How to Get Your Foot in the Door with a Strategic Acquirer

Do you dream of selling to a strategic acquirer? 

A strategic acquirer (or simply “a strategic” in M&A parlance) is a company with assets that become more valuable if they own your business.

Here are some of the most common reasons a strategic acquirer may…

How Acquirers Evaluate Your Business Like an NFL Scout Picks Players

In the same way that writing down a walkaway number is essential to winning at a casino, I’ve noticed that some of the brightest guests on Built to Sell Radio also have a walkaway number for their business.

Look at the story of U.K.-based entrepreneur Timothy Armoo. Ten years ago, Armoo was on a flight from his home country of Ghana on his way to live in a council flat in one of the U.K.’s poorest neighborhoods. Armoo read Built to Sell, and inspired by the book’s character, he wrote down the net worth he hoped to achieve before the age of 30.

Knowing When to Cash Out

In the same way that writing down a walkaway number is essential to winning at a casino, I’ve noticed that some of the brightest guests on Built to Sell Radio also have a walkaway number for their business.

Look at the story of U.K.-based entrepreneur Timothy Armoo. Ten years ago, Armoo was on a flight from his home country of Ghana on his way to live in a council flat in one of the U.K.’s poorest neighborhoods. Armoo read Built to Sell, and inspired by the book’s character, he wrote down the net worth he hoped to achieve before the age of 30.

The (Other) Reason Your Marketing Platform Matters

Building your marketing platform can be exhausting work. Growing your list of social media followers and email subscribers can take years, leading many to question the value of their investment. While building a marketing platform will help you promote your product or service in the short term, there is a bigger reason to grow your marketing platform that should give you the motivation to keep building: It just might be the most valuable part…

The One List You Need Before Making Your Next Big Decision

As a homeowner, you consider the impact of a significant renovation on the value of your home. You know that a new kitchen will be a worthwhile investment, whereas a swimming pool may bring you enjoyment but less of a bump in resale value. In the same way, the savviest entrepreneurs also think about how investments they make in their business today will make their business attractive to a strategic acquirer…

How to Get Your Employees to Care About Your Business

Are you struggling to get your employees to care as much as you do?

Having happy and engaged employees who deliver results for customers means you can fade into the background. And a company that can thrive without its owner is a lot more valuable than one where the founder has to crack the whip constantly.

As an owner, it’s natural to care about your company’s success.

Now imagine selling your business knowing exactly how far you could push an acquirer. Knowing an acquirer’s upper limit is challenging unless you have a bug planted in their board room. However, suppose your potential acquirer is a publicly-traded

How to Decode an Acquirer’s Maximum Offer

Imagine walking into a car dealership knowing the lowest price the dealer will accept. That knowledge would give you an unfair advantage in negotiating. Instead, buying a car from a dealer often leaves us wondering if we could have pushed for a better deal.

Now imagine selling your business knowing exactly how far you could push an acquirer. Knowing an acquirer’s upper limit is challenging unless you have a bug planted in their board room. However, suppose your potential acquirer is a publicly-traded

Hurricane Proof Your Business

Imagine you are house-hunting in South Florida. You’ve narrowed your search down to two waterfront homes. 

The first has great curb appeal but was built using standard materials. 

The second home also looks good on the outside, but the inside was built using insulated concrete forms (ICF) to withstand 200-mile-per-hour winds. Although it costs a little more, the second home is hurricane-proof. 

Which do you buy?

Does Your Story Have a Villain?

Are you driven to prove someone wrong? Maybe an old boss? Or a prospective investor who belittled your idea? Being motivated to prove someone wrong can be a powerful force that drives you to do incredible things. For example, look at the story of California-based entrepreneur Jonathan Shroyer. From 1999 to 2019, Shroyer worked for organizations like Microsoft…

How to Get the Attention of an Acquirer (Without Looking Too Eager)

Even if you have no plans to sell your business, it’s nice to be approached by an acquirer. Having acquirers court you can help identify which parts of your business are most attractive and where any weak points might be. That way, you can shore them up before putting your company on the market.