âHow to Increase the Value of Your Business BEFORE You SellâŚ and Make It More Profitable Nowâ
and learn how to make this decision so it fits your goals, intentions and desired lifestyle.
You need to work through these books so that you can know how to build your Saleability Blueprint. It is the first system available anywhere on how to make the right changes inside your organization and in your personal life to get a return on all the love, care and money youâve invested in your business.
In a word, we want as many business owners in this world as possible to get a return from their lifeâs work.
We want to make that difference for you, because you make a difference in your world.
Did you know that what you do for your employees, for your local economy and for your customers is a vital part of our economic engine?
We want your business to continue to drive economic value â and make a huge financial difference for you and your family.
If you want to make a real difference then you have to face facts.
What you donât know about what it takes to get into the 10% of owners that are wining a premium return on their investment is killing your chances. This means you might be:
Failing to close the deal.
Failing to earn a buyerâs interest.
Failing to get on the radar of prospective buyers.
Failing to learn in time what it takes to transfer ownership to an employee or a family member.
Failing to make their company saleable before life throws a curve ball and suddenly selling is the only option. And canât.
Failing to recognize that a successful business is actually one that thrives long after the owner is not at the helm anymore, not in control anymore.
Failing to learn in time that a succession plan is useless without making the company saleable.
Failing to recognize the warning signs that itâs time to make sure there is a chance to get a return on the investment by selling the business.
Failing to learn that it takes 2-4 years to make a company saleable.
Failing to learn that it takes a game plan to make a company saleable.
Failing to recognize that 9 times out of 10, the best course of action is to have someone else lead the company to its future rather than do that job off the side of the desk while still working functionally in the business.
We want to eliminate failure as an option.
We thought it was plainly ridiculous that just because no one has broken down this massively confusing, complicated, messy process into manageable steps shouldnât mean that business owners suffer.
Just because there is no incentive for buyers to share the black box of what they look for when buying a business, why should business owners lose out on this information?
We donât want to sit around and witness all this potential failure.
We want to share what we know about making a company saleable with more business owners than just our clients.
Weâve worked with more than 100 successful mid-size business owners over the years. Lots of employees, great products, happy customers and many accomplishments.
But no game plan for how theyâll get a return on their investment. Just lots of confusion about topics like tax and succession planningâŚ which have nothing to do with being able to sell a company.
And fear. Fear that if they spent time thinking about something âso far awayâ that it meant they didnât have mojo anymore. That the end was near. That they had become irrelevant or not able to lead their company to the heights of their ambition.
Just to set the record straight in case any of these thoughts make you squirm:
So now that we have squared away some myths that are standing in the way of you and your big exit payday, letâs get to the big picture.
When we think about the fact that there are more than 2.8 million business owners in North America over 55 and they have not yet discovered their companies are unsaleable in their current state, we see a big storm on the horizon.
If these companies that power 50% of our economy donât find buyers, donât find some one to transition the company, they will close one day.
Shrinking our already fragile economy. Expanding the ranks of the unemployed.
And severely limiting the financial options of the business owner and his or her family, who had to close the company for lack of a saleable enterprise.
And we got mad. Mad enough to say âsomeone has to do something about waking up business ownersâ.
Mad enough to take what we know and write three books about how to get a return on your investment from making a business saleable. Nothing like having a passion to make a different to change lives by making something profound happen.
We know what buyers look for. What banks require when lending to employees or family members to buyout the owner(s)of a business.
When we meet strategic buyers, private equity, banks, and business brokers, we hear a common theme:
âWe canât buy a company that isnât optimized so that we can take it over and get the same success as the current owner. How come more business owners think they can sell something that hasnât been made saleable. Itâs heartbreaking for them. For us, we just keep looking for the owner that has taken the trouble to do the work inside their operation to remove the risks we see.â
Business owners donât typically hear this little gripe until they are sitting across the table from a buyer who is passing on the âdealâ.
We know what buyers want. We know what to do to make a company saleable. Weâve done it many times for our clients.
So all we had to do was write about it and publish the book.
Of course that is far easier to say than do.
We spent years honing our approach to making a company saleable.
It takes two to four years to do this and we work alongside the owners and their management team to make this transformation from unsaleable business to saleable âgo-toâ company stick.
We had to find a way to show readers how to do this for themselves, step by step. On top of our day jobs making companies saleable for our clients.
Two years later, the book emerged. Kind of like delivering a new product.Or a baby.Or launching a business.Lots of editing, refining, reframing, and testing.
A business owner had to be able to go through the book and the playbook and come out the other end with a Saleability Blueprint â the game plan for what changes to make inside the business to make it saleable and when to do them to become what a buyer is looking for.
You will be happy to discover that the book and the playbook work. Itâs simple really. (OK, itâs not just us making this claim. Our clients have read it and confirm it!)
You read the book. At the end of each chapter, you do the exercises explained in the Playbook.
And who would be the likely ideal buyer.
And what itâs worth at the moment.
And how to make it worth what you really want to sell it for.
And how to avoid the legal, people, financial and change leadership landmines that ruin the best of intentions.
And who to bring on to advise you.
And when you need advisors because making a business saleable requires skills and expertise from people who done this. You wouldnât build a house yourself if you had never built anything before.Â Donât try your hand at this without help.
And how to find the leaks in your business that buyers look for that tell them there is too much riskâŚ and how to fix these issues.
And how to make decisions that before seemed too hard to make.
And how to find your replacement.
And how to dream up your next act.
And how to motivate you, your management team and your customer base without telling them that you are now positioning the company for sale and still feel good about who you are and what you are doing.
And how to become more profitable, more productive and have more fun at work on the way.
Imagine knowing for certain:
Regardless of what stage you are at in your business career, your business should be in a âsaleableâ condition at all times. Buyers are on the hunt for saleable businesses. Think like a technology entrepreneur: sell on the way up! Donât make the same mistake many business owners do today by trying to sell the company on its way down.
If youâre in business, you NEED How to Increase the Value of Your Business BEFORE You SellâŚ and Make It More Profitable Now! It shows you how to do it RIGHT â so you donât spin your wheels and waste more time NOT getting what you want and need. This book cuts right to the chase, providing you with all the tools you need to navigate the confusing distractions and competing priorities of daily operations, so you can unlock the rich rewards by becoming predictably profitable and then saleable. What will that do for your business and your familyâŚnow and in the future?
In How to Increase the Value of Your Business BEFORE You SellâŚ and Make It More Profitable Now! past president of the Association for Corporate Growth ACG Vancouver and business growth expert Lorraine McGregor shows you how to:
Get started understanding how to turn your business into a valuable, saleable asset now.
Disc 1 â The Seller and Strategic Buyer Mindset
Learn first hand from a business owner who learned the hard way (like the 90% of owners who fail at selling) about what it takes to attract a buyer.
Get inside the mind of a strategic buyer with buckets of cash and the struggle they go through to find companies that have done the work inside their business so that he can guarantee his shareholders that by buying a company, their business will grow and add value. You might not like what you hear, but you will be hearing advice other business owners never get. 90% of all acquisitions these days are made by other companies.
Disc 2 â Understanding Value
The hardest thing for an owner to wrap their mind around is how their company is valued from a buyersâ perspective. A business ownerâs sense of value is very different than the buyers. If the owner of the company doesnât learn about the difference, the haggle over price at the eleventh hour will stop the acquisition from closing.
If it is a family owned business, there are even greater struggles about value and how it should be transferred. Learn from company owner who found out the best way to transfer value to family. What you learn in this interview will shock you.
Disc 3 â Preparing Your Stakeholders
Got shareholders? Got partners? Got family? Everyoneâs voice must get heard if you want to get to the finish line. Lawyers offices are filled with the case files of shareholders and partners suing each other. There is a right way and a wrong way. Learn now, before you land where it hurts.
Disc 4 â The Mindset Needed to Manage Wealth
Ever had sudden wealth? People who win lotteries or sell their companies are often ill-equipped to deal with the transition. Your mindset and your emotions create a tug of war that often results in more spending than saving.
Your family has to be part of this transition too. Learning how to prepare and plan for your next act so you actually have the wealth to support you is a new skill for post-exit business owners.
Disc 5 â Building Your Transition Plan for Your Next Act
One of the primary de-motivators that stop business owners from fulfilling their exit plans? Not knowing what to do with themselves post-exit. This fear kills off more deals according to the buyers we know. Itâs one thing to dream about playing golf, traveling and hanging out with your family and another to realize your business made up a lot of your identity.
You need transition planning skills and probably a coach who can pull out of you want will make your heart sing in your next act. Then you need to know how to make this next act something you want to run to, rather than put off as long as you can.
Disc 6 â Can You Sell to Your Employees?
Many owners of businesses hope that their employees or a family member might want the company. This is a complicated process that can take years to put in place and even longer to realize the full value of the acquisition price. Know before you go. And count on learning how to have very transparent and frank discussions with the people you think could be contenders. There are a lot of potholes to become aware of not the least of which is learning how financing such a deal would work.
Disc 7 â Consider Alternative Investor/Buyer Types
There are several types of buyers that may be ideal for your type of business. There are pros and cons for each type. Financial buyers or private equity are responsible for 10% of all acquisitions today. They are highly skilled people to have on your side and very demanding post acquisition. If your company has certain attributes, they might well pay a premium to have you join their portfolio.
In our changing world, there are wealthy individuals around the world who want to invest in businesses in other countries. Would your company be of interest to them? How would that kind of deal work legally? These are the kinds of questions best left to an immigration attorney to guide your exploration of this increasingly important buyer type.
Disc 8 â Preparing an Exit Plan
It takes a team of advisors to get you a saleable company, into the exit portal and out the other side as a wealthy former owner. One of the most important advisors on this team will be your exit planner. This is a new profession and there are few who are credible at dealing with the myriad of issues that you need a plan for. Listen to the three of the leading experts in this burgeoning field.
Disc 9 â Legal Landmines and Leading Change
You need a lawyer who understands mergers and acquisitions. This isnât your company lawyer.Â You need the specialists who know how to dig through your legal history to uncover every risk point, every poor decision made and every piece of dirty laundry so that you know you can survive due diligence. And we do mean survive. Getting your landmines found and dealt with can take years. Start now.
Your role over the next two to four years is to lead a project called making your business saleable. It will take keen change leadership abilities so that the changes essential to becoming saleable stick. Learn what stands in your way and how to change your internal thought process to lead in a more effective way.
Disc 10 â What Brokers Need from Business Owners
Every business broker we talk to has a big list of what they wishÂ the owners had done before coming to their office, hoping that they can get a deal done this year. Learn about when to get to know a broker and what to do to really be prepared. They canât sell an unsaleable company. They can only work with what you give them.
You will have discovered:
Imagine knowing for certain:
Letâs decide that having a saleable company, and a satisfying payday as a return on your investment is your next goal at this stage in your business life.
So what are the stages of a business? And what are the stages of a business ownerâs life? They are different.
You started the company, you grew the business, you nurtured your customers, your employees and your stakeholder family, nudging everyone towards excellence.
Youâve sweated bullets balancing the costs of growing with the costs of keeping the doors open. Youâve carried the burdens of making painful decisions when no one else would.
You and your business have seen it all.
And now you are at the next stage of your business ownerâs journey: getting a return on your investment. To get that payday, you and your company may need to part ways. Â Remember that this day will happen sooner or later by choice or by circumstances. You can be prepared to catch that curve ball or be sidelined by the force of it. Your company can continue long into the futureâŚ but only if you allow it do so.
So back to your options. You need to know what they are. You need to learn whatâs involved in making a company saleable or the work of closing it one day. This is the fork in the road moment at this stage in your personal journey as a business owner.
So you have 2 options to learn how you will make your company saleable over the next 2-4 years or make alternative plans:
So the choice is yours. Do you want to spend your time and money digging up the knowledge on your own, or get it now so your company will be saleable when you are ready to sell and when the ideal buyer wants to acquire your businessâŚ because you invested in making it attractive and saleable for that buyer in time to catch their attention. Prepare busines for sale in the right way!
We know it can be hard to know whether what you are buying lives up to all the promises weâve set out. So hereâs our guarantee.
Buy the Make Your Business Saleable Resource System today.
When you get it, follow the plan in your start up letter. Read the books, watch the videos from our 19 experts (or read the transcripts if watching videos isnât your thing) and if after 60 days you have not learned anything new that you didnât already know and didnât feel that there was anything in the books or the interviews that would help make your business saleable or more profitable, then give Corrie Winter a call at 206-395-3540. Tell her you are unhappy with your purchase. You donât have to even explain why. She has the authority to refund the entire price to you on the spot, no questions asked. You can even keep all the materials.
No hassles, no returns of merchandise, no awkward questions, no drama. Just your money back. And if you think 60 days isnât long enough for you to review this material, letâs make it 90 days.
We donât want anybody to lose out on this deal because you canât see inside the box. We are making it easy on everyone.