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Selling your company--removing the obstacles to success: don't be bullied. Get full value out of your business.
[ILLUSTRATION OMITTED]
In more than 25 years of advising selling middle-market owners, I have seen many changes in the acquisition market. Many of these changes have negatively impacted a U.S. seller's ability to obtain a premium price. These include the consolidation of most industries, which has led to a reduction of potential acquirers, the globalization of business and the callousness and harshening of the U.S. corporate culture, amongst others. This article defines the many weapons available to a selling owner to overcome these and other obstacles. They are all tried and tested techniques, which I have used to force arrogant and obstinate acquirers to pay ...
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