Insights by Candor Advisors

As you move closer to selling, it’s natural to ask what investment bankers or business brokers actually cost. The numbers can feel opaque if you’ve never done a deal before.

In this episode of The Funnel, Kirk explains typical fee ranges by deal size, how success fees work, what retainers look like, and how different advisors structure incentives. If you want clarity before engaging anyone, this is worth watching.

As founders move closer to selling, one common concern comes up: where do you actually find a buyer for your business?

In this episode of The Funnel, Kirk explains how buyers are sourced, the difference between strategic and financial buyers, and why preparation matters more than hunting for a needle in a haystack. If you’re thinking ahead about who might buy your company, this will help you frame it correctly.

Once founders move past curiosity and decide to explore a sale, the next question is usually about process. What actually happens between deciding to sell and closing a deal?

In this episode of The Funnel, Kirk breaks down the full sell-side process—from preparing materials and identifying buyers to due diligence and closing—so you can understand how all the pieces fit together.

In this episode of The Funnel, M&A advisor Kirk Michie explains when founders should consider hiring an investment banker and when other approaches may be appropriate. As business owners move deeper into the exit process, questions about deal structure, buyer access, and negotiation leverage become more important.

Kirk explains that investment bankers are most valuable when a business is attractive enough to generate interest from multiple buyers. By creating competitive tension, bankers can help drive higher valuations, better terms, and clearer post-close outcomes. He also notes that founders negotiating directly with a single buyer often lack the leverage needed to achieve the best possible deal. For smaller transactions—often under $5–10 million—alternatives like business brokers, exit planners, legal-led processes, or marketplace listings may be more practical.

This episode helps founders evaluate whether to hire an investment banker, understand sell-side advisory options, and weigh the trade-offs between direct deals and market-driven processes. For owners planning an exit, the video offers a realistic framework for choosing the right level of support.

In this episode of The Funnel, M&A advisor Kirk Michie explains how long it typically takes to sell a business and why founders often underestimate the timeline. Many owners assume their transaction will be simple due to business structure or limited complexity, but most deals follow a similar sequence regardless of size or industry.

Deciding when to sell your company is rarely straightforward. Even founders who are open to a sale often feel unsure about whether current conditions favor moving ahead or waiting. In this episode of The Funnel, Kirk outlines the practical factors that shape good timing, including performance trends, economic signals, buyer behavior, and sector-specific momentum. He explains when it makes sense to go now—and when patience may lead to a better outcome. Watch the video below for a clear framework on making a timing decision.

If you’ve been thinking about a potential sale but the numbers aren’t where you want them to be, you’re not alone. Many founders reach this stage and wonder what actually moves valuation.

In this short episode of The Funnel, Kirk explains the three levers that make the biggest difference: professionalizing your financials, clarifying adjusted EBITDA, and reducing key risks like customer concentration and founder dependence.

Watch the video here to see what buyers look for and how to strengthen your position before going to market.

In this episode of The Funnel, Kirk Michie tackles one of the biggest founder questions: when is the right time to sell?

While many owners wait until they’re exhausted or facing setbacks, Kirk explains why the best time to go to market is actually when things are going well—when revenue is climbing, margins are strong, and your team can carry the business forward.

He also breaks down specific internal and external signals to watch for—like contract renewals, industry appetite, and private equity activity—that can dramatically affect your valuation.

The Planning Phase

As founders move down the funnel, they shift from curiosity to preparation. This is where strategic thinking begins—planning financial readiness, identifying potential buyers, improving operations, and organizing key documents. It’s about turning general interest into a concrete plan.

The Execution Phase

At the bottom of The Funnel is the moment of action: hiring advisors, budgeting for transaction costs, and officially going to market. This phase transforms preparation into execution and ultimately leads to the sale of the business.

Why The Funnel Works

The beauty of The Funnel is its clarity. Each phase helps founders focus on the right priorities at the right time. By breaking the process into smaller, manageable steps, it reduces confusion, minimizes risk, and helps founders make smarter, better-timed decisions.

What Happens to Intellectual Property When You Sell Your Company?

For many founders, intellectual property (IP) is one of the most overlooked—but most valuable—parts of a business sale. While revenues, customers, and cash flow often dominate the conversation, IP is a critical asset that buyers evaluate carefully in M&A transactions.

Defining Intellectual Property in a Deal

In the context of a business sale, IP includes more than patents and trademarks. It covers your brand, website, business name, proprietary processes, and any other intangible that differentiates your company. Buyers see these assets as central to both risk management and long-term growth potential.

Why IP Matters for Valuation

Well-protected IP can enhance valuation by demonstrating clear ownership and defensibility. Conversely, poorly documented or disputed IP rights can reduce value or even jeopardize a transaction. Founders should take steps in advance to document ownership, register trademarks, and ensure employee or contractor agreements properly assign rights to the company.

What Buyers Expect

In due diligence, buyers will confirm that your IP is transferable and free of encumbrances. This often involves reviewing domain registrations, contracts, licensing agreements, and any pending disputes. Clean records provide confidence that the buyer will fully own what they’re paying for.