卖公司的时候要把你的优势放在第一位
You understand the finer points and potential of your business better than anyone; however, 这并不意味着潜在买家会立即看到你的业务的各种优势. 当你想要出售你的企业时，你有两个非常重要的工作. 第一个是让你的企业做好被出售的准备. 第二项重要工作是展示企业的最大优势. 在一天结束的时候，你必须清楚地说明为什么你的公司值得购买. 当然，这一努力将得到你的商业经纪人或M&A Advisor.
了解谁会购买你的企业
Most people have never sold a business before and don’t fully understand what is involved in positioning one’s business for sale. 底线是，并不是每一项业务都适合每一个买家. 为您的企业找到合适的买家将大大加快这一过程. This is yet another reason why it is critically important to work with experienced professionals. Business Brokers and M&顾问不仅知道买家在寻找什么, 但也要知道卖家需要做些什么来让他们的生意做好出售的准备.
How to Navigate Roadblocks
Selling a business, 尤其是在没有专业帮助的情况下, 这是一个非常耗时且经常耗费精力的过程吗. 成功的经营一项业务需要注意细节和重点. Unfortunately, these can both suffer when owners attempt to put on yet another hat and handle the sale of their business.
当你试图卖掉你的公司时, 保持正常运行是非常重要的. The last thing you want is to weaken the finances of your business while you are waiting to find a buyer. Remember that it takes months, a year, or even longer to find a buyer for the typical business. 在此期间不要让你的生意受损.
Think Like a Buyer
Preparing your business to be sold isn’t as simple as making a few cosmetic changes and calling it day. 相反，你应该像买家一样思考.
如果你要收购一家企业，你希望看到什么? 你会想要知道很多关于这个行业和它是如何运作的, who its key employees are, 这些关键员工留下的可能性有多大, 主要的客户和供应商是谁, 以及企业区位和竞争对手的实力. 当然，你也会想要一个非常详细的企业财务状况的图片.
In short, 你会想要清楚地了解业务是做什么的，它的真正价值是什么, 它过去的财务状况有多健康, 该业务的前景是如何向前发展的, in general, 经营这一业务需要多少努力. 这些正是任何认真的买家都想知道的关键事实. It’s only to be expected that a buyer would expect to learn this information before making a decision.
在一天结束的时候，与一个商业经纪人或M&顾问是简化销售流程的最简单方法之一. 多亏了多年的经验, they already understand the pitfalls that you may experience as well as what is needed to position your business so that you can find the right buyer quickly and receive the best price possible.
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租赁的重要性经常被忽视
当购买或出售一家企业时，评估租约是至关重要的. It is a strange phenomenon that otherwise savvy business people will treat leases as a secondary concern. 然而，租约中有问题的条款可能会迫使你打包走人. 这将不仅是一种不和谐的体验，而且也是一种非常昂贵的体验.
Finding a good location is of paramount importance to both the profile and profitability of your business. 当你购买或出售一家企业时，你可能会觉得有更重要的问题. 但是在本文的最后, 你会发现把租约放在你的“待评估”列表的顶部是明智的.
有三种不同的租赁类型:新租赁, 转让租赁和转租租赁. All three of these options are most definitely different from one another and can potentially impact your business in different ways.
The New Lease
新租约，如名称所示，是已过期租约的结果. 这意味着买家必须与房东一起建立新的租约. Buying a business only to discover that you don’t have a lease and the landlord isn’t interested in keeping your business at its current location is most definitely a shock that no business owners want to encounter. Buyers should be one-hundred percent certain that they have a lease in place before they buy a business.
Assignment of Lease
The second type of lease is the assignment of lease; this form of lease is quite common. It involves the buyer of a business being granted the use of the location where the business is currently located and operating. 通过租赁的转让, 卖方可以将与租赁有关的权利转让给买方. Of course, 重要的是要记住，卖方并不是房东, but instead, 只是有能力分配租约.
The Sublease
第三种租赁选择是转租. 转租基本上是租赁中的租赁, 它还伴随着一些必须理解的重要区别. A sublease generally requires the permission of the landlord and that permission should not be viewed as a “foregone conclusion” or “automatic.”
The bottom line is that no new business owner wants to discover that their new business doesn’t have a home. 在收购一家企业时，有一系列非常重要的问题需要解决, 此外，至关重要的是，买家永远不要忽视所涉及的租赁类型. A savvy seller will highlight what kind of lease they have, especially if the terms are favorable. But buyers should always be proactive and ask questions about the status of the lease and make certain that lease terms are clearly defined.
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购买/出售业务:外部观点
有一个关于麦当劳(mcdonald)创始人雷·克罗克(Ray Kroc)的故事经常被提起. 在他和麦当劳兄弟在加州的汉堡店接触之前, 他花了好几天的时间坐在车里观察生意. 只有当他确信业务和理念是可行的, 他提出的条件是不是兄弟俩无法拒绝. 剩下的，正如他们所说，都是历史了.
The point, however, for both buyer and seller, 对双方来说，坐在对面看着生意很重要吗. 买家会得到很多重要的信息. 例如，买方将了解客户基础. 该公司服务多少客户? How often? When are customers served? 客户基础的构成是什么? 繁忙的日子和时间是什么时候?
The owner, as well, can sometimes gain new insights on his or her business by taking a look at the business from the perspective of a potential seller, 通过“看街对面”.”
业主和潜在买家都可以了解客户服务等.比如，让家人或亲密朋友光顾公司.
有趣的是，这些方法现在正被企业主、特许经销商和其他人使用. 当这些人使用时，他们被称为神秘购物者. They are increasingly being used by franchisors to check their franchisees on customer service and other operations of the business. Potential sellers might also want to have this service performed prior to putting their business up for sale.
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是什么让你的公司在市场上独一无二?
There are unique attributes of a company that make it more attractive to a possible acquirer and/or more valuable. 当然，数字很重要，但潜在买家也会把目光投向这些数字之外. Factors that make your company special or unique can often not only make the difference in a possible sale or merger, 但也可以大幅增加价值. Review the following to see if any of them apply to your company and if they are transferable to new ownership.
Brand name or identity
你们的产品有没有一个很有名的名字? 不一定非得是面巾纸或可乐, 而是一个在特定地理区域可能很有名的名字, 或与特定产品标识的名称. 具有独特外观、味道或形象的产品也是一大优势. For example, Cape Cod Potato Chips have a unique regional identity, and also a distinctive taste. 在卖出的时候，这两个因素都是有利因素.
Dominant market position
A company doesn’t have to be a Fortune 500 firm to have a dominant position in the market place. 成为利基市场的主要参与者是一种主导地位. 可能的买家和收购方, such as buy-out groups, 关注某个特定行业的主要参与者，不管它有多小.
Customer lists
时事通讯和其他出版物也有, over the years, 建立邮件列表和订阅者列表，创建一个独特的忠诚基础. 正如许多个人服务创造了这个基础, 许多其他因素促成了它的建立. The resulting loyalty may allow the company to charge a higher price for its product or service.
Intangible assets
A long and favorable lease (assuming it can be transferred to a new owner) can be a big plus for a retail business. 一个可识别的特许经营名称也可以是一个很大的优势. 其他可以创造价值的无形资产的例子有:客户名单, proprietary software, 一个有效的广告方案, etc.
Price Advantage
同类产品的低收费能力是一个独特的因素. For example, Wal-Mart has built an empire on the ability to provide products at a very low price. 一些公司通过与设计师或制造商建立联盟来做到这一点. 在某些情况下，这些联盟发展成伙伴关系，从而可以提供较低的价格. 大多数公司不属于沃尔玛的范畴, 但同样的关系也可以用来创造低成本和随后的价格优势.
Difficulty of replication
A company that produces a product or service that cannot be easily replicated has an advantage over other firms. We all know that CPA and law firms have unique licensing attributes that prevent just anyone off of the street from creating competition. 一些公司在非常有限的基础上获得了政府许可或协议. 其他公司则提供捆绑销售，限制其他公司参与竞争. 例如，一家咖啡公司提供免费的咖啡机来使用他们的咖啡.
Proprietary technology
Technology, trade secrets, specialized applications, confidentiality agreements protecting proprietary information – all of these can add value to a company. 这些因素可能没有版权或专利, 但如果建立了保密链，那么这些项目可能是该公司独有的.
There are certainly other unique factors that give a company a special appeal to a prospective purchaser and, at the same time, increase value. Many business owners have to go beyond the numbers and take an objective look at the factors that make their company unique.
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购买现有业务的优势
大多数人都想从零开始创业, developing an idea, 白手起家建立一家公司. Starting from scratch, however, 它的缺点包括:发展客户基础, marketing the business, 雇佣员工，创造现金流……没有任何可依赖的历史或声誉.
为了避免这些挑战，收购一家现有的企业可能被证明是更好的解决方案. 收购现有企业有其优势，包括但不限于:
The Business Is Established.
现有企业是已知的实体. 它有着悠久的历史记录. 它有一个客户或客户基础，已建立的供应商和供应商. 它有一个有家具、固定装置和设备的物理位置. “交钥匙运营”这个词可能被滥用了，但现有的业务就是如此，甚至更多. 新的特许经营可能会提供一个所谓的交钥匙业务机会，但仅此而已. 初创企业是白手起家的，有上述所有的缺点.
企业有现有的关系.
除了现有的客户关系, vendors, and suppliers, 大多数企业也有经验丰富的员工，他们是公司的宝贵资产. 买方可能已经与银行建立了关系, insurance companies, printers, advertisers, professional advisors, etc., 但如果没有，现有的企业/所有者有, 作为收购的一部分，它们可以很容易地转让给买家.
这家公司不是“被戳的猪”.
开始一项新业务就像是“戳里的猪”.” No matter how much research, time, and money you invest, 从零开始创业仍然有很大的风险. An existing business has a financial track record along with established policies and procedures. 一个潜在的买家可以看到一个企业的财务历史——当销售是高是低, 企业的真实支出是什么, 以及业主能赚多少钱, and more. Also, in almost all cases, a seller is more than willing to stay on to teach and work with a new owner – sometimes free of charge.
现有业务附带价格和条款.
如上所述，现有企业的一切都已就绪. 企业正在运作，通常有一个确定的销售价格. Opening a new business from scratch comes with a great degree of uncertainty and can become a proverbial “money pit”. 当购买一个已建立的企业, 买家清楚地知道他或她的钱能得到什么. In many cases, a seller is also willing to take a reasonable down payment and then finance the balance of the purchase price.
The “Unwritten” Guarantee.
通过融资购买价格, a seller is saying that he or she is confident that the business will be able to pay its bills, support the new owner, 加上支付任何必要的付款给卖方.
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