Contents
Acknowledgmentsix
Introduction1
PART 1:THE PROACTIVE SALE STRATEGY5
Chapter 1:Reducing Seller Risk and Increasing
Sale Proceeds7
Chapter 2:Step One: Assess the Company and
Owner for Sale Readiness17
Chapter 3:Step Two: Presale Due Diligence37
Chapter 4:Step Three: Identify the Competitive
Advantage55
Chapter 5:Step Four: Identify Potential Buyers69
PART 2:THE OUTRAGEOUS PRICE PROCESS77
Chapter 6:The Four Pillars of Selling Your Business
for an Outrageous Price79
Chapter 7:Pillar I: Leverage Your Company's
Competitive Advantage85
Chapter 8:Pillar II: The Outrageous Buyer99
Chapter 9:Pillar III: The Outrageous Seller107
Chapter 10:Pillar IV: The Outrageous Adviser119
Chapter 11:Executing the Sale143
Chapter 12:Wrap-Up169
Appendix A:Sale Readiness Assessment173
Appendix B:Legal and Financial Due Diligence List181
Appendix C:Management System Due Diligence List199
Appendix D:Checking an Investment Banker's References203
Appendix E:What to Look for in an Engagement Letter205
Appendix F:Sample Nondisclosure Agreement211
Appendix G:Questions to Ask a Prospective Investment
Banker215
References219
Index221
KEVIN SHORT is the Managing Partner and CEO of Clayton Capital Partners, a leading middle market MA advisory firm. Over the past 25 years, he has orchestrated over 150 purchase/sale transactions of mid-sized businesses with an aggregate value of more than $1 billion.
Bronze Winner in the Entrepreneurship Category 2015 Axiom Book Awards
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