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Business Transition Strategies is a mergers and acquisitions firm advising owners of privately held companies to navigate the sales process.
For most clients, this is a once in a lifetime liquidity event. Consequently, it demands an experienced hand with a consistent, time tested process to accomplish the goal. We complete the job effectively across a diversity of sectors.
BTS focuses on lower mid-market companies with revenues between $2 million and $20 million. With offices in New Hampshire and Massachusetts, we are well positioned to serve all of New England and beyond.
Services include preparing the confidential information package on the company and marketing the opportunity proactively to a range of buyers. These include strategic acquirers, private equity groups and pre-qualified third parties. We then help negotiate the deal and follow it through to completion.
Through advisory engagements, we also help owners maximize the value of their businesses and enhance operations in ways that will pave the way for a successful transfer. This type of project starts a year or more in advance of an exit.
Considering that business cycles are a reality, it would be difficult to time a sale perfectly. Generally, a blend of factors come into play: the owner is ready for a change; the business is doing well; the market has an interest.
When you are ready, we will employ a targeted sales pitch to identify a range of buyers. Through the M&A process, we gradually narrow the field and obtain proposals from multiple parties so the owner has choices. This helps to show how the market views the company at the time.
It is best to consider a transition before you must, and while you have the time and desire to see a sale through. Often deals come with contingencies that may require your attention post-sale, so waiting too long might cut into what you have in mind for life after business.
Efforts to pick the peak time rarely yield the desired outcome. There are many issues to consider, both business and personal. Uncovering weaknesses and addressing them; building on strengths and maximizing profitability; setting reasonable personal expectations all will result in you having more options when ready to sell. Want to learn more? Contact us.
We help you prepare. BTS advisors have been owners themselves and know what is needed to help you maximize value at the time of sale. We work with companies a year or more in advance to prepare for a sale, including financial enhancements and due diligence preparation. This process has the added benefit of taking the guesswork out of getting ready.
How well does your business function without you? The less involved in day-to-day operations an owner is, the more value a buyer may see in the business.
To find out how well your business can prosper without you, click here to take the 13-minute survey and get your Value Builder Score.
"The entire process went smoothly and professionally. The BTS team kept me fully informed at every step. They worked hard and were effective in bringing the deal home."
"Skip and I continue to be grateful for all you have done to make the sale of Pure Flow come to fruition."
"BTS’s level of expertise in the process and close attention to detail enabled us to successfully navigate the deal."
"These types of transactions are often long and complicated and I doubt it could have been successfully completed without your close ongoing involvement."
"The outside objective point of view that you have brought us has been invaluable as we prepare for the rapid growth."
"John then found the right buyer and coordinated a seamless transition—he doesn’t miss a single detail."
"John immediately identified our strengths and experiences and discussed a business that ultimately was more in line with our goals."
"The BTS team came in, evaluated everything in a professional and thankfully non-threatening manner."
Dealing with risks in a company sale
The passing last week of Harvard Business School professor Clayton Christensen – famous for his theory of business disruption - is a good time to consider business risk.
M&A Advisor Tip: Earnouts Can Break a Deadlock
Earnouts can be used to address a perception of risk faced by a buyer. They also are used to bridge a valuation gap between a buyer and a seller.
Changes by owners helped a sale
Owners considering selling can look at the experience of a N.H. company for ideas of what to do to increase their chances for a good transition.
Advisor Tip: Don’t lose your focus
Don't let those future plans distract you from what's going on today.
Growth Methods Used by Buyers
We often hear from founders who feel they have hit the ceiling with what they can do with their companies. Buyer groups in the market see this as an opportunity.
Manufacturing Company Sale Named Deal of the Year
In November, BTS and IDI were presented the M&A Source Deal of the Year Award at the organization’s 2019 conference in San Antonio.
A Better Option to the Unsolicited Offer
The call came out of the blue. It was a group interested in buying the business. They needed information. Your company was a perfect fit. Just send us some details and we will be in touch.
M&A Advisor Tip - How to Answer Questions
As you start the sale process, you may be holding offsite meetings and fielding confidential phone calls. Even a subtle shift in activity can cause savvy employees to wonder, ‘What's up?’.
What’s the Best Option for my Business?
Business owners have a wide variety of options open to them. A group of business owners joined us at our fall master class that focused on transition options and the experience.
M&A Advisor Tip - When You Can't Fix Customer Concentration Issues
As a general rule, no one customer should account for more than 20-25% of your company revenue.
Precision Machining Company
Initially, liquidation was a serious consideration. It would offer a quick exit but would hurt loyal employees and disrupt the customers who had come to rely on its quality production.
Green Product Company
Our client owners could dig in for the long haul…However, this would take five years or more. Owners simply lacked the horsepower to do it.
Water Purification Company and Young Buyers
Owners decided they wanted to retire. They also wanted to be fair to the staff who had been loyal to them. Could the company be sold, the staff retained and the facility remain in use?
Magnetics Company with High Profile Customers
(T)he manufacturer would need to focus on growing EBITDA to capture interest from major strategic buyers and achieve a higher multiple of earnings.