This book (182 pages) uncovers the secret of how to leverage strategic value in the business to create a large revenue opportunity for a strategic buyer. Dr. McKaskill’s is the world’s leading authority on selling a business to a strategic buyer and sets out a comprehensive and systematic process for selling a business to a large corporation. Sales values of 40 times EBIT and/or many times revenue are highly probable using his Strategic Sale Strategy for a business with underlying strategic assets or capabilities.
Most entrepreneurs never receive full value for the underlying potential in their businesses. They don’t see the opportunities that they can create for a large corporation, fail to prepare the business properly for a sale and rarely develop the potential buyer relationships necessary to get the best price.
Entrepreneurs who can show a large corporation how to generate hundreds of millions of dollars of revenue can secure unbelievable prices for their businesses. This process works in every sector and for every size business, even those making a loss, providing the strategic value in the business is used as a basis for a sale.
The strategic exit process is set out in the following chapters:
CHAPTER ONE - Forget the Multiple
CHAPTER TWO - Strategic vs. Financial Exits
CHAPTER THREE - Threats and Opportunities
CHAPTER FOUR - Identifying Strategic Value
CHAPTER FIVE - Finding Strategic Buyers
CHAPTER SIX - Enabling the Opportunity
CHAPTER SEVEN - Reducing Risks to the Buyer
CHAPTER EIGHT- The Acquisition Process
CHAPTER NINE - Deal Structure
CHAPTER TEN - Selecting Professional Advisors
CHAPTER ELEVEN - Other Considerations
CHAPTER TWELVE - Conclusion
Most entrepreneurs are frustrated with the lack of science in this area. Now for the first time, they are empowered by a systematic and pragmatic process that they can use to build value in their business, they can manage the process of sale themselves and they can capture the maximum benefit from the years of effort that they put into their business. Reading this book will open up their eyes to a new range of possibilities for how they can capture the strategic value in their business. Whether they proceed to sell their business or not, the process itself will have a very positive effect on their profitability and business resilience.
The book sets out a proactive process that will enable the entrepreneur to achieve the highest sales value for the business when selling to a strategic buyer buyer.
Few business owners understand how business valuation formulae work, how they can proactively increase value in their business or how to best prepare their business for sale. Business valuation has been long dominated by the belief that valuation is solely a calculation based on historical profits to the extent that few business owners truly believe they can influence what they will sell their business for.
Dr. Tom McKaskill:
Global serial entrepreneur, educator, author and angel investor, Dr McKaskill is an authority on how entrepreneurs’ start, develop and harvest their ventures. He is the world’s expert on exit strategies for high growth enterprises. His experience includes multiple start-ups in the UK and USA, raising venture capital twice, undertaking two acquisitions and strategic trade sales of three businesses.
Dr. McKaskill has qualifications in Economics, Accounting, Marketing and Manufacturing. Recently retired from the Richard Pratt Chair in Entrepreneurship at the Australian Graduate School of Entrepreneurship, Dr. McKaskill is the author of 14 books covering such topics as new venture growth, raising venture capital, selling a business, acquisitions strategy and angel investing.