商品簡介
Expert advice for a successful transaction
Today, businesses are being bought and sold at a rapid rate. As a management consultant who has brokered over 300 small businesses, Wilbur Yegge knows the intricacies involved in the transaction process--and how to overcome them. In this comprehensive guide, he takes you through the ins and outs of the purchasing and vending process, covering everything essential to conclude a successful transaction. Packed with numerous examples, helpful tips, and even a special section on "Yegge's rules," this invaluable resource has complete information on:
* Contractual obligations in purchase and sale agreements.
* Working with business brokers.
* Confidentiality issues, such as tax returns, impropriety, and the discovery process.
* Effective negotiation strategies.
* What to include--and what not to--in your selling prospectus.
* Sellers' pricing methods.
* Payment alternatives open to buyers
作者簡介
WILBUR M. YEGGE, PhD, has bought and sold five companies, brokered the sale of over 300 small businesses, and valued more than 1,000 others. President of a management consulting firm, he is the author of Self-Defense Finance for Small Businesses and A Basic Guide for Valuing a Company, both published by Wiley.
目次
Partial table of contents:
WARMING UP.
Usable Lessons from Buying or Selling a Personal Residence.
Overview of Business Brokerage as an Aid in Buying and Selling.
Fishing Expeditions.
THE BLUFF.
The Selling Prospectus: Benefit to Seller and Buyer.
Demonstration Benefits Both Buyers and Sellers.
THE CALL.
When Hang Gliding in Lofty Thought...
Perceptions about Prices and Values.
Who Ultimately Determines Value and Price?: A Bird's-Eye View of the Market Scene.
THE PLAY.
Comparing the Deal Before Signing.
The Contract and Lawyers: A Typical Purchase-and-Sale Agreement.
Obstacles and Concessions After the Contract...: But, Before Closing the Deal.
Appendices.
About the Author.
Index.
