The business-for-sale market is just as frustrating for buyers as it is for sellers these days. There are lots of buyers who want to own a heating contractors commercial and industrial business, but have limited capital to get their foot in the door.
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The good news is that ambitious entrepreneurs continue to see heating contractors commercial and industrial businesses as a smart business investment -- and the market is rewarding owners who are willing to invest time and energy in their sale.
Turning the Tables: Buyer Concessions
Sellers aren't the only ones who can make concessions in a business sale. In many instances, sellers can request buyer concessions. Often, buyer concessions represent financial incentives that the seller receives in exchange for providing a non-cash benefit (e.g. training, financing, etc.. Asset exclusions, retained ownership shares and long-term contracts with another of the seller's companies can also be leveraged to extract concessions from buyers.
Working with a Professional Accountant
Accountants come into play at several stages of the sale process. From a seller perspective, an accountant can offer personal financial assistance, especially when it comes to handling the disposition of sale proceeds. Brokers often advise their clients to have an accountant perform an audit of the business prior to sale. With seller financing becoming common, professional accountants are playing a more central role in negotiations and buyer qualification.
Laying the Groundwork
Effective heating contractors commercial and industrial business preparation focuses on communicating value to prospective buyers. In our experience, it pays to solicit the advice of a professional business broker as soon as possible. A good broker will guide you through the preparation stage and make sure you've covered all the bases. Financial statements, appraisals, operations manuals and other documents lay the foundation for your heating contractors commercial and industrial business sale, creating incentives for prospects to agree to a higher asking price.
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