Business owners often call us asking introductory meeting. They reflect near to medium term exit from their business.

Meetings generally have two major themes:

1. Beauty contest – they want to interview merger and acquisition companies, or brokers to assess the feasibility of their business and processes compared to other competitors

2. Prepare For Sale – what should we do to anticipate placing our company in the market?

One of the questions I ask on their first phone call was, “What is your Web Site address?” As a potential advisor, I would go to their website and find all I can about their business in preparation for its first meeting. If they say that they do not have a website, I already know what my main priority is proposed in answer to those questions in preparing their business for sale.

Spectacular growth centers of power of the Internet Google, Yahoo, and Ebay should convince you that the Internet is dramatically changing the way America does business. Think about buying their own habits. It is very comfortable to type a few keywords and has served on the selection of the world on your computer screen. Try this simple exercise. Google or Yahoo search for several keywords or phrases that potential customers from your business might use if they find you selling products or services. Is your website going? Click on the page that appears on the first page of search. See their Web site. Do you think that they get additional business based on the success they’re looking for? Bet!

If you asked me three years ago, when I think that business owners will hire a company based on our findings on the Internet, I would say no. In the last quarter we have two new commitments based on the early Internet search client. No matter what type of business you run, you only need a web presence. At least your company should have a Web page consisting of “brochure ware.” It was very simple and inexpensive to implement. Brochure ware just take your company’s collateral materials and put them on the Website. If the buyer is evaluating several potential acquisitions, the absence of the Website will be regarded as negative.

If you can integrate your Web Site to your customer service, reservations, order status, documentation, training, etc., (eCommerce) of your investment could pay big dividends when you sell your business. The new reality is that the cost is much more effective to do eCommerce from traditional trade. This results in a major came when potential buyers see you as a scalable eCommerce initiatives. My translation of this term is used is that the big increase in sales can be achieved with little increase in fixed costs. Buyers pay for the potential that you make in your business. Buyers make acquisitions to grow and if growth can be achieved by increasing the margin, your price will go up.

In real estate, the largest dollar for dollar return on investment for their production of home sellers in the landscape. As a potential seller of a business, think of your investment in Web presence in the same light.

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