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Selling Your Business with Confidence

  • ITEM SKU
    8435
  • CPE Hours
    12
  • Full Course Price
    $84.50
Exam Questions: 60
Course Level: Basic
Pages: 324 | Content: 296, Supplemental: 28
NASBA Area of Study: Management Services
Not Acceptable for: Enrolled Agents
Version: 8435

When it comes time to sell a company, most mid-market owners find themselves unprepared, underestimating the time, effort, money, and complexity involved. This course will share insights on both the art and the science of selling a mid-market company. It includes timelines and strategies, the reasoning behind important elements of the process, framework for determining the optimal time to sell, negotiating tactics, expectations of the deal team members, and more. PLEASE NOTE: Not accepted for Enrolled Agents. All course material provided. No prerequisites. Course level: Basic.

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Course Information

Table of Contents
  • The Art and Science of Selling a Company
  • What's My Business Worth?
  • What Are We Multiplying By?
  • Picking the Right Time to Sell
  • No Learning on the Job
  • M&A Is a Team Sport
  • Who's Going to Buy My Business?
  • The Siren Call of the Unsolicited Offer
  • What Does a Buyer Want?
  • Choosing the Right Transaction Type
  • Bad News
  • Reverse Engineering Your Business
  • The Art of Selling
  • Negotiating Strategy
  • Overcoming Inertia
  • Documents and Deal Process
  • Tailoring the Process
  • Keeping the Secret
  • It's a Process
  • Seeing Where You Stand
  • Purchase Price and Terms
  • Negotiating and Signing the Letter of Intent
  • Playing Defense
  • Legal Documentation and Critical Elements
  • Closing Craziness
  • Managing Your Emotions and Psychology
Objectives
  • To identify the average timeline for selling a business
  • To identify the three factors that drive multiples
  • To recognize various legitimate addbacks for valuation purposes
  • To recall the number one factor driving entrepreneurs to sell
  • To recall the functions of an investment banker
  • To identify the report than an accountant should generate in anticipation of a transaction
  • To recognize the characteristics of various types of buyers
  • To identify the methods utilized by less scrupulous private equity investors
  • To recall the type of revenue at the top of the revenue spectrum
  • To recognize the characteristics of various sales transactions
  • To identify various existential threats faced by businesses
  • To identify meaningful improvements that owners looking to sell their businesses within a year can make to make their companies more appealing to potential buyers
  • To identify ways in which sellers inadvertently undermine their intended outcome
  • To recall the lifeblood of any negotiation
  • To recognize why minimizing friction during the deal-closing process is important
  • To recall the characteristics of various documents generated during the deal process
  • To recall the likely issues with offering a business for sale to a wide range of potential buyers
  • To recall the amount given for typical success bonuses
  • To recall the stages of the typical go-to-market process
  • To identify the primary purpose of an indication of interest (IOI) in the selling process
  • To recall which type of non-cash consideration is the most certain
  • To recognize the key elements of the typical letter of intent (LOI)
  • To identify the primary reason a buyer conducts confirmatory due diligence after signing the letter of intent (LOI)
  • To identify the one universal legal document found in every sale
  • To recall the closing document that delineates exactly where each penny of the purchase price is going
  • To identify ways to stay mentally fit during the difficult sale process

PLEASE NOTE: CPE credit measurement is based on NASBA Registry and QAS guidelines of one credit for every 50 minutes. Credit calculation may vary in different states — check with your State Board of Accountancy. Unless otherwise noted in the specific course description, no advanced preparation is required in order to register or complete any PES CPE course. Use of materials or services provided by Professional Education Services, LP ("PES") are governed by the Terms and Conditions stated on PES' website www.mypescpe.com. PES provides these courses with the understanding that it is not providing any accounting, legal, or other professional advice and assumes no liability whatsoever in connection with its use. PES has used diligent efforts to provide quality information and material to its customers, but does not warrant or guarantee the accuracy, timeliness, completeness, or currency of the information contained herein. Ultimately, the responsibility to comply with applicable legal requirements falls solely upon the individual licensee, not PES. PES encourages you to contact your state Board for the latest information and to confirm or clarify any questions or concerns you have regarding your duties or obligations as a licensed professional.