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If you are approached by a single prospective buyer who wants to deal exclusively with you (or your client), what do you do? Is a “proprietary deal” right for you?

On a recent flight, I met a lady who works in the charitable giving area for a major institution.  We talked for a bit and I asked if she was familiar with the idea of asking business owners to consider making gifts to her charity of appreciated shares in closely held businesses.  She was familiar […]

There was pent-up demand for selling businesses in 2008. Now that we are on the short side of 2012, that pent-up demand is causing unknown pressures for business owners, their families, and their employees, who are uncertain about the necessary transitions that await. The tsunami is coming. Will you be ready? Will your clients be ready?

On Friday, September 23rd, I’ll be presenting the session “Buy-Sell Agreements and the Valuation of Closely Held Companies” as part of the Tennessee Society of CPAs Fall Industry Conference in Memphis, Tennessee. Buy-sell agreements impact shareholders and the value they receive when agreements are triggered. In this session, I will discuss ways to evaluate buy-sell agreements from […]

We are in the midst of a demographic tsunami with respect to business ownership transition.  Since about 2005, the press has been heralding the emerging wave of baby boomer business owners who will and must transition the ownership of their businesses.  The business environment for business transactions soured late in the last decade, and many […]