You have worked for years building up your business. The company is doing quite well, and you’re quite sure there are buyers who would pay well for it. So, you’re now considering selling it. As you get into selling your company, if you’re like most business owners, you’ll get wrapped up in the sales process. You may miss some opportunities to ensure you and your family are maximizing the wealth locked up in the business.
Many entrepreneurs make various mistakes when selling their companies that may lessen the after-tax monies they receive. Three mistakes often front and center are a lack of pre-sale wealth planning, not adequately preparing the company for sale, and failing to negotiate the sale skillfully.
Lack of pre-sale wealth planning: “Periodically, we’re contacted because entrepreneurs prefer to pay as little in taxes as legally possible when they sell their companies, says Anthony Glomski, principal and founder of AG Asset Advisory Family Office and author of Liquidity and You: A Personal Guide for Tech and Business Entrepreneurs Approaching an Exit. “Most of the time, these calls come just as the entrepreneurs are about to close the sale of their companies, and they realize just how much they owe the government. Now and again, a call comes in after the sale has been completed. Unfortunately, these entrepreneurs have missed the window of opportunity to do most anything about their taxes. However, with forethought and earlier action, it’s entirely possible to lower and sometimes eliminate the taxes owed, resulting in them and their families becoming much wealthier.”
If you’re considering selling your company and want to minimize capital gains or future estate taxes, you’ll usually need to take action sometime before the sale. If you’re charitably inclined, for instance, there are ways to lower the capital gains tax you would owe. If you want to leave your children an inheritance, you can use certain trusts to lock in your company’s value and transfer its future appreciation to your kids instead of the government.
Not preparing the company for sale: For most entrepreneurs looking to sell their business, it’s usually worthwhile to take actions that can help stabilize and enhance the value of their companies. There are a plethora of steps business owners can take to make their companies more attractive to buyers.
According to Vince Annable, CEO and founder of VFO Advisory Group and co-author of Your High-Performing Virtual Family Office: Maximizing Your Financial and Personal Lives, “Two big steps business owners should likely take pre-sale include getting discretionary spending under tight control and ensuring the business’s financial statements appropriately communicate the company’s value. It’s also usually a good idea to have a formal and comprehensive valuation of the business and, if possible, restructure assets to create greater corporate value. What’s important is making sure the company is in the best working order as soon as possible. This way, the value of the company is greatest.”
Failing to negotiate the sale skillfully: In helping construct negotiating strategies for ultra-wealthy entrepreneurs selling businesses, we spend much time profiling and evaluating the potential buyers. By developing a deep understanding of their needs and wants and having the same insights into my ultra-wealthy entrepreneur clients, we can find ways to get agreements with my clients to get excellent deals.
Too often, business owners and their representatives fail to negotiate the sale of their companies artfully. Sometimes there’s a lot of pressure to make a deal that is not as good as it could have been. When involved in a sale, we want all parties to get to where there’s an agreement, and everyone is happier than not. We believe business owners need to be closely involved in the negotiating process and need to be aware of the ramifications of every proposal.
For many entrepreneurs, selling their companies is the largest transaction they ever make. As there are very few serial entrepreneurs, it’s also a situation they haven’t dealt with previously. You need an exceptional team of professionals to avoid missed opportunities and get the most for your company—that is, to generate the greatest amount of family wealth.
Russ Alan Prince is the executive director of Private Wealth magazine and chief content officer for High-Net-Worth Genius. He consults with family offices, the wealthy, fast-tracking entrepreneurs and select professionals.
