Our Approach to Our Client’s Needs
Our clients need high-quality advisors but are overlooked by traditional mergers & acquisition firms that want to work with large firms. We help individuals and partners sell to their key employees or to outside third-parties. We are former commercial loan officers with a combined over 50 years of banking and business brokerage experience. As lenders, who have financed dozens of acquisitions, and typically had more of the Bank’s money into the transactions than either the buyers or the sellers, we know the financial and non-financial factors that will influence success! As brokers, we understand the psychology of both buyers and sellers.
We adapted many of the same approaches and tools used by the M&A firms to meet our clients’ needs. We couple this with the skills and experiences that we developed as commercial loan officers to provide our clients with a system and process that meets their needs. For instance, we perform a Banker’s Analysis using the exact same industry reports as the banks. This is important because it is an indicator that a bank will provide financing to a prospective buyer. This directly influences how much money the seller is paid at the closing. We also explain the Banker’s Analysis in plain English. The Banker’s Analysis compares profitability, operating performance, and balance sheet management.
Our initial clients were the same clients that we had when we were commercial loan officers at Eastern Bank, Bank of America, and PNC Bank. Our clients generally have sales of less than five million dollars. Our national geographic reach is the result of our network growing and clients requesting our services in other geographic areas.
We bring a banker’s perspective to business brokerage, placing a premium on preparing a business for sale. Just as there is a process for preparing a house for sale — painting, de-cluttering and improving the landscaping, etc. — there is a process for preparing a business for sale. The differences are in the complexity, the time required, and the amount of money at risk. If you do not prepare a house to be sold, you will likely settle for less than the maximum value. If you do not prepare a business for sale, you are unlikely to sell it at all.