Selling Your IT Business : Valuation, Finding the Right Buyer, and Negotiating the Deal

"For close to twenty years I have observed Mr. Chalfin helping owners, business advisors, and students get a grip on the slippery issues of selling a business. This book is a valuable distillation of his expertise. "--Ian MacMillan, Dhirubhai Ambani Professor of Innovation and Entrepreneurship The Wharton School, University of Pennsylvania"Bob provided us with valuable outside perspective while we prepared our business for sale and during the sale process. His book is an excellent guideline for business owners thinking about selling their company."--Steve Gerlicher, Entrepreneur"Bob Chalfin's experience and intellect make this book essential reading for IT business owners. Provides thoughtful analysis and practical advice invaluable to anybody who is even considering selling their business."--Louis W. Fryman, Esq. Chairman Emeritus Fox Rothschild LLP"Bob Chalfin brings unparalleled experience to developing and executing these transactions. His insights are tempered by years of formulating these deals and then describing the methods to hundreds of students at The Wharton School."--Stephen M. Sammut Senior Fellow, Wharton Entrepreneurial Programs Managing Director, Burrill International"This book covers all the bases for someone selling an IT (or really any) business. The observations on buyer motivations are particularly insightful."--Mark Goodwin Executive Vice President and Chief Operating Officer Pioneer Investments

You put your heart into it. What will you get out of it? And how?

Selling Your IT Business gives a complete overview of the selling process, covering everything from valuation to finding the right buyer to negotiating strategically to closing the sale. The information is presented step-by-step, complete with sample forms, checklists, and agreements. Because it focuses exclusively on IT businesses, this guide provides in-depth information about issues unique to them. It covers:

• Characteristics of an IT business that entice buyers, such as a strong management team; reasonably predictable financial performance; sought-after offerings; strong relationships with customers, lenders, and suppliers; a diversified customer base; and more
  
  
• The different types of buyers and what motivates them
  
  
• Financial metrics to monitor and improve IT business performance
  
  
• Creating a selling memorandum that paints a complete picture of the business, covering products and services, customers, competitors, financial information, and more
  
  
• Preparation of the business plan, including detailed descriptions of its components
  
  
• Valuation, including the key factors in determining the value of a business
  
  
• The letter of intent, the due diligence process, the contract, utilizing attorneys and CPAs, and more
  
  
• The seller's future role in the business (if any) and compensation
  
  

Invaluable to IT business owners interested in selling their businesses and to their accountants, lawyers, and advisors, the book also includes advice and information useful for entrepreneurs striving to build their businesses,covering topics such as attracting and retaining good employees, non-compete agreements, and more. It helps IT business sellers and buyers understand the process, know what to look for, avoid common pitfalls, and seal a deal that benefits both parties.

"For close to twenty years I have observed Mr. Chalfin helping owners, business advisors, and students get a grip on the slippery issues of selling a business. This book is a valuable distillation of his expertise. " --Ian MacMillan, Dhirubhai Ambani Professor of Innovation and Entrepreneurship The Wharton School, University of Pennsylvania "Bob provided us with valuable outside perspective while we prepared our business for sale and during the sale process. His book is an excellent guideline for business owners thinking about selling their company." --Steve Gerlicher, Entrepreneur "Bob Chalfin's experience and intellect make this book essential reading for IT business owners. Provides thoughtful analysis and practical advice invaluable to anybody who is even considering selling their business." --Louis W. Fryman, Esq. Chairman Emeritus Fox Rothschild LLP "Bob Chalfin brings unpa... What buyers are looking for Why sell? Types of buyers The selling memorandum Attracting and retaining key people Financial metrics Your board Marketing your business for sale Valuing your business : an introduction Valuation : company value and financial condition The company's earnings capacity : profit and loss statement Methods of determining a business' value Confidentiality : an introduction Confidentiality : limiting data dissemination and preparing confidentiality agreements Letter of intent Due diligence The contract of sale After the sale. Selling Your IT Business gives a complete overview of the business-sale process, everything from valuation to finding the right buyer, to negotiating and closing the sale. The information is presented in a step-by-step format to aid the reader