How to Maximise the Value of your Business – Part 1 – Customers

By Peter Watson, Prism Corporate Broking

For the majority of businesses it is the power of the customer relationships that provides most of the value.

Whilst Facebook have just announced that they are to acquire social networking company Instagram for c$1bn – which, for the record, is less than 2 years old and has never made a profit (arguably one of the reasons for the acquisition is the 30 million customers), there are few technology businesses that can be valued on potential alone.

For most businesses the customer relationships

Preparing a Business for Sale – Management Information

By Peter Watson, Prism Corporate Broking

For many owner managers it seems to be enough to know that the bank balance is going up, or at least not going down, and without any external pressure being applied management information is often limited to sales information.

When it comes to selling a business,

Prism’s Top Ten for Business Acquisition – An Article by Prism’s Peter Watson

Getting the right team together to make an acquisition, and ensuring good communication between client and advisers, is key. There are many traps for the unwary and Peter, Director of Corporate Finance, has set out his top ten tips below:-

1. Know what you want
Generalist searches rarely result in acquisition. The better you define the target, the easier the search.

Prism’s Top Ten for Maximising Value in Preparation for Exit – An article by Prism’s Peter Watson

1. Get an early understanding of market value
Financial forecasting needs to be realistic. Receiving an independent valuation at an early stage will ensure that you don’t receive an unwelcome surprise late in the day.

Old Mother Hubbard – An Article on Negotiation by Prism’s Peter Watson

How often have you ‘played’ Old Mother Hubbard? Who, as the nursery rhyme goes, went to the cupboard to find it bare. In negotiating parlance this is the “I’d love to pay more but we only have £X” ploy.

This can work but the minute you concede, all credibility is lost. It is therefore a somewhat crude approach. Just because you have more money there is no reason why

Private Equity Questions with Matrix Private Equity Partners LLP

Questions with Peter Watson from Prism

Is Acquisition Funding available?
“Absolutely yes. Acquisitions have formed a significant proportion of the deals we have funded over the last few years, ranging from small opportunistic acquisitions to significant reverse acquisitions for AIM listed companies”

Is Private Equity available to SMEs?

Buying a Distressed Business

By Chris McKay, McTear Williams & Wood

The current economic climate has produced more opportunities to buy on the cheap. But buying a
distressed business is not for the faint hearted and should be approached with care. This brief
report sets out some common themes from the perspective of an insolvency practitioner.

Buy & Build Strategies

By Peter Watson, Prism Corporate Broking

Despite the last quarter dip in UK “growth” the market for mergers and acquisitions remains
buoyant.

The Bribery Act 2010 – Are there implications for M&A transactions?

By Paul Whittingham, Ashton Graham Solicitors

The new Bribery Act is likely to come into force in April this year and is a hot topic in boardrooms
and the media at the moment.

Selling Your Business – The Legal Process

By Duncan Walker, Walker Wallis Solicitors

Most people who are looking to exit their business are “first-time sellers”. It’s very helpful to know
in advance what the legal process actually involves.

Surviving Due Diligence

By Paul Whittingham, Ashton Graham Solicitors

“No Gain without Pain” is an expression frequently used by athletes to reflect the often tiresome
efforts that are required to achieve the success they seek.

The Myth of the Multiple

By Peter Watson, Prism Corporate Broking

The most common question we get asked by owner managers considering selling or buying a
company is “what are the typical multiples being paid”. This initiates a collective groan within
Prism because it pre-supposes that there is a common multiple.

Preparing a Business for Sale – Timing Your Exit

By Peter Watson, Prism Corporate Broking

One of the most common questions that we are asked is “is it the right time to sell?”
There are a number of underlying concerns – Am I going to maximise value? How will the business
perform in the future? Are valuations at their peak? Do I really want to get out?

Preparing a Business for Sale – Earn Outs – The Ultimate Challenge!

By Quentin Solt

As part of our series of ‘Preparing a Business for Sale’ articles, this month boutique corporate
finance lawyer, Quentin Solt, looks at the challenges associated with earn-outs, in an interesting
and thought provoking article that is designed to help buyers and sellers enter the earn-out arena
with their “eyes wide open”.

Preparing a Business for Sale – Deal Structures

By Peter Watson, Prism Corporate Broking

Earn-outs have a bad reputation – and one that is often well deserved. If a buyer can wriggle out of paying more , they will.

Deferred Consideration presents fewer difficulties, but the old adage of

Preparing a Business for Sale – Tax Issues

By Rob Southgate, Integrity Tax & Accountancy Solutions

Over the months we will be looking at the various issues associated with preparing a business for sale and, most importantly, building the value of the business. 

Preparing a Business for Sale – Market/Product Strategy

By Tony Wilson, www.tonywilson.org

Preparing a Business for Sales – The Need for Market/Product Strategy By Tony Wilson, Technology Business Consultant
It’s not just the profit that determines the value of your business in a buyer’s eyes; it’s the profits that a buyer thinks the organisation will make in the future.

Preparing a Business for Sale – The Sales Process

By Tony Wilson, Technology Business Consultant

Can you convince a potential buyer that you are making the most of your sales opportunities?
Unfortunately, in many companies the sales process consists of a group of people essentially waiting for orders to turn up.  Sometimes, the process may involve chasing contracts when they are

Acquisiton Questions with RBS

With Peter Watson from Prism and Steve Noon from RBS

Is Acquisition Funding available?
“Absolutely yes.  Acquisitions have formed a significant proportion of the deals we have funded over the last few years, ranging from small opportunistic acquisitions to significant reverse acquisitions for AIM listed companies”

What are the principal requirements?

M&A Post the Credit Crunch

The past few months been a roller coaster as regards the economy and no part of the UK economy will be immune to the effects.

For Mergers and Acquisitions, the key effect of the credit crunch has been

Corporate and Finance – The Recovering Landscape

By Daniel Rooke, Taylor Vinters Solicitors

Much has been made – and with good reason – of the post-Lehman deal landscape over the past few
years following the collapse of

Top Ten Tips when Selling a Business

1. Start planning early – it can take months or years to prepare
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