Most owners spend their careers building their businesses. When they decide to sell, it’s natural to have more questions than answers. Gary Anzalone and Mark Neeb joined Mike Ginsberg to discuss what information should initially be disclosed by the seller to the buyer.
When asked how he initially prepared his business for sale, Mark explained, “I started thinking about this a long time in advance of my actual sale. I went through due diligence two or three times with potential buyers, not with intent to sell, but with intent to learn … Over the ensuing years I really was able to know what to focus on and how to prepare my company for sale knowing what buyers are looking for.” It is crucial to the sale of a business to plan ahead, and know what information to initially disclose.
There will come a time, however, when more information will be necessary, but prior to a closing, there are limitations to the kind of information necessary. During the podcast Gary explained that his company initially “did not give client names, but we did give industry segments though, as for an example, if the medical industry accounted for third-party collections, we would include that as medical market representing 70% of revenues and so on..”
The podcast is 14 minutes long. Please listen to the podcast in its entirety to learn more about what information to disclose to buyers, what information to include in the memorandum, how to illustrate financial performance and if there is anything Mark or Gary would change if given the opportunity. Enjoy!
Gary Anzalone owned and operated Credit Management Control, Inc., a nationally licensed collection agency, which he sold on his own in 2007. He currently leads G2 Consulting, which provides consulting services that focus on business critical aspects such as improving cash flow through optimization in account management, improving sales and marketing techniques, integrating technologies and improving operational processes. His personal experiences include collection management, client negotiations, debt purchasing and state and federal debt collection regulation.
Mark Neeb bought, built and sold the Affiliated Group over a period of 20 years, which specialized in the medical, utility, government and student loan sectors. Most recently, he founded neebEDU, LLC, which performs sub-contract work for the U.S. Department of Education and also consults with Gary at G2 Consulting. Mark has served ACA and the Minnesota Association of Collectors over the years, and is a former president of ACA International. He currently serves on ACA’s Council of Delegates and ACA’s Federal Affairs Committee.
Kaulkin Ginsberg is the foremost M&A and strategic advisor to the outsourced business services industry with a focus on accounts receivable management. If you missed the previous podcast between Mike, Mark and Gary discussing who to approach when selling a business, please visit kgprime.com or contact us at firstname.lastname@example.org.
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