Posts by Jeff Erlewine
When Good Businesses Leave Money on the Table: A Central Valley M&A Case Study
In M&A, the difference between a good outcome and a great one often comes down to preparation. A business doesn’t have to be broken to underperform at exit. It just has to be unprepared. This is the story of a Central Valley environmental services company that sold successfully, but walked away from significant value in…
Read MoreDetermining a Fair Purchase Price in M&A: Key Considerations
One of the most critical aspects of any merger or acquisition is determining a fair purchase price. While buyers and sellers may have different perspectives on valuation, the ultimate goal is to establish a price that reflects the company’s financial health, growth potential, and risk profile. A well-supported valuation helps facilitate a smoother negotiation process…
Read MoreWhen Preparation Meets Opportunity: A California Industrial Services Case Study
The best exits don’t happen by accident. This one is a case study in what deliberate preparation looks like when it pays off. This is a story about an owner who built something worth selling, and then sold it the right way. The Business The company is a California based provider of industrial parts and…
Read MoreWhen to Start Planning Your Business Sale: Timing Matters More Than You Think
One of the most common questions business owners ask is, “How far in advance should I start planning for a sale?” The answer: earlier than you think. While the actual sale process may take six to twelve months once you’re actively in the market, the work that drives valuation and reduces deal friction often starts…
Read MoreWhy Valuing Your Business Shouldn’t Wait for a Sale
Most business owners only think about valuation when they’re preparing to sell. But waiting until an exit is imminent can leave you unprepared, underinformed, and potentially underpaid. A business valuation is not just about pricing a sale—it’s a strategic tool that helps you plan, grow, and make more confident decisions. Understanding the value of your…
Read MoreHow to Attract Multiple Buyers and Maximize Competition in an M&A Sale
Generating interest from multiple buyers is one of the most effective ways to maximize valuation and improve deal terms in an M&A process. When multiple parties are competing to acquire a business, sellers gain leverage in negotiations, often leading to a higher purchase price, better deal structures, and improved closing conditions. Conversely, a sale process…
Read MoreThe Hidden Cost of Family Business Complexity: A California Contractor Case Study
In closely held businesses, the line between family and company is rarely clean. Decisions get made at the dinner table. Compensation reflects relationships as much as roles. And when the time comes to transition ownership, years of informal arrangements have a way of surfacing all at once. This is the story of a California specialty…
Read MoreUnderstanding M&A Deal Structures: How Transactions Are Structured in Practice
Mergers and acquisitions (M&A) transactions can take many forms, with deal structure playing a critical role in shaping financial, tax, and operational outcomes for both buyers and sellers. While every transaction is unique, most deals follow common structuring frameworks that dictate how ownership is transferred, how consideration is paid, and how risk is allocated between…
Read MoreEssential Marketing Materials for Selling a Business
Selling a business requires more than just finding an interested buyer. A well-executed sale process depends on professionally prepared marketing materials that provide prospective buyers with the right level of information at the right time. These materials help generate interest, establish credibility, and guide buyers through their evaluation of the opportunity. Without them, a business…
Read MoreHow to Prepare for Due Diligence — and Protect the Value of Your Deal
Most sellers assume that if their business has been run well, due diligence will be straightforward. In our experience, that assumption is one of the most expensive mistakes a seller can make. Due diligence is the phase of a transaction where a buyer and their advisors examine every part of your business: financials, legal structure,…
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