Selling Your It Business: Valuation, Finding the Right Buyer, And Negotiating the Deal - Hardcover

Chalfin, Robert J.

Hardcover

ISBN 10: 0471740764 ISBN 13: 9780471740766

Publisher: John Wiley & Sons Inc, 2006

Synopsis

"For close to twenty years I have observed Mr. Chalfin helpingowners, business advisors, and students get a grip on the slipperyissues of selling a business. This book is a valuable distillationof his expertise. "
--Ian MacMillan, Dhirubhai Ambani Professor of Innovation andEntrepreneurship The Wharton School, University ofPennsylvania

"Bob provided us with valuable outside perspective while weprepared our business for sale and during the sale process. Hisbook is an excellent guideline for business owners thinking aboutselling their company."
--Steve Gerlicher, Entrepreneur

"Bob Chalfin's experience and intellect make this book essentialreading for IT business owners. Provides thoughtful analysis andpractical advice invaluable to anybody who is even consideringselling their business."
--Louis W. Fryman, Esq. Chairman Emeritus Fox Rothschild LLP

"Bob Chalfin brings unparalleled experience to developing andexecuting these transactions. His insights are tempered by years offormulating these deals and then describing the methods to hundredsof students at The Wharton School."
--Stephen M. Sammut Senior Fellow, Wharton Entrepreneurial ProgramsManaging Director, Burrill International

"This book covers all the bases for someone selling an IT (orreally any) business. The observations on buyer motivations areparticularly insightful."
--Mark Goodwin Executive Vice President and Chief Operating OfficerPioneer Investments

About this title

From the Inside Flap

You put your heart into it. What will you get out of it? And how?

Selling Your IT Business gives a complete overview of theselling process, covering everything from valuation to finding theright buyer to negotiating strategically to closing the sale. Theinformation is presented step-by-step, complete with sample forms,checklists, and agreements. Because it focuses exclusively on ITbusinesses, this guide provides in-depth information about issuesunique to them. It covers:

• Characteristics of an IT business that entice buyers, such as astrong management team; reasonably predictable financialperformance; sought-after offerings; strong relationships withcustomers, lenders, and suppliers; a diversified customer base; andmore
• The different types of buyers and what motivates them
• Financial metrics to monitor and improve IT businessperformance
• Creating a selling memorandum that paints a complete picture ofthe business, covering products and services, customers,competitors, financial information, and more
• Preparation of the business plan, including detaileddescriptions of its components
• Valuation, including the key factors in determining the valueof a business
• The letter of intent, the due diligence process, the contract,utilizing attorneys and CPAs, and more
• The seller's future role in the business (if any) andcompensation

Invaluable to IT business owners interested in selling theirbusinesses and to their accountants, lawyers, and advisors, thebook also includes advice and information useful for entrepreneursstriving to build their businesses, covering topics such asattracting and retaining good employees, non-compete agreements,and more. It helps IT business sellers and buyers understand theprocess, know what to look for, avoid common pitfalls, and seal adeal that benefits both parties.

About the Author

Robert J. Chalfin, CPA, Esq., is a longtime Lecturer in Management at The Wharton School of the University of Pennsylvania, an Attorney, certified public accountant, and President of The Chalfin Group, Inc., which provides strategic planning and advisory services in connection with the purchase and sale of entrepreneurial businesses, many in the IT industry. He has served IT businesses in a variety of capacities including corporate board member, consultant, and investor. He is a frequent speaker at industry forums and conferences.

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 2006
• ISBN 10: 0471740764
• ISBN 13: 9780471740766
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 239