The Importance of Selecting the Right M&A Advisor

Selling your business is a once in a lifetime event for most owners, so it is critically important to ‘get it right’. Choosing the M&A Advisor who will represent and counsel you is arguably one of the most significant decisions to be made, and it is one of the first. We believe that Carlton Lane (through our relationship with Raincatcher) offers a compelling option for lower-middle-market business owners considering an exit.

Why Choose Carlton Lane?

We are small business owners ourselves who have exited successfully. We understand you because we have been in your position. We have wrestled with the same lists of ‘pros and cons’; we have wondered about ‘what we will do next’; and we have worried ‘am I missing something’. We believe that our highest responsibility is to help business owners make the best decision for them, even if that ultimately is not to sell. We are paid for successful transactions, but we bind ourselves to a higher standard – the best outcome for the business owner no matter what.

A market-driven approach

The old saying ‘something is worth what someone will pay for it’ is nowhere more true than in M&A. And the best way to find out what someone will pay is to ask as many people as possible and to let them know they are competing with other buyers. This is how transactions in the middle market ($100M+ valuation) are conducted, and it is the process we follow for our clients. Most anyone can run a spreadsheet, estimate a value, post an ad with a price, and wait for the phone to ring - but that won’t get the best deal. We will market your company to hundreds of buyers, solicit bids, negotiate offers, and give you the confidence that the Letter of Intent you sign is the best deal available in the market today.

M&A Representation that Makes a Difference

We guide you through the most difficult and challenging phases of the transaction – due diligence and purchase agreement negotiation. This is where most deals die and it is the part of the process where the consequences inferior M&A representation manifest and where a skilled Advisor adds the most value.

• Due diligence is tough; there is no way around it. There is a lot of information to be shared, a lot of questions to be answered, and frequently the feeling that you are on trial at the Spanish Inquisition. We make sure you're well prepared and handle as much of the heavy lifting for you as possible. We share the inevitable bits of bad news early and explain them. We help buyers understand the information they're receiving, push back for you when things become unreasonable, and help you keep it all in perspective. Due diligence is a journey that we help you navigate successfully. 
• The purchase agreement not only specifies what happens at closing, it also protects you in the future after you sell. There are standard terms that appear in nearly all M&A purchase agreements. Despite the fact that there are annual reports on these standard terms that help the industry understand what is ‘market’, purchase agreement negotiations are still intense. We have many roles including quarterback, consigliere, and listener. We also act as the ‘bad guy’ when necessary so that you and the buyer remain on good working terms.

Selling your business is a huge step.  The worst mistake you can make is trying to go it alone without any representation.  The second worst mistake is choosing the wrong representative.  It would be our pleasure to speak with you about your contemplated transaction and it would be an honor to be chosen as your representative.