How To Know When To Close Your Business – Time to sell your business: This is one of three important questions most business owners ask: How much is it worth and what taxes will I pay? The answer to the question of when to sell your business may not be complicated. There are many unanswered questions, with “it depends” being the most common (and expanding).
Some business owners view their business as an investment and try to sell their assets at or near their highest value. These owners understand that “buy low, sell high” applies to many things in life, including finding the key to getting the most out of a business sale.
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However, many owners answer the question of when to sell their business with a shrug, believing that they only start selling when they “feel good.”
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The problem with “if it looks good” is that it may or may not correspond to a business being in a good position to attract buyers and get a higher selling price. Even worse, if it “makes sense,” it may come at a time when selling your business may be difficult or impossible.
While finding the best time to sell your business requires careful planning and deliberate action, identifying examples of when not to sell is an easy task.
In this article, we’ll help you understand when to sell your business by discussing seven situations when selling should be avoided. We’ll explain when it’s hard to find the right buyers for your business and when sales lead to low prices or bad deals. We also offer express shipping just in case.
The first thing buyers will want to see are your business’s financial statements. Buyers often ask for an analysis of the last three years’ income statements, accounting records and tax returns as a requirement for submissions. And this is just the beginning. The buyer and his financial advisors will question everything but the depth of the kitchen during the inspection.
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The numbers associated with your small business may seem insignificant to consumers for a number of reasons. Here are some examples:
The financial statements of your business are its foundation. Selling your business can be very difficult when finances are weak, or paint a bleak picture of your business’s future prospects.
There’s an old saying in the investment community: “If your numbers are bad, your story must be good.” The truth is that there are several reasons for poor economic performance to encourage consumers. If your financial plan looks questionable, potential buyers will accept your business and look for a better investment of their time and money.
WHAT TO DO: Ideally, you want to sell when your financial plans for three or more years look good. The answer to the question of when to sell your business is that sales are growing year over year, margins are good, and profits are higher than small businesses in your industry. Ironically, this is the last time small business owners should consider calling a lender for a business appraisal and beginning the process of selling the business.
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You may have seen the writing on the wall; Technologies are changing, the market is changing, competitors are calling for him to leave. It can be hard to accept that the business you’ve built is now in decline. Maybe you’ve been in the game for a long time because of the loyalty of your customers, your employees, your original dreams.
Many business owners think that the new owner will want to overcome the problem of entering neighboring companies or introduce new products and services to existing customers. The idea is that maybe someone younger, with more energy, more wealth, or a fresher idea might succeed in the next round.
But the truth is that most buyers want to buy a business from a company that is mature or growing in its life cycle. While there are fewer and fewer buyers, often financial professionals like private equity groups and savvy buyers know that the value of your business can decline with the industry. Selling a local grocery store right after they announced the closing of 55 locations can be an uphill battle.
WHAT TO DO: Sell your business when your business is growing or in a mature stage of its life cycle. How do you know when to sell your business this way? If your industry is experiencing a flurry of merger and acquisition (M&A) activity, often referred to as a “bubble market,” you should consider riding the wave. When smart buyers and private groups find what they want, M&A activity slows down … and slowly picks up.
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Business owners often sell when they reach the point of exhaustion. There is nothing wrong or unusual about being tired of running a small business. No matter how much burnout you experience, we all know the feeling of wanting to close one chapter of life and move on to another.
The problem comes when you’re so tired you can’t help but close the door and leave. Selling a business and properly planning a business for sale takes time and energy. The sale process itself can take up to a year (four to six months on average), during which time you must continue to run the business—and run it diligently—while you work through the sale process.
Often, running a business for a year before selling it can help attract more buyers and increase valuation. Even simple changes like updating your financial statements, writing policies and updating your website can make a big difference. If you take a year for planning plus a year for sales, that’s two more years to focus on your business.
Even after a sale, business owners often need to engage in the transition with the new owner. These after-sales lead times range from six to 12 months. Therefore, you cannot be without your business for three years – from the time you start planning the sale, proceed with the sale and complete the post-sale processing period.
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TAKEAWAY: I can’t tell you how many times I’ve heard owners say, “we should have started this project two years ago.” And two is the magic number: try to start selling your business at least two years before you want the sale to happen. Waiting until you are tired and want to go out may be too late.
Staffing problems are one of the main reasons business owners burn out. Few things hurt a business and owner like boxing with a senior member of your management team, reports say. Or worse, watch three senior members of your management team leave to start their own company. Ouch!
This is one of those times when you have to throw in the towel. Why not sell the business so you don’t have to deal with this problem anymore?
Unfortunately, one of the things a buyer looks for in a retail business is a strong senior management team. If you don’t have a management team between you, the owners and the first employees, it can be difficult to sell your business. In these situations, the business owner is often involved in a long period after the sale while the new owner expands the team.
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WHAT TO DO: Owners of high-margin, variable-cost businesses are out of a job. In other words, their presence is not necessary to carry out day-to-day operations or to attract new customers to the business. Here’s a quick litmus test: What would happen to your business if you took a six-week vacation? If your business can’t run without you for four weeks, now is the time to build a deep bench, not sell.
When you first started your business, you probably dreamed of developing it to its full potential. Maybe the goal was $10 million in sales a year, or in five countries, or nationwide.
To be honest, growing a business is easier said than done. To expand, you may need to raise more money (for example, take out a loan or cut costs), hire more employees, or buy more equipment. Often the headache and risk involved in growing a business is not seen as important. Why not keep things running smoothly instead of taking on all the problems that come with growing up?
No matter what reason your business is growing, there’s a chance it’s too small to sell. This may sound strange. Why not sell your small business for less and go out of business? The answer is twofold:
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