Why Negotiation Matters

Dan Hoffman
Dan Hoffman | M5 Networks

When the time came to sell, my CFO, co-founder and I all believed that the top few negotiators are many times better than the rest. What did I learn?

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Selling the Family Business

Bruno Vassel IV
Bruno Vassel IV |

Since the most important thing to us was to maintain good feelings within the family, it helped to have a banker who had experience helping parties with potentially difficult internal conversations.

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Industry Specialist vs. Process Specialist

Cory Wagner
Cory Wagner |

We elected to hire a process specialist rather than an industry specialist. Most banks were all just selling introductions and relationships. Arbor was the only bank that had a differentiated approach to selling companies.

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The Dynamic Duo: Your Banker & Legal Counsel

Reggie Norris
Reggie Norris | Clean Energy Experts

Entrepreneurs need to focus on the banker and counsel relationship to ensure that they are working in sync to plan and execute for the inevitable changes that occur throughout the negotiating and drafting process.

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How Much is My Company Worth?

Norman Fong
Norman Fong | TechBargains

Throughout the history of TechBargains, my brother and I, like many entrepreneurs, would frequently ask ourselves what someone would pay for our company if we decided to sell.

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How Do I Negotiate with Investors?

Stan Christensen
Stan Christensen | Arbor Advisors

In negotiation, people act on their own incentives. It should then be no surprise that some investors are self-interested when dealing with entrepreneurs.

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More Buyers Means More Leverage

Ashif Mawji
Ashif Mawji | Upside Software

How you approach the market when selling a business is both an art and science. The help of an investment banker will improve your chances for success.

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How Do I Maximize Valuation?

Stan Christensen
Stan Christensen | Arbor Advisors

One frequent question we get from entrepreneurs is, “What is my company worth?” Our response? “What someone’s willing to pay for it.”

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Building the Acquisition Dream Team

Steve Castro-Miller
Steve Castro-Miller | Bold Software

We built and grew Bold Software with a thought that someday we might want to say yes to an acquisition. We made several decisions to be ready.

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Choose the Bank, Not the Brand

Paul Hill
Paul Hill | Clarity Systems

When we were looking to take Clarity systems to market, it was important for us to pick a banker who could drive maximize the outcome of the transaction.

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Walk Away With More Than Just Liquidity

Paul True
Paul True | Linx Technologies

I suspect I am not entirely alone when I admit to being tight with money. Thankfully, when it came to selling the business I was blessed to get some things right.

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When is the Right Time to Sell?

Ashif Mawji
Ashif Mawji | Upside Software

A key test for any entrepreneur is determining the time to sell a business. One must consider if it is at the right stage to be sold and if they are ready to let it go.

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How Do I Choose a Negotiation Advisor?

Stan Christensen
Stan Christensen | Arbor Advisors

If you’re an entrepreneur looking to raise capital or sell a company to a strategic acquirer, it’s important to consider the role of negotiation in the transaction.

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