{"id":88788,"date":"2023-01-17T14:45:00","date_gmt":"2023-01-17T18:45:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=88788"},"modified":"2023-01-18T11:06:01","modified_gmt":"2023-01-18T15:06:01","slug":"how-to-sell-your-business","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/how-to-sell-your-business\/","title":{"rendered":"How to Sell Your Business: Advice From John Warrillow"},"content":{"rendered":"\n

Why should you sell your business<\/a>? What is the process of selling your business<\/a>?<\/p>\n\n\n\n

In Built to Sell<\/em>, businessman John Warrillow provides advice on how to make your small business sellable. The best way to do this is to build a business that runs on its own and accepting the best offer possible.<\/p>\n\n\n\n

Keep reading to learn how to sell your business<\/a> in the smoothest way.<\/p>\n\n\n\n\n\n\n\n

Find the Right Company to Help Sell Your Business<\/strong><\/h2>\n\n\n\n

Want to know how to sell your business? Once your company is in a good position to be sold, Warrillow claims you need to find a professional advisor. When searching for an advisor, there are two key aspects to consider: the size of the firm and their knowledge of your business specialty.<\/p>\n\n\n\n

Finding a broker or firm that\u2019s the right size for your business is important because it ensures they\u2019ll have the right contacts and appreciate your specific needs<\/strong>. Warrillow advises using a business broker if your company does less than $2 million in annual sales, and a merger and acquisition firm if it does more than that. If a broker is too small for your company, they might not be able to find the companies that would give you the highest offer. If a firm is too big, they might view your business as less important than their bigger clients and not put in the effort to find the most suitable buyer. Instead, they\u2019ll simply look to sell your company as quickly as possible, take their cut, and be on their way.<\/p>\n\n\n\n

(Shortform note: Though they perform similar duties\u2014help people sell and buy companies\u2014there are some key differences between merger and acquisition (M&A) firms and business brokers<\/a>. In general, business brokers operate on a smaller scale, brokering deals of single companies in a local or regional market. M&A firms are more likely to broker complex deals on a national or international scale. A business broker is also more likely to work for companies that are easy to evaluate and focus on getting the deal done for a predetermined compensation. M&A firms are more likely to help their clients after the deal is done and thus require additional payouts.)<\/p>\n\n\n\n

Your advisor should also be well-acquainted with the industry your company specializes in. If it\u2019s not, you run the risk of them overlooking or underappreciating the value you bring to that particular industry. If you have truly built something special, a broker or firm familiar with your industry will recognize that and fight for every dollar your company is worth. <\/p>\n\n\n\n

(Shortform note: Warrillow\u2019s advice to make sure your advisor knows your industry is similar to Peter Lynch\u2019s investing advice in One Up On Wall Street<\/em><\/a>. Lynch argues that the best investment opportunities are usually found in the places you\u2019re most familiar with<\/a>. If you like a company\u2019s product and are well-acquainted with the industry, you\u2019re more likely to accurately predict how well the company will perform. It seems that across the board, familiarity with companies and industries leads to better financial choices.)<\/p>\n\n\n\n

Accept An Offer<\/strong><\/h2>\n\n\n\n

The next and final step in selling a business is to accept an offer. Warrillow recommends knowing exactly what you want from a deal<\/strong>. This will make the decision easier. For example, have a minimum amount of money you\u2019ll accept up front, with any performance fees or add-ons seen as a special bonus. If most of your compensation is based on how the company performs in the future, you may be forced to continue working for the company to ensure you get a proper payout. Knowing exactly what you want will help you stand firm if your business broker pushes for you to accept a lower deal just so they can get paid and move on.<\/p>\n\n\n\n

Additionally, be aware that when a company agrees to buy your business, they\u2019ll want to do due diligence, and this can be a painstaking process for all involved. The due diligence process usually lasts about two to three months, and the buyer will carefully review every <\/em>aspect of your company with a microscope. It\u2019s not uncommon for a company to decrease their offer or pull out of a deal entirely after they\u2019ve combed through your business. Don\u2019t be discouraged if this happens, and stick to your guns if they offer less than what you think your company is worth.<\/p>\n\n\n\n

(Shortform note: To get an idea of just how thorough the due diligence (DD) process can be, let\u2019s look at some of the different types of due diligence that an acquiring company will perform<\/a>. There\u2019s financial DD, which looks at all the company\u2019s finances in detail, such as financial statements, company projections, debt, inventory, and an analysis of customer accounts. There\u2019s human resources DD, which analyzes all the employees, their benefits, labor disputes, HR policies, and any other employee-based information. An acquiring company will also do due diligence on administrative items, assets, environmental impact, taxes, legal processes, customers, and anything else they wish to look at.) <\/p>\n\n\n\n

One way Horowitz advises that you can properly\u2014and rationally\u2014assess its value is to ask yourself if the market your company specializes in is bigger than anyone realizes, and if your company has a chance at being one of the top businesses in that market. If the answer is yes to either or both of these questions, you may be selling your company for much less than it\u2019s truly worth.<\/p>\n\n\n\n

More Advice On Selling Your Business<\/strong><\/h3>\n\n\n\n

In The Hard Thing About Hard Things<\/em><\/a>, Ben Horowitz states there are two sides to consider when selling a company: the rational side and the emotional side<\/a>. Though Warrington doesn’t explicitly mention these, his advice on knowing what you want from a deal will incorporate both considerations: You should decide rationally what your company is worthwhile keeping in mind that your assessment may be influenced by your emotional attachment to it. <\/p>\n","protected":false},"excerpt":{"rendered":"

Why should you sell your business? What is the process of selling your business? In Built to Sell, businessman John Warrillow provides advice on how to make your small business sellable. The best way to do this is to build a business that runs on its own and accepting the best offer possible. Keep reading to learn how to sell your business in the smoothest way.<\/p>\n","protected":false},"author":14,"featured_media":85894,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,79,103],"tags":[854],"class_list":["post-88788","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-entrepreneurship","category-sales","tag-built-to-sell","","tg-column-two"],"yoast_head":"\nHow to Sell Your Business: Advice From John Warrillow - Shortform Books<\/title>\n<meta name=\"description\" content=\"Want to know how to sell your business? The first step is knowing that your company will be in good hands. Then find a broker. 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