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 Negotiate the Sale of Your Business: 7 Strategies That Actually Move the Price
I’ve sat at the closing table on more than 871 transactions over the last two-plus decades, and I can tell you that almost every deal is won or lost in the negotiation phase — not in the marketing phase, not in due diligence, not at the closing table. By the time documents are signed, the value has already been decided. The question is whether you set it, or the buyer did. If...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 Business Sales Break Down
When a business sale fails to close, the outcome can be very frustrating for everyone involved. While some deals collapse due to unavoidable obstacles, many unravel because of issues that could have been anticipated or managed earlier. Many first-time buyers and sellers don’t realize that sales can fall apart even due to surprisingly minor issues or due to factors that are rooted in personal...Read More
