Can a Landlord Kill Your Business Sale?
The short answer: Yes — a landlord can block or delay a business sale, even after a buyer and seller have agreed on price and terms. When a business is sold, the commercial lease typically must be assigned to the new owner, and most leases require landlord approval to do that. If your lease has unfavorable assignment language, a short remaining term, or a difficult landlord, it can stall your...Read More
Why Do Business Sales Fall Apart After Both Sides Agree?
The short answer: About half of all business sales that reach the due diligence phase never close. The most common reasons have nothing to do with price — they’re due diligence surprises, messy financials, customer concentration, disagreements over reps and warranties, and sellers who weren’t fully ready to sell. Most of these problems are fixable, but only if you find them before...Read More
How to Negotiate the Sale of Your Business
The short answer: Skilled negotiation typically moves the final sale price of a business by 8–15% above what a seller would achieve without it — and on terms like deal structure, earn-outs, and tax allocation, the variance can be even higher. On a $2M Indiana business, that’s $160K to $300K decided at the negotiating table, not in the marketing phase. The seven strategies below are the...Read More
Selling a Family Business
Selling a Family Business in Indiana: What Happens When Succession Doesn’t Go as Planned You built something worth keeping. The plan was always to hand it down — to a son, a daughter, maybe a nephew who’s been working the floor since he was sixteen. But somewhere along the way, that plan got complicated. Maybe the kids aren’t interested. Maybe they’re interested but...Read More
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
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
Why Is Maintaining Confidentiality Essential When Selling Your Business?
Maintaining confidentiality when selling your business protects its value and ensures a smooth transaction by preventing premature leaks that could disrupt operations, scare off customers, or invite competitor interference. This strategic necessity directly impacts your company valuation and exit planning success, making it a top priority for any owner preparing to sell. In the fast-paced...Read More
What Is a Business Exit Strategy?
The short answer: A business exit strategy is a written plan for how you’ll eventually transfer ownership of your company — who the likely buyer is, what the business needs to look like before it goes to market, and what you want to walk away with. Most advisors recommend starting 3 to 5 years before you plan to sell. Owners who plan early consistently get better outcomes: higher...Read More
