Newsletter Articles

Part II: What Do Potential Buyers Really Want from Your Business?

BJ Lechner
Posted: Tuesday Oct 3rd, 2017

Profits, a diversified customer base, and a proprietary product or intellectual property are all important in attracting the interest of a serious buyer in your business, as I discussed in Part I in our last newsletter. But serious buyers will also take an in-depth look at your employees and facilities before deciding to make an offer. Here's what they may be looking for...

Connecting to Customers (Instead of Trying to Sell to Them)

Mike Smiley
Posted: Tuesday Oct 3rd, 2017

In the past 18 months, several clients have asked for help with a very similar challenge. Regardless of industry, the companies are seeking solutions to better engage their customers.

How to Identify a Target for Acquisition

Don Moore
Posted: Tuesday Oct 3rd, 2017

If my article "Reasons to Consider Entering New Markets through Business Acquisition" has you interested in acquiring a business, you might be wondering how to identify a company to target for purchase. Specifically, how do you go about finding the business that's the right match for your needs?

Part I: What Do Potential Buyers Really Want from Your Business?

B.J. Lechner
Posted: Wednesday Aug 16th, 2017

Time and again, I’ve been approached by business owners selling their company who are frustrated by the lack of interest from serious buyers. My first question to them is whether they’ve pursued a certified valuation that will provide an objective analysis of their company’s true worth.

Retaining Top Talent When Selling Your Business

Aaron Phillips
Posted: Wednesday Aug 16th, 2017

Retaining key members of your staff during the sales process is one item that can help maximize the transaction value.

How Your Marketing Investment Impacts the Sales Value of Your Business

Mike Smiley
Posted: Wednesday Aug 16th, 2017

You’ve heard the advice before – if you are serious about selling your business in the near future, you need to prepare at least three years in advance. Otherwise, you risk leaving money on the table. And your investment in marketing is a critical part of that advance preparation.

Reasons to Consider Entering New Markets through Business Acquisition

Don Moore
Posted: Wednesday Aug 16th, 2017

Business owners wanting to expand into a new market often determine acquiring an established company, rather than starting new, can minimize not only risks, but the time and costs associated with expanding into new markets.

Giving Your Kids a Fair Shake in the Family Business

Don Moore
Posted: Wednesday Jun 21st, 2017

You have likely been careful throughout your children's lives to treat them equally in terms of finances and opportunities. Perhaps, for instance, they had the same allowance. When older you likely gave them leeway in choosing the colleges best suited to their interests.

Can You Afford Not to Hire External Marketing Support?

Mike Smiley
Posted: Wednesday Jun 21st, 2017

It’s a question we often ask our clients – can you really afford not to hire external marketing support? And we are not implying that the solution is the Marketing Practice at Decision Associates. The question, though, typically rises amid discussions about the organization’s business development goals or, in the case of nonprofits, capacity building and fundraising objectives.

Short Tenured Employees - Is there an Upside?

Aaron Phillips
Posted: Wednesday Jun 21st, 2017

Many of you, if not all, reading this article are making hiring decisions at organizations. The first three items many professionals evaluate when reviewing resumes are the positions held, the tenure of employment at organizations and any gaps in employment that occur after leaving an organization.

Strategic Hiring - What Should Your Organization Be Considering?

Aaron Phillips
Posted: Wednesday May 17th, 2017

It may sound like a cliché, but effective strategic hiring must start with a strategy. Over the last 34 years, Decision Associates has worked with hundreds of clients to develop strategic plans and human capital strategies. One of the key tools organizations need to ensure is that strategic hiring is a plan.

How Entrepreneurial Companies Leverage Their Marketing Strategy

Mike Smiley
Posted: Wednesday May 17th, 2017

Most successful entrepreneurial companies share a handful of key traits. One of them is a clear, focused marketing strategy.

Is Succession Complicated and Can We Help?

Sue Moore
Posted: Wednesday May 17th, 2017

Years ago, it may have seemed easier to have your children take over your business or to have a smart employee just step up and buy the business. Is it more complicated than that today?

Changing the Focus from Succession to Continuation

Don Moore
Posted: Wednesday May 17th, 2017

Not all business owners are eager to set up a succession plan. Some are reluctant to discuss the inevitable future, despite the wishes of their family, business partners, customers, lawyers and others.

Succession - 4th in the Series

Don Moore
Posted: Wednesday Mar 8th, 2017

Succession covers such a wide range. In the space of 12 months I have talked with families with the following incredibly different situations. Just a few examples...

Does Your Organization Have a Winning Culture?

Aaron Phillips
Posted: Wednesday Mar 8th, 2017

Have you ever wondered why teams that had no business winning a game or actually pull off a championship? Have you ever thought on paper this team should be winning but they consistently lose? I reflected on this past Super Bowl and attempted to digest what happened on the field. The New England Patriots pulled off a historic win. A team that was down 25 points in one of the biggest games on the world stage wins – how did this happen?

 I think the answer is rather simple. The New England Patriots have a winning culture. Bill Belichick, when interviewed after the game, said they never felt winning was not achievable. Organizations that have winning cultures believe they can win games that seem impossible. Organizations that have winning cultures have a game plan and stick to it. They may tweak the game plan, but they never lose sight of what has made them successful. Organizations that have winning cultures have winners on their team.

Decision Associates M & A News

Don Moore
Posted: Wednesday Mar 8th, 2017

In this newsletter, you’ll find announcements for two companies that Decision Associates M&A represented in their sale transaction. There are many and varied reasons that lead company ownership to decide to sell.  When they make that decision, they are universal in asking us to find a buyer that will keep the company in the region. They want to preserve the jobs of employees whom they truly care about and to continue the economic impact to a community of which they’ve been a part. As you know from the media, this is not easy; a buying company often finds if far more productive to consolidate a new acquisition into existing facilities elsewhere.

Over the last 5 years, Decision Associates M&A has been able to find that “perfect buyer” for each of the companies we’ve represented; the buyer that values our client’s current location, market reach, facilities, employee skill set and operational capabilities. And, in looking at the history of every transaction, the buyers have invested in the companies that they’ve bought, adding jobs and expanding as they’ve integrated their new asset.

Proven B2B Digital Marketing Tactics to Get and Keep Buyer Interest

Ricardo Guardiola
Posted: Wednesday Mar 8th, 2017

Did you know that today’s buyer prefers to be contacted by email for new business development opportunities? Do you know how to use your website and social media to engage buyers and triple to quadruple your lead-to-close rate? Today’s buyer is an adept online researcher. He or she reads online testimonials, conducts keyword searches and asks peers on social media for referrals. Industries today want more services with fewer, carefully selected suppliers.

Proven B2B Digital Marketing Tactics to Get and Keep Buyer Interest

Ricardo Guardiola
Posted: Wednesday Mar 8th, 2017

Did you know that today’s buyer prefers to be contacted by email for new business development opportunities? Do you know how to use your website and social media to engage buyers and triple to quadruple your lead-to-close rate? Today’s buyer is an adept online researcher. He or she reads online testimonials, conducts keyword searches and asks peers on social media for referrals. Industries today want more services with fewer, carefully selected suppliers.

“When I decided to purchase a business, I chose Decision Associates M&A to assist in the process. It was the first time that I had used an M&A firm and it went very well. Don Moore and B.J. Lechner had the ability to facilitate meetings and keep us, the seller and our attorneys talking to work through the questions that we had. They kept us on track and updated on each turn along the way. Decision Associates is a reputable, professional and knowledgeable firm, and I would recommend them to anyone who is selling their business or looking for a new venture.”

~ Steve Henderson, President
Great Lakes Cast Stone, Inc.

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