Business Buying Strategies from The Dealmaker's Academy

In podcast #6, Jonathan covers:

• How the multi-million-pound Coffee Nation deal was put together
• What sellers really want, according to Helen Moore, Operations Manager at Business Data which publishes the Business Sales Report about the number of businesses up for sale in the UK
• Why you should update your LinkedIn profile
• The importance of buying assets rather than the shares of a business
• The terms every dealmaker needs to understand

Listen to find out:

• The challenge of presenting a company’s potential growth rate
• Why sellers need to discuss management terms early in the sales process
• What sellers look for
• Why cash will get you a better deal
• How to de-risk an acquisition
• Why industry experience will count in your favour with sellers
• Why your first acquisition should be in a sector you know well
• Why updating your LinkedIn profile will help to establish your credibility with brokers and sellers
• What you should say in LinkedIn messages to business owners
• Why you should use the word ‘investing’ rather than ‘buying’ in LinkedIn messages
• Why you should write regular posts on LinkedIn
• The advantages of buying assets rather than shares
• Why you should have a third-party valuation of the company’s assets
• Why sellers don’t like to sell assets from the business
• The definition of fair value
• What secured creditors are
• Who appoints administrators
• Where to find information about a company’s secured creditors
• The winding up process
• How to buy a company that has a winding up order
• How to get a validation order

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #6, Jonathan covers:

• How the multi-million-pound Coffee Nation deal was put together
• What sellers really want, according to Helen Moore, Operations Manager at Business Data which publishes the Business Sales Report about the number of businesses up for sale in the UK
• Why you should update your LinkedIn profile
• The importance of buying assets rather than the shares of a business
• The terms every dealmaker needs to understand

Listen to find out:

• The challenge of presenting a company’s potential growth rate
• Why sellers need to discuss management terms early in the sales process
• What sellers look for
• Why cash will get you a better deal
• How to de-risk an acquisition
• Why industry experience will count in your favour with sellers
• Why your first acquisition should be in a sector you know well
• Why updating your LinkedIn profile will help to establish your credibility with brokers and sellers
• What you should say in LinkedIn messages to business owners
• Why you should use the word ‘investing’ rather than ‘buying’ in LinkedIn messages
• Why you should write regular posts on LinkedIn
• The advantages of buying assets rather than shares
• Why you should have a third-party valuation of the company’s assets
• Why sellers don’t like to sell assets from the business
• The definition of fair value
• What secured creditors are
• Who appoints administrators
• Where to find information about a company’s secured creditors
• The winding up process
• How to buy a company that has a winding up order
• How to get a validation order

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

A question that I get asked all the time from my Mastermind members is how do you value a business.

It's a good question that's very difficult to answer. Why?

Because a big business is worth more than a small business.

So, let's take a step back. The starting point for a business value is a multiple of profit or EBITDA.

A small business with an EBITDA of £100K or less can have a value of 2x to 4x EBITDA.

A bigger business with £1 million EBITDA will have an 8x to 15x value.

The days of getting a 20x multiple disappeared in the 80s with Gordon Gekko.

So, when a potential buyer gave Coffee Nation a 37.5 multiple. Martin Dawes couldn't believe his luck.

But...

The deal fell through inches from the finishing line! Why?

That's what you will find out in this podcast episode. 

You'll also hear:

• What a business seller is looking for in a buyer
• What a buyer should do to prepare for sale
• What you need to demonstrate to the business owner that will make him want to sell to you
• How to calculate the value of a business
• Questions to ask the seller that reveal the health of the business

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

A question that I get asked all the time from my Mastermind members is how do you value a business. It's a good question that's very difficult to answer. Why? Because a big business is worth more than a small business. So, let's take a step back. The starting point for a business value is a multiple of profit or EBITDA. A small business with an EBITDA of £100K or less can have a value of 2x to 4x EBITDA. A bigger business with £1 million EBITDA will have an 8x to 15x value. The days of getting a 20x multiple disappeared in the 80s with Gordon Gekko. So, when a potential buyer gave Coffee Nation a 37.5 multiple. Martin Dawes couldn't believe his luck. But... The deal fell through inches from the finishing line! Why? That's what you will find out in this podcast episode.  You'll also hear:

• What a business seller is looking for in a buyer
• What a buyer should do to prepare for sale
• What you need to demonstrate to the business owner that will make him want to sell to you
• How to calculate the value of a business
• Questions to ask the seller that reveal the health of the business

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #4, Jonathan covers:

• How Martyn Dawes, Coffee Nation’s founder, sold the business in a multi-million-pound deal
• Three more questions to ask in your first conversation with a business owner
• The difference between liquidation and administration and which offers the best opportunity
• An interview with Helen Moore, Operations Manager at Business Data which publishes the Business Sales Report about the number of businesses up for sale in the UK

Listen to find out:

• What’s involved in a multi-million-pound sale
• When Martyn Dawes, founder of Coffee Nation, first considered selling his business and why
• How Martyn raised £4 million of private equity funding
• Why exiting was always on the cards for Martyn
• How creating a new market category can make it challenging to attract funding or buyers
• How Martyn changed his mind about staying with Coffee Nation
• How to discover if a seller has hired a broker and what to do next
• How to find motivated sellers
• Why you should see companies in administration as opportunities
• How long a moratorium against legal processes can last
• Why it may be best to avoid businesses with winding-up orders
• The difference between administration and liquidation
• Why owners take their businesses off the market then relist them
• Why you should talk to owners who remove then relist their businesses
• One of the main reasons businesses don’t attract buyers
• How to approach the owner of a relisted business
• Why business performance often falls after the owner decides to sell
• Why you have more flexibility when it comes to deals with owners who can’t find other buyers

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #4, Jonathan covers:

• How Martyn Dawes, Coffee Nation’s founder, sold the business in a multi-million-pound deal
• Three more questions to ask in your first conversation with a business owner
• The difference between liquidation and administration and which offers the best opportunity
• An interview with Helen Moore, Operations Manager at Business Data which publishes the Business Sales Report about the number of businesses up for sale in the UK

Listen to find out:

• What’s involved in a multi-million-pound sale
• When Martyn Dawes, founder of Coffee Nation, first considered selling his business and why
• How Martyn raised £4 million of private equity funding
• Why exiting was always on the cards for Martyn
• How creating a new market category can make it challenging to attract funding or buyers
• How Martyn changed his mind about staying with Coffee Nation
• How to discover if a seller has hired a broker and what to do next
• How to find motivated sellers
• Why you should see companies in administration as opportunities
• How long a moratorium against legal processes can last
• Why it may be best to avoid businesses with winding-up orders
• The difference between administration and liquidation
• Why owners take their businesses off the market then relist them
• Why you should talk to owners who remove then relist their businesses
• One of the main reasons businesses don’t attract buyers
• How to approach the owner of a relisted business
• Why business performance often falls after the owner decides to sell
• Why you have more flexibility when it comes to deals with owners who can’t find other buyers

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #3, Jonathan covers:

• What it takes to sell a £70 million business
• What lenders want to know before they’ll agree to finance your acquisition
• Why a distressed company is an opportunity in disguise
• The next three questions to ask in your first conversation with a business owner

Listen to find out:

• The best time to sell a business
• The mistake sellers often make with timing the sale of the business
• Why persistence paid off for one business broker
• The qualities Kiddicare’s former owner wanted to see in a buyer
• What criteria lenders will use when deciding whether to finance your deal
• Why you don’t need to own your own home to get finance for a business acquisition
• Why keeping the exiting owner or manage team locked into the business will help you to raise finance
• Why you need to show financiers proof of address forms along with the last set of filed and management accounts
• How to speed up the funding process
• Why an insolvency situation is almost always an opportunity
• The two things you won’t get from insolvency practitioners in a distressed sale
• The best time to snap up the assets of an insolvent company
• Why speed is essential to insolvency practitioners
• Why offering deferred consideration will push you down the IP’s list of potential buyers
• Why IPs want cash offers
• Why you should network with insolvency practitioners
• Why IPs prefer buyers who are interested in one or two specific sectors
• What puts IPs offer
• Three more questions you should ask during the first conversation with a business owner
• The words to use in a conversation with a business owner
• How to retain control in your relationship with a business owner

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #3, Jonathan covers:

• What it takes to sell a £70 million business
• What lenders want to know before they’ll agree to finance your acquisition
• Why a distressed company is an opportunity in disguise
• The next three questions to ask in your first conversation with a business owner

Listen to find out:

• The best time to sell a business
• The mistake sellers often make with timing the sale of the business
• Why persistence paid off for one business broker
• The qualities Kiddicare’s former owner wanted to see in a buyer
• What criteria lenders will use when deciding whether to finance your deal
• Why you don’t need to own your own home to get finance for a business acquisition
• Why keeping the exiting owner or manage team locked into the business will help you to raise finance
• Why you need to show financiers proof of address forms along with the last set of filed and management accounts
• How to speed up the funding process
• Why an insolvency situation is almost always an opportunity
• The two things you won’t get from insolvency practitioners in a distressed sale
• The best time to snap up the assets of an insolvent company
• Why speed is essential to insolvency practitioners
• Why offering deferred consideration will push you down the IP’s list of potential buyers
• Why IPs want cash offers
• Why you should network with insolvency practitioners
• Why IPs prefer buyers who are interested in one or two specific sectors
• What puts IPs offer
• Three more questions you should ask during the first conversation with a business owner
• The words to use in a conversation with a business owner
• How to retain control in your relationship with a business owner

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #2, Jonathan Jay from The Dealmaker's Academy covers:

• The lessons the founder of Kiddicare learnt from the £70 million sale of his company
• How to arrange finance in a hurry
• How to cherry-pick deals to ensure you’re not stuck with a lemon
• How to buy the right assets when you're buying a business
• The next three questions to ask in your first conversation with a business owner

Listen to find out:

• Why in retrospect Kiddicare’s founder would sell or license the company’s operating system rather than its shops
• The importance of advisers in a multi-million-pound sale
• How having advisers stopped Kiddicare’s owner for selling the company for a lot less
• How finance can be arranged in a week or less
• What financiers will take into consideration before providing asset finance or a refinance deal
• The obligations of insolvency practitioners and why it matters to you
• When IPs will do a break-up asset sale
• Why buyers cherry-pick assets
• What kind of assets get cherry-picked and why
• When buyers might be liable for TUPE
• When you’ll need to hire an HR professional
• The difference between a share sale and an asset sale
• Buying a business as a going concern versus buying individual assets
• The benefits of buying shares
• The benefits of buying assets only
• When to put a company through an insolvency process
• The next three questions you should ask a business owner in your first conversation
• How to determine how complex the deal might be
• Why you should ask for the name of the limited company
• What you can discover at Companies House
• The research you should conduct at Companies House
• Why you should ask if the owner has other businesses
• Why the words ‘disposing of’ are better than ‘selling’
• Why you should ask if the owner has family members in the business
• The YouTube videos you should watch to understand family-run businesses
• How family dynamics can turn a good business bad

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #2, Jonathan Jay from The Dealmaker's Academy covers:

• The lessons the founder of Kiddicare learnt from the £70 million sale of his company
• How to arrange finance in a hurry
• How to cherry-pick deals to ensure you’re not stuck with a lemon
• How to buy the right assets when you're buying a business
• The next three questions to ask in your first conversation with a business owner

Listen to find out:

• Why in retrospect Kiddicare’s founder would sell or license the company’s operating system rather than its shops
• The importance of advisers in a multi-million-pound sale
• How having advisers stopped Kiddicare’s owner for selling the company for a lot less
• How finance can be arranged in a week or less
• What financiers will take into consideration before providing asset finance or a refinance deal
• The obligations of insolvency practitioners and why it matters to you
• When IPs will do a break-up asset sale
• Why buyers cherry-pick assets
• What kind of assets get cherry-picked and why
• When buyers might be liable for TUPE
• When you’ll need to hire an HR professional
• The difference between a share sale and an asset sale
• Buying a business as a going concern versus buying individual assets
• The benefits of buying shares
• The benefits of buying assets only
• When to put a company through an insolvency process
• The next three questions you should ask a business owner in your first conversation
• How to determine how complex the deal might be
• Why you should ask for the name of the limited company
• What you can discover at Companies House
• The research you should conduct at Companies House
• Why you should ask if the owner has other businesses
• Why the words ‘disposing of’ are better than ‘selling’
• Why you should ask if the owner has family members in the business
• The YouTube videos you should watch to understand family-run businesses
• How family dynamics can turn a good business bad

Follow or connect with Jonathan on LinkedIn > https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy > https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.