How to do 'vendor due diligence' when selling a business [checklist]

Posted by James Price | JPAbusiness on 28-Jul-2021 02:00:00

When business owners come to see us, wanting to sell their business, we often get involved in providing what we term ‘vendor due diligence’.

When conducting vendor due diligence for clients, our role is basically to ‘pretend’ we are the buyer.

We look at a range of business health factors including:

  • financial performance
  • business performance
  • staff and organisational aspects
  • contracts, systems and suppliers
  • how the business creates and drives value in terms of its point of difference in the market
  • forward order book i.e. the pipeline, to understand the true nature of the business as a going concern
  • how exposed the business might be to individuals or particular customers or suppliers.
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Topics: Selling your business, Template, Checklist, selling a business, Business selling, vendor due diligence, business sale

How to avoid losing customers when buying a business

Posted by James Price | JPAbusiness on 14-Jul-2021 02:00:00

There are a number of risks when buying a business and one of them relates to key customers taking flight in the early stage of the transfer.

In doing your due diligence it’s wise to look at customer concentration risk. Where you have a significant concentration of one or two customers, in particular, you should try and protect against that risk.

Here’s an example of how purchasers can use a ‘hard’ provision to protect against this risk in the final contract:

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Topics: Customers and Clients, Buying a business, Customers, selling a business, risk management, business sale

5 tools to help business sellers 'seal the deal' [cheat sheet]

Posted by James Price | JPAbusiness on 28-Apr-2021 02:00:00

Getting a business sale transaction 'over the line' is not about tips and tricks.

Instead it's about efficiently managing the information flow through the detailed due diligence process to ensure:

  • all parties are well informed,
  • the negotiating process progresses smoothly, and
  • everyone can feel comfortable with the end result.

A good advisor or broker will successfully manage that interface for you.

The cheat sheet below introduces some of the tools the JPAbusiness team uses to manage information flows during the detailed due diligence process and, ultimately, seal the deal.

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Topics: Selling your business, Due diligence, cheat sheet, selling a business, business sale, business seller

Pirtek franchise opportunity

Posted by James Price | JPAbusiness on 24-Mar-2021 02:15:00

JPAbusiness is excited to offer business buyers the opportunity to become part of a world-renowned and respected brand.

Pirtek was founded in Sydney in 1980 and is now the world’s leading supplier of premium fluid transfer solutions products and services, including hydraulic hose and fittings.

We have been engaged by the Director of Pirtek Gunnedah to identify potential buyers for this successful franchise.

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Topics: Business for sale, Buying a business, investment opportunity, mining services, business sale, franchise opportunity, business acquisition, Pirtek

How to use the Buying a Franchise Planning Sheet to assess opportunities

Posted by James Price | JPAbusiness on 24-Mar-2021 02:00:00

Buying a franchise may, on the surface, seem like any other business purchase.

However, a franchise is a special type of business in which the brand and business operational model has been systematised.

A franchise may have additional, more complex requirements for a buyer to consider and meet, but they also tend to come with more ongoing support than regular businesses.

We have created the JPAbusiness Buying a Franchise Planning Sheet to help business buyers assess potential franchise opportunities.

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Topics: Buying a business, Template, Franchises, buying a franchise, business sale, franchising

My 3 business lessons from 2020

Posted by James Price | JPAbusiness on 23-Dec-2020 02:00:00

There are many ways to describe 2020 – most of them not fit for polite company – but today I’m looking on the bright side and seeing it as ‘a learning experience’.

I’ve come up with three lessons, based on our experiences and those of our clients.

First a little back story…

The business impacts of the pandemic first hit home for us on Friday the 13th of March.

We had a multi-million-dollar, multi-state transaction about to complete. The parties had exchanged contracts and were progressing with transition plans.

The stock market had just had a very volatile 24 hours, when the intending purchaser called me and said: “We think there is just too much uncertainty. To protect our business, our shareholders, our employees – we want to pull out.”

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Topics: COVID-19, coronavirus, business sale, flexible workplace, working from home

Top 10 do’s and don’ts of selling a business [infographic]

Posted by James Price | JPAbusiness on 16-Dec-2020 02:00:00

Planning, professional marketing, timing and finding the right match regarding value and terms are just some of the ingredients that go to making a successful business sale.

The following infographic is a distillation of lessons we've learned over many years as business sale transaction advisors.

Use these tips to help you make the right decisions when preparing your business for sale.

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Topics: Selling your business, Business Planning, infographic, selling a business, business sale

Do I have to pay GST to buy or sell a business?

Posted by James Price | JPAbusiness on 04-Nov-2020 02:00:00

When working with clients who are either buying or selling businesses, we’re often asked: ‘Will I have to pay GST?’

The short answer, according to the Australian Tax Office (ATO), is:

No GST is payable on the sale of a going concern if certain conditions are met. (A ‘going concern’ is a business that is operating and making a profit.) However, as the seller, you may be able to claim input tax credits for GST you paid on expenses relating to the sale.

Of course, it’s never as simple as one paragraph when it comes to tax, so we’ve asked our business analyst Shirley Jin, who is also a CPA, to clarify those ‘certain conditions’ mentioned, and when you can and can’t claim input tax credits for GST paid on sale expenses.

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Topics: Buying a business, selling a business, taxation, GST, business sale, tax advice

How to prepare your business for sale [eBook]

Posted by James Price | JPAbusiness on 19-Aug-2020 02:00:00

In a perfect world, business owners would be preparing their businesses for sale from the moment they established or purchased them. For example:

  • important business structures, systems and processes would be carefully devised and executed from day one;
  • succession plans would be in place and understood by senior members of the team;
  • clearly worded partnership agreements would reduce the chance of misunderstandings on exit, and so on…
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Topics: Selling your business, Checklist, eBook, selling a business, Business selling, vendor due diligence, business sale

Mapping a path to a multi-million-dollar sale [client case study]

Posted by James Price | JPAbusiness on 15-Jul-2020 02:00:00

We recently helped facilitate the sale of a client’s business for twice its assessed value – a value we had independently appraised!

The valuation was based on the business’ sales performance, its recent past earnings, our assessment of the repeatability of those earnings given internal and external business health factors, and the assignment of a multiple of earnings.

So, how did the business owner achieve a sale price that so far outstripped our initial valuation?

The short answer is that he had an open mind and was willing to work with us to explore all options for exit.

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Topics: Selling your business, Case study, Exiting your business, strategic value, Business valuation, Business selling, client case studies, succession, business sale, exit strategy

Disclaimer: The information contained in this blog is general in nature and should not be taken as personal, professional advice. Readers should make their own inquiries and obtain independent, professional advice before making any decisions, taking any action or relying on any information in this blog. 


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