Articles

Article originally posted by the Bradford Tax Insitute. Does your company have a buy-sell agreement that uses life insurance to redeem your shares if you die? If so, a new groundbreaking decision by the U.S. Supreme Court could have an impact on you (or your heirs, if you are the one who dies). It’s possible, […]

The BIEF Board of Directors has brought on Attorney Shane Hansen, lead counsel for the BIEF Campaign for Clarity, to provide strategic legal support to state and regional associations. His goal is to help these groups encourage state securities regulators to prioritize the adoption of NASAA’s amended M&A Broker Rule. At present, 21 states have […]

Are you leveraging the full power of marketing to source deals, build relationships, and enhance your credibility as an M&A professional? In today’s competitive and digital-driven marketplace, your ability to market effectively can be the difference between closing deals and missing opportunities. The upcoming M&A Source Spring Conference is offering the perfect course for you. […]

When it comes to mergers and acquisitions (M&A), most professionals focus on the tangible aspects: financials, legal contracts, market positioning, and operational logistics. But behind every transaction are human beings, and understanding their personalities can be the difference between a successful deal and one that falls apart. Personality insights aren’t often the headline of M&A […]

Tax implications can make or break mergers and acquisitions (M&A) deals. For M&A advisors, understanding the nuances of key tax provisions is critical to structuring transactions that benefit all parties involved—buyers, sellers, and stakeholders alike. Whether it’s a matter of reducing liabilities, optimizing cash flow, or avoiding unintended tax consequences, these provisions can play a […]

When it comes to selling a business, many factors influence the final sale price and the success of the transaction. One critical element that may often determine the attractiveness of a business to potential buyers is the strength and stability of its management team. At Touchstone Advisors, we recognize the pivotal role a competent management […]

There are many situations in business negotiations where a buyer or seller must make the opening offer, even though they might prefer not to. There are effective tactics to employ when one is forced to make the opening offer, and I cover those in some of my other material. But in this article, I’d like […]

Concentration as it relates to selling an established business means that a large percentage of sales, purchases, or some other critical business metrics are concentrated in one or two big customers, industries, products, vendors, or employees. In founder led businesses the most common situation is customer concentration. Business owners frequently look at this as a […]

​“Well,” the owner might sheepishly begin while looking over his shoulder to ensure no one is listening, “this year’s income statement reflected $2.5 million of net profit, but it actually makes much more because we run a lot of expenses through it to reduce earnings and taxes.” How should the appraiser respond? Aghast at the […]

In the context of mergers and acquisitions, being prepared is not just an advantage — it’s essential. Sellers who begin negotiations armed with clarity, confidence, and a thorough understanding of their financial standing are more likely to reach the closing table and have a favorable outcome. However, the road to a successful sale is often […]