同的买家可能会对特定领域给予不同程度的重视, 但你可以肯定的是，上述领域将仔细检查. The process is undoubtedly rather complex. This complexity underscores the need for professional assistance.
最终，市场将决定你企业的销售价格. 对于企业主, 第一步也是最重要的一步是与专业人士(如会计师)密切合作, 评估人员, 商业经纪人及M&A Advisors to establish the price of your privately held business. 你 can count on brokerage professionals to properly organize the facts and numbers that support that price.
BizBuySell的Insight Report充满了一系列主题的关键统计数据和信息, 包括劳动力短缺和许多企业目前面临的招聘问题. 访问 BizBuySell for more information about the findings that they recently reported for the third quarter of 2021. 该网站还提供了2013年以来的季度报告存档.
The pandemic has “reshuffled the deck,” causing many to reassess their positions in corporate America. 2021年的这个时候, businesses are recovering, but the pandemic continues to play a role in business operations. 71% of business owners surveyed noted that they are facing higher costs than before the pandemic. Most respondents indicated that labor shortages have been having a significant impact on their businesses. There are issues both in hiring and retaining 员工.
As the report explains, “根据 U.S. 人口普查局, retail spending in September increased 13.9% over the previous year. 然而，许多企业仍在努力吸引或留住员工. 事实上, 49% of owners say the labor shortage is impacting their business, 而商业经纪人则将其视为小企业面临的首要问题.”
一些与劳动力短缺问题有关的问题并不是显而易见的. As it has become common knowledge that employers are having trouble filling positions and are having to increase pay in order to attract new 员工, existing 员工 are taking note. 因为现有员工意识到新员工的工资更高, they are themselves often expecting raises. In turn, operational costs are going up for many businesses.
事实上，由于各种原因，企业主仍在出售. BizBuySell的统计数据还显示，有多少买家计划出售, 20% cite retirement as their main reason for selling, whereas 38% cite burnout as the primary reason.
根据 data collected by BizBuySell, transactions are up 17% over the last quarter, but are still 7% below pre-pandemic levels. 然而, it is expected that the number of transactions will grow to be well above their pre-pandemic levels in 2022.
买家 and sellers alike should remember that the pandemic has changed business and will continue to do so in the near future. 简而言之, the business landscape continues to evolve.
Every business has an array of important legal documents. 然而, 合伙协议在你的企业及其未来中占有独特而重要的地位.
事实是，许多人选择与亲密的朋友或家人一起做生意, 通常，这些私人关系会导致合伙人协议的放弃. Don’t go this route, as it would be a major mistake. 作为一个企业主，你有责任保护、维护和发展你的企业.
A well-written partnership agreement can greatly reduce the number of potential problems that your business can face down the road. 为你的业务运作建立一个法律框架是必须的.
A good partnership agreement is one in which every major aspect of how the partnership should run is outlined and spelled out in detail. 在一天结束时, your partnership agreement should be viewed as a legal document that serves as a key guidepost for the operation of your business. Since a partnership agreement is a legal document, it is essential that you work with a lawyer to create a contract that is specific to your company.
This type of agreement is often a more complex agreement than many business owners would initially expect, 有充分的理由. Due to the wide scope that a partnership can entail, the partnership agreement can address many different points.
It is important to remember that partnership agreements are designed to minimize misunderstandings and outline how the business should function. Issues such as how money is distributed, what percentage each partner will receive, and which partners are to receive a draw, 都应该被覆盖.
然而，合伙协议不仅仅是解决如何分配资金的问题. It should also outline key operational factors such as what happens in the event of the death of a partner. 例如，如果发生这种情况，谁将负责管理工作? Issues such as how business decisions should be made, and how conflicts are to be resolved, are additional important issues that should be addressed.
A good partnership agreement, one that strives to foresee as many problems as possible, serves to protect your business against future disruptions. 每一个成功的操作或企业都有其运行的规则, and your business should be no exception.
在某些时候，每个企业主都需要考虑出售自己的企业. 这意味着你需要准备好克服一系列障碍, 因为出售业务的过程可能既混乱又耗时. 对于那些以前没有经历过这一过程的人来说尤其如此. 让bet356体育投注把注意力转向交易失败的一些关键原因.
买家, 如卖家, 带着关于流程应该如何工作的各种先入为主的概念进入流程, as well as what they consider to be “a great deal.“出售企业所涉及的心理因素不应被忽视.
Sellers need to understand the specific wants and desires of the buyer as well as their own psychology.
Even serious buyers may have highly unrealistic expectations regarding various aspects of a business, ranging from its price to its opportunities for future growth. 在某些情况下, they may stall due to the fact they are not quite ready to buy a business and see no urgency in the matter.
买家也会受到外界的影响，比如顾问、朋友和家人. 简而言之, sellers may discover that, for all practical purposes, buyers may actually be several people who are forming a collective opinion on issues regarding the business.
A seller’s own psychology can play a huge role in whether or not a business is successfully sold. 许多卖家在没有完全理解所涉及的内容的情况下就进入了这个过程. 这个因素, 当然, 强调了与专业人士一起工作的重要性, 如果没有年, before you actually place your business on the market. These professionals should include an M&A Advisor or Business Broker.
Another major obstacle is that many sellers have unrealistic expectations about both price and the time frame in which their business can be sold. Sellers should enter the selling process with their eyes open and realistic expectations in place. Be sure to establish a fair price. 同样重要的是要明白，找到买家可能需要一年或更长时间.
卖方应该记住，有许多“命运的举动”可以破坏一笔交易. A deal may seem like everything is moving along without problems, only to discover at the last minute that the buyer isn’t able to secure the needed funds as expected.
重要的是，在最终达成协议之前，各方都要意识到这一点, problems can still arise. 事实上, they can arise from unexpected directions. 但很难预测和发现每一种潜在的干扰. The complexity of selling a business is one of the main reasons why so many business owners opt to work with a brokerage professional.