| Robert J. Chalfin, CPA, Esq., is a longtime Lecturer in Management at The Wharton School of the University of Pennsylvania, an Attorney, certified public accountant, and President of The Chalfin Group, Inc., which provides strategic planning and advisory services in connection with the purchase and sale of entrepreneurial businesses, many in the IT industry. He has served IT businesses in a variety of capacities including corporate board member, consultant, and investor. He is a frequent speaker at industry forums and conferences. |
| ACKNOWLEDGMENTS PREFACE CHAPTER 1 What buyers are looking for CHAPTER 2 Why sell? CHAPTER 3 Types of buyers CHAPTER 4 The selling memorandum CHAPTER 5 Attracting and retaining key people CHAPTER 6 Financial metrics CHAPTER 7 Your board CHAPTER 8 Marketing your business for sale CHAPTER 9 Valuing your business : an introduction CHAPTER 10 Valuation : book value of the stock and financial condition of the business CHAPTER 11 The company's earnings capacity : profit and loss statement; dividend paying capacity, the size of the block of stock to be valued, the market price of similar stocks CHAPTER 12 Methods of determining a business's value CHAPTER 13 Confidentiality : an introduction CHAPTER 14 Confidentiality : limiting data dissemination and preparing confidentiality agreements CHAPTER 15 Letter of intent CHAPTER 16 Due diligence CHAPTER 17 Forms of acquisition, contract of sale, utilization of attorneys and certified public accountants CHAPTER 18 After the sale INDEX |
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