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Selling a middle market business is a multifaceted process that requires tremendous preparation, patience, and strategic positioning. With the uncertainty of capital markets, the unpredictability of prospective buyers, and a business to run, business owners will find themselves well-served by assembling an experienced M&A Team to manage and execute a formal sales process. At a minimum, a solid team of advisors should include and be most helpful with the following:
- Investment Banker – calculate a business valuation range, advise on timing the sale, provide recent comparable sales, present a list of buyers (both, strategic and financial);
- Deal Attorney – understand M&A issues, well-versed in potential legal matters, access to business, estate planning, and tax specialists;
- Knowledgeable CPA – provide accurate and timely financial statements; develop the most tax advantageous deal terms and allocation of purchase price; defer/eliminate ordinary income, capital gains, and inheritance tax;
Business owners with a skilled M&A Team increase their likelihood of a favorable transaction exponentially by executing the process as planned, reducing uncertainties, mitigating risks, and increasing post-tax value.