Exit Planning: Why Owners Who Plan Early Sell for More
Most Indiana business owners don’t start thinking about selling until something forces the conversation — a health scare, a partner dispute, a burnout year, or a buyer who knocks on the door unsolicited. By then, most of the levers that actually move a sale price are already locked in. Business exit planning in Indiana isn’t a retirement-age activity. It’s an operating...Read More
Selling Your Business to International Buyers: What Owners Need to Know
The first time I closed a deal with a foreign buyer, the transaction came together in a way most sellers wouldn’t expect. The buyer flew in from overseas, toured the plant once, signed an LOI before getting back on the plane, and his attorney had funds wired within 60 days of due diligence kickoff. He paid full asking price. Almost no negotiation on terms. That experience changed how I...Read More
How to Buy a Business in Indiana and Actually Close: A Buyer’s Guide to High Success Rates
About 60% to 70% of would-be business buyers never close on a transaction. They make it to a signed NDA, sometimes even to a letter of intent, and then the deal collapses — usually for reasons the buyer didn’t see coming. After two-plus decades and 871+ closed transactions in the Indiana market, I can tell you the buyers who actually finish the process and own a business at the end of it...Read More
Why Most Indiana Businesses Listed for Sale Never Actually Close
The short answer: About 80% of businesses listed for sale fail to close within 12 months of going to market. That number climbs even higher for smaller businesses under $500K in annual cash flow. The reasons aren’t mysterious. Unrealistic pricing accounts for roughly 35% of failures, poor financial documentation for 25%, and owner-dependency problems for another 20%. Most of these deals...Read More
