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Dave Kauppi's Articles in Entrepreneurship

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Selling a Business - Get a Letter of Intent Prior to Due Diligence A common mistake made by business sellers is to agree to the buyer performing due diligence before a letter of intent is executed. Why would a business owner agree to this difficult and disruptive process without having a clear picture of his eventual financial outcome if everything checks out? Below is a sample letter of intent. Sell a Software Company - The Valuation Dilema One of the most challenging aspects of selling a software company is coming up with a business valuation. Sometimes the valuations provided by the market defy all logic. This article explores the key elements that drive software company valuation multiples. Healthcare Business Sales - Why Use an Investment Banking Firm Sellers of healthcare businesses often try to represent themselves through the sale process. This article discusses the role of an investment banker and attempts to answer the question, are they worth the cost? Selling Your Software Company - Ten Mistakes That Destroy Value Selling your Software Company is the most important transaction you will ever make. For most business owners they only sell one business in their lifetimd. Mistakes in this process can greatly erode your transaction proceeds. This article discusses the ten common mistakes to avoid. Not Invented Here is Not an Option for The Large Beverage Companies The innovation in the beverage industry is coming from a group of entrepreneurs known as the new rule makers. This article discusses an approach to form equity partnerships between these start-ups and the beverage industry giants. Healthcare Information Technology - Business Valuation Business valuations for healthcare information technology companies is more of an art than a science. Ultimately a competitive market bid situation is the only true method. We attempt to quantify the important valuation elements in this article. Grow or Sell Your Information Technology Company - A Crossroads Decision A critical decision point for an Information Technology Company entrapreneur is the one to take it to the next level. This article discusses the factors to consider in this crossroads decision. The Owner's New Role After the Business Sale A critical element of your business sale negotiation is your role post acquisition. The more you indicate that you can't wait to seperate yourself from your business, the more the business buyer will want to lock you up in an extended earn out period. This article discusses how you should proactively position your role in the new entity. An Alternative to Venture Capital for the Healthcare Technology Entrepreneur If you are a healthcare entrepreneur seeking venture capital your odds of raising outside capital are below 3%. This article discusses a program that can dramatically improve your odds. An Alternative to Venture Capital for the Healthcare Technology Entrepreneur If you are a healthcare entrepreneur seeking venture capital your odds of raising outside capital are below 3%. This article discusses a program that can dramatically improve your odds. How Business Buyers Value Your Business - Ten Key Factors Certain qualities of a business make it quite valuable to potential buyers and others are viewed as big detractors of value. This article discusses what those value drivers are and steps you can take to make your business sell for maximum price. To Sell a Business or Not Sell a Business A Crossroads Decision Thinking of taking your company to the next level with a major capital investment or hiring additional sales resources? These are decisions that can impact your company's future. It might be time to consider the alternative of selling your business. Sell a Company - How is the Selling Price Determined? Business valuations are a valuable tool to set a range of prices when you sell a business. The only true way to determine value, however, is to present the business to the universe of buyers in a true open market bidding process. Starting a New Business - Is There a Big Enough Demand? Many entrepreneurs start their businesses without going through basic Business 101 analysis. I have seen many businesses that should never have been started because of a lack of market demand. Even with a large demonstrated market demand and a good product, you must figure out how to generate sales with a very limited start up budget. Baby Boomer Business Sellers - The Rush to the Exits Could Erode Company Valuations The Baby Boomers are retiring in large numbers over the next ten years and the impact on the economic landscape of America will be dramatic. This article will examine those trends and the likely impact on business valuations over the next several years. Capital Gains Deferral in a Business Sale The second most important consideration in the sale of the business is the tax situation. Even though capital gains taxes are comparatively low compared to ordinary income, a business sale usually invokes an eye popping tax bill. We have discovered a very effective to help reduce the effects of capital gains taxes in a business sale. Capturing That Elusive Strategic Value in a Business Sale In a business sale two different buyers can view the value of the target company far differently in terms of value. One buyer may look at paying a rule of thumb financial multiple while another recognizes meaningful growth potential and is willing to pay way beyond an EBITDA multiple. Business Buyers Negotiating Tactics When was the last time you walked into a car dealership and paid sticker price for that new car. How about never. As a business seller, do not expect an experienced buyer to over pay for your business. The negotiation process should not be taken as a personal attack. This article discusses the thrust and perry of negotiations to buy and sell a business. A Major Concern for Business Sellers - What Happens to My Employees One of the biggest concerns of business sellers is what will happen to their loyal employees when the new owner takes over. There is a common misperception that the new owner will come in and slash and burn in order to hit their profit targets. The reality for the family business could not be farther from the truth. Raising Venture Capital - Let's Be Realistic One of the biggest mistakes that entrepreneurs make in the early stages of their business is to devote an extraordinary amount of time in the venture raising process. The odds are decidely against you, so consider several other approaches. Prepare to Sell Your Material Handling Business This article discusses the steps you should take well in advance of the sale of your company. Implementing these recommendations could result in a far superior result. Before You Sell Your Material Handling Business This article discusses the steps you should take well in advance of the sale of your company. Implementing these recommendations could result in a far superior result. Selling Your Business - Should It Be a Do It Yourself Job? Business owners are often too emotionally tied to their business to act on their own behalf in negotiations with a potential buyer. The Offer to Buy a Business Depends on the Many Characteristics Business sellers often get frustrated when the buyer offer does not meet their value expectations and the structure of the transaction is not all cash at close. This article discusses the business characteristics that most impact the buyer's offer. Venture Capital Alternative for Technology Entrepreneurs If you are seeking venture capital your odds of raising outside capital are below 3%. This article discusses a program that can dramatically improve your odds. Depreciation Recapture in a Business Sale Owners of businesses that are machinery and equipment intensive can get burned on taxes in an Asset Sale of their business through depreciation recapture. Business Sellers Often Suffer from Single Buyer Syndrome This article discusses what often happens when a business owner entertains an unsolicited offer from a potential buyer. Business Broker Versus Merger and Acquisition Advisor There are two broad categories of professionals that engage in business sales business brokers and merger and acquisition advisors. What should the seller be looking for? This article will discuss the type of services offered by both groups and help the business seller decide which professional to use. Selling Your Technology Company - Why Earn Outs Make Sense Today The purpose of this article is to present earnouts to sellers of technology companies as a method to maximize their transaction proceeds. Build Versus Buy - A Merger and Acquisition Strategy for Information Technology Companies The window of opportunity is small for information technology innovators. This article explores a merger and acquisition strategy for larger firms to connect with the entrepreneurs to enhance new product success. Selling Your Business - Ten Steps to Increase Selling Price When you finally sell your business you want to get the most money possible. Pay attention to these value drivers and get the best sale price for your company. How to Sell Your Own Business If you are going to sell your company yourself, this article could be helpful. Before you Sell Your Lift Truck Dealership This article can be used as a guide for a heavy equipment dealer that is contemplating the sale of his company. Ten Signs That It is Time to Sell the Family Business A Business Owners Toughest Decision is deciding to sell. In many cases he ignores some market dynamics that fortell difficult times ahead. Those difficult times often result in a significant drop in the value of the business. This article will help you identify some of those signs. The Ten Commandments of Selling My Business There are many factors to consider when selling a business. This article provides some guidelines that will help the business seller get the best outcome.

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