About Sarah Pinkowski

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So far Sarah Pinkowski has created 49 blog entries.

Making the Transition from Business Brokerage to M&A


Many M&A Source members join the organization after being business brokers. The desire to move upmarket and work on bigger deals is natural and it happens regularly. M&A advisors bridge the gap between small businesses and large corporations, focusing on the lower middle market. I believe that the major factor that determines whether a deal is business brokerage or M&A depends on who is the most logical, highest value buyer. If it is an industry buyer or a PEG, it is an M&A deal. After selling my business in 2002 I went back to graduate school for an MBA and started [...]

Making the Transition from Business Brokerage to M&A2022-04-14T13:50:55-04:00

10 Minutes with Doug Robbins


Doug Robbins is President and Founder of Robbinex Inc., an internationally renowned Canadian Business Intermediary and Business Broker. He is a seasoned businessman having completed more than 1,000 assignments relating to advising clients on mergers and acquisitions; valuations; transferring businesses to the next generation; partnership resolutions; refinancing; along with numerous other consulting activities. He has completed more than 400 business sales; and invested in 32 businesses. Doug is a licensed Real Estate & Business Broker in the Province of Ontario. Doug was one of the founding directors of the M&A Source and has actively supported the M&A profession through investing [...]

10 Minutes with Doug Robbins2021-02-04T14:47:35-05:00

Not ready to sell today? The “Two-Year Plan” was made for you


Some of our most successful deals resulted from the owner’s patient, resolute commitment to preparing their business to sell at the right time, for top dollar. The sale of a business is different than the sale of any other asset. Unlike real estate or capital equipment, which can often sell quickly at a good price, businesses usually require extensive preparation for their sale to yield maximum value. Recognizing that a business sale is a relatively long-term proposition, IBG Fox & Fin has throughout our 27-year history taken the long view: We often create relationships with business owners two or more [...]

Not ready to sell today? The “Two-Year Plan” was made for you2021-02-04T14:28:14-05:00

Dealing with Working Capital in a Divestiture


Takeaway: Working capital can be the biggest chip at the table during your negotiations. Here is everything you need to know to calculate working capital before you enter the sale process. In most of the M&A deals that I am involved in, working capital is one of the most complicated areas to navigate when trying to close a transaction. Here are the areas that you need to consider when thinking about working capital in the context of completing a deal: Inclusion of Working Capital First off, let me start by clearing up confusion that some business owners may have regarding the inclusion of working capital [...]

Dealing with Working Capital in a Divestiture2021-02-04T13:25:19-05:00

2021 M&A Analysis from a Buy-Side Firm


We believe the small-to-midsize business mergers and acquisitions market looks positive going into 2021.  More Clarity and Certainty  As we put 2020 behind us, what does 2021 hold for us in the SMB M&A industry? We are now entering a new year where lockdowns give way to a vaccine, and there is more clarity around taxation, spending, and related policy from an expected divided government. These factors along with Q4 signs of substantive activity led us to believe the small-to-midsize business (SMB) mergers and acquisitions (M&A) market looks positive going into 2021.  2021 Market Factors  Looking at the details at the time of this writing, no one knows how to call the [...]

2021 M&A Analysis from a Buy-Side Firm2021-01-06T10:59:41-05:00

They Appeared to be the Perfect Buyer


Sara Burden Sara Burden is the owner of Walden Businesses based in Atlanta, Georgia. Sara has over 30 years’ experience and selling companies with sophisticated high profiles in the services, heavy manufacturing, and distribution sectors.  Prior to joining Walden, Sara was a successful entrepreneur as the founder of a permanent staffing service specializing in high-end administrative support personnel. In 1984, her acquisition of a temporary services provider expanded her firm to one of the largest in Atlanta. The temporary division was divested in 1988, and the permanent division in 1991.  She has served on the Executive Board of the Atlanta chapter of the National Association of Women Business Owners and is a member of the [...]

They Appeared to be the Perfect Buyer2021-01-06T10:49:35-05:00

Home Office Deduction Rules


The IRS reminded taxpayers of the home office deduction rules during Small Business Week and urged individuals to consider taking the home office deduction if they qualify.   Who qualifies for the deduction?  The home office deduction is available to qualifying self-employed taxpayers, independent contractors and those working in the gig economy.  However, the Tax Cuts and Jobs Act suspended the business use of home deduction from 2018 to 2025 for employees.  Hence, employees who receive a paycheck or a W-2 exclusively from an employer are not eligible for the deduction, even if they are currently working from home.   What is [...]

Home Office Deduction Rules2021-01-06T10:07:40-05:00

Eight Things to Consider When Selecting an M&A Advisor


I have met thousands of business owners over the decades, and the majority of small to medium-sized business owners/entrepreneurs are “do-it-yourselfers.”   Most have survived many challenges along with some failures but have continued to work diligently which is why they are successful today. They believe in themselves, as they should, and many believe they do not need an M&A advisor - they can do it themselves.   Many studies have been completed over the years by various associations and the conclusions are consistent:   A competent, experienced M&A advisor will:   Remove a great deal of emotion from the owner, allowing them to make logical [...]

Eight Things to Consider When Selecting an M&A Advisor2020-12-02T17:04:03-05:00

Creating Favorable Deal Structures in Times of Uncertainty


The COVID-19 pandemic put a temporary halt to virtually all M&A transactions earlier this year, and for good reason too. We’re about seven months into the pandemic and the future is still uncertain with no clear path forward. We are starting to see more deals put back on the table and buyers are reemerging to hunt for opportunities. The question is, how do sellers, buyers, investors, and their advisors find common ground to navigate these uncharted waters? As necessity is the mother of innovation, business owners and their advisors are adapting to the realities on the ground, developing unique strategies and [...]

Creating Favorable Deal Structures in Times of Uncertainty2020-12-02T16:52:16-05:00

10 Minutes with Lamar Stanley


Lamar Stanley is Vice President of Gen Cap America, a private investment firm headquartered in Nashville, Tennessee. GCA specializes in acquisitions and recapitalizations of quality middle market and lower middle market businesses with revenues between $10M and $200M. Before joining Gen Cap in 2016, Lamar was with Diversified Trust Company, a wealth management firm where he worked in their private-equity strategy group. Prior to Diversified Trust Company, Mr. Stanley served as an intelligence officer in the United States Navy. He holds a B.A. degree from The University of the South, in Sewanee, TN, and an M.B.A. from The University of Chicago.  Tell us about your career pre-Gen Cap America and how it led you to do this [...]

10 Minutes with Lamar Stanley2020-12-02T16:46:56-05:00
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