We’ve had this conversation more times than we can count: an owner is finally ready to sell, but the business they’re bringing to market is no longer the business buyers would have paid a premium for three years earlier. The business has been good to them. They’ve built something real. But when we dig into the financials, the picture is softer than it used to be. Revenue has plateaued. A couple of key people have left....
Ask a business owner what their company sold for and they'll give you one number. Ask them what they actually walked away with — after debt payoff, taxes, the working capital adjustment, and the seller note that's still being paid down — and you'll get a very different answer, usually accompanied by a story. Here's the uncomfortable truth from the intermediary's side of the table: two offers with the same headline price can differ by hundreds...
When a business changes hands, the lease attached to it can be just as important as the business itself. This is especially true for restaurants, retail stores, salons, and other companies that rely heavily on location and customer traffic. A strong location can add value to a business. However, the downside of the equation is that a problematic lease can create unexpected headaches for both buyers and sellers. For anyone considering the purchase of a business,...
There's no shortage of advice about what to ask when buying a business. Lists circulate freely, and most of them cover the same ground: financials, customer concentration, employee retention, legal exposure. While all this is solid advice, a boilerplate list will only get you so far. It’s not the same as knowing how to phrase the questions, where to push deeper, and when to sit back and allow one question to organically build upon the...
Buyers often spend a lot of time focused on the deal itself - price, terms, structure. Less time is spent really thinking what they actually want out of it. That distinction tends to matter more than it seems. Start With Your Own Motivations Before getting into tactics, it’s worth stepping back and understanding what you want out of the transaction. Most buyers are not driven by a single objective, and those motivations are rarely clean or separate. You...
Buying your first business is one of those decisions that feels equal parts exciting and a little overwhelming. For a lot of people, the appeal is obvious. You get control over your work, more upside financially, and the chance to build something that’s actually yours. But getting from “this sounds interesting” to actually owning a business takes more than instinct. It takes some structure, a bit of patience, and usually the right people around you. Here’s how...
Purchasing an existing business offers a level of predictability and stability that launching a startup simply cannot provide. No matter how innovative or well-researched a new business idea may be, it will always involve uncertainty. Even with meticulous planning and support, new ventures often fail. In contrast, an established business has a documented operating history and a track record you can evaluate before making a decision. The past performance of an existing company will give you...
Your LinkedIn profile is your digital storefront. It tells your professional story before you ever say a word. Business owners who present themselves with clarity and professionalism immediately earn the trust of others. A polished profile should highlight your expertise and showcase your achievements. If you’re preparing for a sale, your profile can convey your company’s strengths and appeal to potential acquirers. If you’re exploring acquisitions, it can demonstrate your strategic vision. Either way, clarity and...
For many New Mexico business owners, the idea of retiring can feel far off. However, at some point, the time will come to step away from your business. Planning for this transition is crucial. By preparing ahead of time, you can make the sales process smoother and more profitable. At the same time, this will help ensure a seamless handover to the new owner. Here are some key tips to help you navigate the sale...
Securing funding to start or grow a small business can be daunting, especially for first-time entrepreneurs. Fortunately, the Small Business Administration (SBA) offers valuable support through its lending programs. Whether you’re looking to buy a business, expand an existing one, or purchase a franchise, SBA loans can help make your entrepreneurial dreams a reality. Here’s an overview of how SBA lending works and how you can leverage it to your advantage. What Are SBA Loans and...
In the world of buying and selling businesses, one factor that is often overlooked but is crucial for long-term success is employee engagement. But when you think about it, your employees are the lifeblood of your organization. They enhance customer experiences and drive performance. That’s why understanding the importance of employee satisfaction and engagement can be the difference between a thriving company and one struggling to meet its goals. Prioritizing employee well-being not only creates...
When it comes to mergers and acquisitions (M&A), myths and misconceptions can be costly, especially since significant amounts of money are involved during these transactions. Many business owners, especially those new to the process, may fall prey to these common myths, which can undermine their chances of success. Understanding these misconceptions and how to deal with them is key to navigating the M&A landscape. The Negotiation Ends After Signing the LOI So, your Letter of Intent (LOI)...
The idea of owning a business can sound somewhat glamorous. People often equate it with freedom, flexibility, and financial gain. Behind that polished image is a reality many don’t see until they’re in the thick of it. Being your own boss is not just a career move; it is a lifestyle shift that demands a specific mindset. Owning and running a business demands discipline, stamina, and an appetite for risk. Before you take the plunge,...
When it comes to passing on or selling a family business, the process can be emotionally and financially complex. Whether it’s a long-established automotive repair center in Albuquerque or a custom cabinetry shop in Santa Fe, your business represents years of sweat equity and shared decisions — when to expand, when to pull back, how to adapt. It’s a legacy you’ve built together. Whether you’re planning to keep the business in the family or transition it...
When buying or selling a business, the question of price is often the most contentious point. Sellers typically aim for all-cash transactions, hoping to receive the full value upfront. However, in middle-market business deals, it’s common for partial seller financing to be a necessary element. Interestingly, sellers who insist on an all-cash offer may end up with a lower price than they would if they were open to other deal structures. Even buyers with the ability...
