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Book: Strategies for Successfully Buying or Selling a Business




Russell L. Brown

catalog #B102

224 pages, softcover, 8.5" x 11"

Latest 2nd Edition


This book provides practical guidance and key insider information for potential buyers and sellers of small to medium-sized profitable operating businesses in the United States. It will help buyers and sellers of businesses find each other, determine a fair market value for the business, conduct productive negotiations, and successfully close the deal. By using the principles, ideas, hints, insider’s secrets, and experiences described in this book, the buyer and seller will be able to save themselves significant amounts of time, aggravation, and money as they move forward with their transaction.

Some sections of the book are directed more at sellers than buyers, and vice versa, but it’s strongly recommended that you read all sections because you’ll find useful information from both perspectives in all sections. For example, it will be highly useful for a seller to understand how a buyer is being advised to find a profitable business for sale and it will be equally valuable for a buyer to learn how sellers are being told to position their businesses for sale. Both parties will benefit by knowing how the other will approach this complex transaction of buying and selling a business. Even if the business owner already has a successor in mind such as a child, sibling, trusted employee, etc., this book will help the business owner to establish a value for the business and will provide a framework to work within for transferring ownership.

For the purposes of this book, small to medium sized businesses are defined as those businesses that have one to one hundred employees and up to ten million dollars in annual sales. These are very arbitrary ranges and should only be used as a broad guide. However, this book recognizes that the vast majority of businesses sold every day have fewer than twenty five employees and less than a million dollars in annual sales, and emphasis has been placed on the buying and selling of businesses in this category. Many of the fundamentals presented in this book are equally true for the Main Street retail store or service business, as well as for a Fortune 500 company. The principles are the same, just the level and amount of detail differs.

Everyone involved in the buying and selling of a business will find this book extremely useful and informative. I have presented information that is as accurate and current as possible. However, due to the varied nature of the laws of our different states, constantly changing resource addresses, the great diversity between each business situation, and based on using plain good old common sense, the reader is cautioned to independently verify all information before engaging in any business transaction.

Good luck with your objectives, and I’m pleased to be able to assist you through what could be one of the most challenging and rewarding undertakings in your business life!

Russell L. Brown

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