Presenter: Tom McKaskill, CPA, Ph.D
Few owners prepare their business for sale and yet
increasing the value of a conventional business by several
times is highly achievable. For businesses based on
intellectual property, achieving 10 to 20 times a
conventional value is highly probable.
Professor McKaskill has developed specific value creation
strategies for the two types of buyers. Financial buyers
purchase companies based on their inherent profitability so
the strategy for increasing value works on risk reduction,
increasing the revenue horizon, improving profitability and
building growth potential. Included in this group of
businesses are retail, services, consulting, light
manufacturing, distribution, professional practices and
other common businesses. Strategic buyers are large
corporations who purchase firms which have assets or
capabilities which the corporation can exploit over a large
marketplace. This group of businesses typically includes
companies in information technology, telecommunications,
scientific research, biotechnology and companies based on
strong brands, intellectual property or deep expertise.
These businesses increase their value by finding the right
buyer and developing a scalability capability.
This workshop assists entrepreneurs to develop a specific
strategy for selling their business. The process includes
aligning stakeholder interests, understanding value
creation, reducing risks and developing additional value in
the business, identifying buyers, engaging buyers, creating
competitive bidding, using professional service providers
and structuring a deal.
This workshop will dramatically change your view about what
your business could potentially be worth and give you the
opportunity to create a personal strategy to maximize the
value in your business in preparation for an eventual sale.
Full day with breaks for
coffee and lunch.
owners and their Directors, business advisors and the
senior management team. The workshop provides an
opportunity for each attendee to score themselves on a
planning worksheet (financial buyer or strategic buyer
worksheet) which sets out the actions they need to take to
enhance their sale readiness. Each attendee needs to
acquire the appropriate book before the workshop and should
read Part A before attending. The book provides the
detailed questions for the worksheet. This format can be
used for up to 200 attendees.
Lecture style with attendees
grouped on tables of 4 – 10. Time is given for worksheet
completion and questions and answers at each stage.
Information: Participants should download the ebook
written by Professor McKaskill on this strategy.
McKaskill, T, (2010),
Ultimate Exits – The secret behind selling entrepreneurial
ventures at staggering prices , Breakthrough Publications,
Australia (available free at www.drexit.net)