There comes a time in every business owner’s life when he or she is “ready to sell” his or her business. However, your question shouldn’t be, “Am I ready to sell my business” but rather, “Is my business ready to sell”? - in a manner and at an equity value that meets or exceeds your retirement income needs. More often than not, the answer to that question is “no,” which is why GaP provides Advisory Board, Executive Coaching, and Consulting services to owners of lower middle and middle market businesses. We offer experienced executives who utilize proven tools and processes that can substantially increase the profitability of your business and its equity value at time of sale.
Prior to proposing our involvement with your company we complete an exercise where we “get to know the company” through extensive Q&A sessions and a comprehensive review of company information.
Once we’ve reviewed pertinent data and received answers to our questions, we will then propose an engagement – Advisory Board, Executive Coaching, and/or Consulting – that we feel will improve profitability of current operations, provide a platform for sustainable top-line and bottom-line growth, and otherwise prepare the company to be attractive to potential buyers.
Immediately upon receiving your Notice-to-Proceed, your GaP Advisor will collaborate with you and/or your team to effectively and efficiently execute the strategies outlined in the engagement agreement. Obstacles and barriers to success are quickly identified and mitigated. Our primary objectives are to assist you in executing the agreed-upon strategies, which when achieved will improve profitability and ready your company for sale at your target selling price.
Every month I review offering documents for dozens of lower middle market companies being marketed for sale by a wide range of intermediaries, including business brokers, financial advisors, and investment banks. When we are interested in further discussions, I contact the designated intermediary representative to arrange a discussion. I have been very surprised at the lack of responsiveness of some intermediaries (especially in Houston and the southern States). Even after multiple emails and voice messages, they take several days to respond or often never respond at all. Over time we learn which intermediaries are unresponsive and avoid pursuing the deals they are marketing, even when they otherwise appear to be a good fit. To their business owner clients, this means the companies they are marketing are missing out on interest from potential buyers with real conviction in pursuing a deal. We have found Gilbert & Pardue to be head and shoulders above their peers and would encourage any business owner who is thinking of selling their business to consider this very important intangible aspect regarding the integrity of the firm they choose to take them to market.
In my business, our clients are expecting us to take a vested interest in their success. Our first introduction of GaP to a client met every expectation we had hoped for. GaP is a very transparent, focused, and capable organization which helps support business owners in the journey through transition. I believe it starts with their desire to see the client be successful. I look forward to a continued relationship with their organization.
Bret Pardue represented a very important client of mine as broker. My client not only received unparalleled brokerage service, but as a much welcomed bonus, they also gained invaluable information from Bret’s seasoned experience as past CEO and founder of a successful, larger business enterprise. When we first met with Bret, he listened to my client to determine if they were in the right mode and business cycle for acquisition. He asked poignant, detailed questions to assess my client’s needs. Once it was agreed it was indeed a good time to sell, Bret took the deal by its horns and walked us through the process seamlessly from start to finish. Bret’s due-diligence preparation guidance and shedding of light on potential risks that might loom ahead were on-point advice for multiple concerns my client had through this big transaction.
How is Matt Gilbert different? He doesn't have an MBA in business administration or finance. He doesn't come from one of the large local private equity firms. He has been a business operator, with his own 'skin' in the game, in several businesses that had improved earnings and sold. In my mind, he has a better chance of understanding me than anyone else I have met. In the process of deciding whether or not it was time to sell several years ago, I took about a month and went around to visit every Houston-based private equity firm and M&A lawyer I could get to meet with me. I had some quality visit time with almost all of them. Many of them stayed in touch. However, I have chosen Matt Gilbert to 'TRUST' finding me one last partner, so that my life's work doesn't just disappear.
Our firm has had the pleasure of working with Gilbert & Pardue Business Advisors (GaP). GaP exhibits vast practical experience and a very good understanding of the market, regardless of industry. Their ability to walk the client through the process, both from a timing and pricing standpoint is invaluable. Their firm is our go-to firm for middle market companies that want to be brokered to potential strategic and financial buyers.
Many business brokers will get a seller’s hopes up with unrealistic valuations or sales prices…and then they may charge a slew of fees for marketing, financial review, legal, etc. before getting any interest from buyers. In those cases, it is possible the business brokers make their money up front without regard to the seller’s prospects of selling the business. Because the price is not realistic, they may never get serious traction. This doesn’t happen with GaP. Another thing GaP does that I find unique is their cultivation of relationships with buyers (even if inactive) so that they may be able to privately sell a business without openly advertising it for sale. This can be incredibly valuable to a seller requiring utmost discretion. Most business brokers balk at the amount of work it takes to develop relationships with inactive buyers. GaP welcomes the opportunity.
I cannot emphasize enough how impressed I have been with Matt Gilbert and the team associated with Gilbert & Pardue. I have been in banking for over 30 years and have had many opportunities to assess the trustworthiness and professionalism of clients and their businesses. Without doubt, after visiting with Matt Gilbert, I felt I could recommend and refer him to any of my clients who might have need of an advisory expert as relates to their business. He has proven that my impression was not only correct, but he has continued to prove that his years of experience have enabled him to create a network of people and businesses who rely on his ability to guide them in the right direction and to pull together the components they need to achieve their goals. Anyone who seeks counsel from Matt and his team are in good hands!
My clients are often nearing retirement age, with no suitable heir to their business and a desire to sell. What many don't understand is that business owners’ businesses are like their babies. They created and nurtured the entity from its infancy and simply want to ensure the business goes to someone that will take care of it like they did. Matt understands this well from his own personal experience of creating, owning, and selling businesses. As a financial advisor looking to provide my clients with a seamless and enjoyable retirement, Matt and his team have been instrumental in assisting my clients with their business transaction needs at a level of service that exceeds our expectations.
As a new business owner, I was not familiar with what an M&A firm does. When I first learned of GaP and the M&A services they provide, I thought that they just assisted in selling and buying companies. However, after speaking with them, I quickly learned that they help companies with a variety of services to become more successful, whether they are ready to sell or not. A prime example of this is the fractional CFO services they provide. We really needed that financial leadership when it came to financial modeling and cash flow forecasting. This has enabled us to grow. GaP will guide you towards thinking about aspects of your business that you are unable to think about simply because you are too busy in the business itself.