Selling a Small Business – Why Selling a Smaller Business is Different

If you are a business owner thinking of selling a small business, the process is somewhat different than selling a much larger, more involved company.

Smaller businesses are bought by investors for different reasons and, depending on the size of the company, attract completely different buyer profiles. This article looks at some of the differences in selling a small business from the owner’s point of view.

Micro-Businesses
What is meant by “micro businesses” are businesses that are valued at less than $100,000. There are many different types of micro-businesses and each can attract a different buyer profile. For instance, if you own a small, home-based business valued at $75,000 or so, this usually attracts a potential buyer that is completely different than the person looking for a business valued up to $250,000. To expand, businesses valued under $100,000 or so usually fall into a number of categories. They can be home-based businesses where a good buyer candidate can be a stay-at-home parent looking to augment an income. At this lower price range the business may also be a service based business such as landscaping or home inspection, as an example. This type of business is attractive to the “do it yourselfer” who is purely looking to ‘buy a job’ and a book of existing accounts. The $100,000 and under price range might also reflect a business that could be larger but has suffered a setback and has the potential for stronger earnings going forward, with right management in place. Micro businesses do not necessarily mean ‘micro earnings’. Many smaller companies have excellent income potential and could make a great investment for the right buyer. The point is, when you are selling a small business (especially a micro business) please don’t merely characterize the type of potential buyer based on price. Smaller businesses are attractive to many people for many different reasons.

Small businesses valued in the $300,000 price range
The price point of $300,000 is a ‘sweet spot’ for selling a business in that it is a price that is ‘doable’ by a relatively large pool of buyers. Businesses valued at approximately $300,000 (typically) earn an income to an owner/operator that is over $100,000. This size of business is attractive in that it allows an owner to operate it and pay off debt and earn a comfortable living off of the business income. That price range is within reach for many people, especially home owners who can finance a portion of the business purchase with home equity. If you own a small business in the $300,000 range and if your business is profitable, priced right, stable and showing consistent returns, there should be a relatively large pool of buyers for your business.

Small businesses valued up to $750,000
If you own a business valued in the neighbourhood of $750,000 this is still characterized as a “small business” but it would attract a completely different type of buyer (or investor) to your company. Selling a small business in this higher price range usually attracts a buyer with more financial resources or perhaps a partnership or group of buyers. Many times, the idea with buying a business at this price range is that it can earn enough income to justify hiring a manager with enough cashflow left over to pay the debt and earn a return for the buyers.

If you are thinking of selling a small business think about the type of buyer that would be ‘ideal’ to purchase your company. Think in terms of price and financial ability but also pay attention to things like aptitude and lifestyle choice. There are many small business resources on the internet to answer some of your questions. Talk to a business broker to help you sell a smaller business.

Choosing the Right Business Brokers

Whether you’re buying or selling a business, having a broker on your side can make the difference between a successful outcome and a nightmare. However, not all business brokers will be suitable for your specific situation. Use the tips below to choose the right broker for your needs.

Start by asking for referrals from your inner circle of business advisers and colleagues. Have any used a business broker in the past? Were they satisfied? Does the broker handle the type of transaction you have in mind?

You may need to widen your net to find a pool of qualified business brokers that specialize in brokering deals such as yours. Once you have several potential brokers, it’s time to get down to business and narrow the field down. Below are several key factors to consider:

– Is the individual or firm professional? Professionalism shows in numerous ways including personal appearance, the presentation of marketing materials, website, language, mannerisms, and expertise. Use both objectivity and your gut instinct. Remember, the broker you choose will be representing your business so make sure you’re fully comfortable with the person and firm you choose.

– Does the broker have experience working with businesses like yours? While it’s not necessary for the business broker to have specific experience in your exact niche, it’s helpful for the broker to understand the nature of your business and have experience brokering deals with similar characteristics. For example, if you run a family-owned microbrewery, a broker with a successful track record brokering deals for small wineries, family-owned specialty food manufacturers, or small brewpubs may not know the finer points of brewing beers but could be an excellent choice thanks to experience with similar businesses.

– What qualifications does the broker have? Look for licensing, education, certification, experience, and membership in professional associations.

– Is the broker well prepared? In other words, did the business broker do his or her research prior to your initial meeting? Brokers use comparable sales, business and industry reports, and other tools to price businesses. Your business broker should be able to support any suggested listing prices, which should be presented in writing, with documentation.

– If you are selling your business, find out how the broker intends to market your business. Brokers have many marketing tools available to market their business listings. However, some prefer to use specific marketing techniques over others. Make sure to ask the broker to present a detailed marketing plan.

– What type of businesses does the broker work with? For example, if your business has annual revenues in the $50 million range, you’ll need a special type of buyer making it important to choose a business broker capable of attracting those high net worth individuals and investors.

– Check references. No matter how professional, personable, experienced, qualified, and prepared potential broker appear, cover your bases by checking references. Ideally, the broker should give you references from businesses with similarities to yours.

Choosing the right broker to sell your business or help you find a business to buy is a process. Do your part to ensure a successful outcome by choosing wisely.

Choosing the ‘Right’ Programming Language for Your Business Solutions

Most likely there are two reasons why you are reading this article at this moment. Either (1) you are starting a business and looking for the most apt software for the best price that will help you get ahead; or (2) you need to revamp your software and technology to stay ahead in this ultra competitive business world.

There are an endless number of programming languages out there – Is java the best technology for your project or is it .Net, PHP or may be Perl? There are an equal number of databases to choose from – Access, mysql, SQL server or may be Oracle. But the question is – how to choose the ‘Right’ technology which is affordable and can cater to not only your current business needs but to its future requirements as well.

Ideally deciding on the best software programming language for your business solutions, should be a team activity which involves heads of IT and relevant departments and experts from your solution provider. But in case you are a small business owner or just starting-up on your own, evaluating the following factors can help you too, to take the right decision on the technology front.

Key Factors

Budget

The first thing to consider for your business is the costs and the possible return on that investment. Decide the budget based on the return, a product/service is expected to bring. If it’s a product with small shelf life and limited features, you might consider a boxed solution rather than a custom solution. It’s a quick and less expensive way to market. But if this application is the lifeline of your business then you need to evaluate the long-term business requirements and benefits of investing in custom build solution with a high-end technology.

– Choose the right features

What are the features you are looking in your software? What are the shortcomings in your business that can be resolved by having the right system in place? Identify the areas where technology can automate the processes, thereby improving business efficiency and productivity. What features would be required in the long run to accommodate more products or services when your business expands? Discuss these features with your solution provider to decide on a programming language which can handle your business for a long time without being outgrown by it.

– Time to market

If you are developing a time-sensitive product, the most critical factor in its success will be its timely release. It may be your best idea and you may have invested in the best technology, building an error-proof product. But if you are not able to market it at the right time, you may lose to your competition who would have captured the market impulse and brought the product at the right time. Quite possibly, you can lose out on a huge market share. Choosing the programming language which can quickly build the product is the key factor here.

– Scalability requirements

What is the intended life cycle of your product/application? If your business requires it for next 5-10 yrs, there is high probability that you might need to expand its functionality or increase usability. The technology used for such solutions should be scalable and upgradable, with or without vendor involvement. Imagine a situation where you have invested a good amount of money and time in training employees to use a software, which after 2-3 years needs upgradation to meet your business requirements but doesn’t has the capability to do so. Surely, you don’t want to land up in such a situation. So, a golden rule – always clarify with your solution provider about the future business requirements and capabilities of the chosen technology and programming language.

– Application demands

o Performance

If you application sees some peak traffic in certain time of the day which is crucial for your business, then performance is the key factor for your system. It will be important to choose a programming language with ability to handle a large number of simultaneous requests/transactions (supplemented by high-end servers) without affecting the speed and performance of the system.

o Security

If security of your application is of paramount importance, then short-listing a technology with focus on security features is what you need to do. For ex – Java security technology provides a large set of APIs (cryptography, public key infrastructure, secure communication, authentication, access control etc), tools, and security algorithms, mechanisms, and protocols. Zero-in on a programming language which provides the user or administrator with a set of tools to securely manage applications.

o Content change requirements

If your application requires a frequent change in the content or you need to change the look and feel of your website quite frequently, it’s good idea to go for a CMS with features and flexibility to be managed by the system administrator without vendor involvement.

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