Don't Let Sleeping Dogs Lie

If you're considering selling your business, and you are employing a professional business broker or intermediary, it's imperative to be absolutely open with him or her. This is not the time for secrecy -- or even for subtlety, especially when it comes to problems. If you've been having trouble with your lease, one of your best customers or your fixtures and equipment, spell it out! Any one of these "sleeping dogs" is bound to wake up sometime during the process. After the first growl comes the bite. The sale will get buried deeper than last year's bone. And the buyer, scared off by the ruckus, will have long since disappeared.

Tell your broker all there is to know prior to the beginning of the marketing effort. Your broker and the buyer are aware that there is no such thing as a perfect business, and buyers are much more likely to deal with the problems of your business during the decision-making process rather than after they have decided to buy.

And it's not just the sale that's at stake. Concealing a problem or defect that adversely affects the business can lead to litigation and years in court. It's not worth it. Problems and defects don't mean your business won't command an attractive price. Your professional business broker is prepared to deal with these issues and give you competent advice.

Some sellers try to hide the problems of their business and hope the sleeping dog never wakes up. You'd be well-advised to get him on a good, strong leash instead of letting him "lie."

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