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Negotiating Business Deals/Questions Answered by Expert Gary Bell
| Subject | Date Asked |
| Offering money to buy a business | 10/23/2011 |
| Q: I have a few questions about buying a small business. My 1st question and main question is how can I ... A: Zoie, There is no known method of valuing a business without an analysis of the company's ... | |
| Buying into 1 year old business | 9/12/2011 |
| Q: I am considering buying into a 1 year old family business. A father and son are current partners in ... A: I urge caution! The projection of "value" is VERY aggressive, especially considering only a 1 year ... | |
| small business plan. | 8/11/2011 |
| Q: We have started a steel fabricating company. It was started as a subsidiary of an existing erection ... A: I agree with the owner. While the return may appear "unrealistic", one must factor in the risk that ... | |
| business plan proposal | 10/7/2010 |
| Q: I am in the process of working out a deal between 3 people. It is establishing a restaurant using an ... A: Michael, As you are aware, there is more "art" than "science" in allocation of ownership. I will ... | |
| Partnerships/Equity Stakes | 9/5/2010 |
| Q: I am currently the sole owner of a Financial Recruiting firm with zero employees. I am in the midst ... A: It is a percentage of ownership. Such a method requires valuation of the company at some point. In ... | |
| PartnerShip | 7/7/2010 |
| Q: I'm starting up a small business actually a retail store. I am looking to partner with a friend of ... A: Sammie, Your offers on both counts are VERY generous. I suggest that you NOT raise either part of ... | |
| business Partnership | 12/3/2009 |
| Q: I'm currently in a business with 3 partner, with equal shares, and we're only going into our second ... A: Diego, Any of the suggested options is possible. However, the two partners (whose share of the ... | |
| Purchasing a insurance company. | 8/21/2009 |
| Q: I am purchasing an insurance busines and I was wondering how it usally works on commissions. Do you ... A: Nathan, There is no rule about how recurring revenue is dealt with in a transaction like this. ... | |
| Trust and payment issues | 7/1/2009 |
| Q: Good morning, I find goods for people and corporations around the world at a lower price then they ... A: A, Letters of Credit are a very common method of payment in export transactions because they ... | |
| how to price a receipe | 6/25/2009 |
| Q: My husband and I own a successful frozen custard business in the midwest. We have been approached ... A: Julie, I have never heard of such a formula, but, here are some thoughts. One might consider ... | |
| Going into a partnership | 3/4/2009 |
| Q: I'm about to start an online business, which provides an online service and income is generated ... A: James, It seems "partnering" is a great idea in this case. The overarching issues in such a ... | |
| selling business | 2/6/2009 |
| Q: I'm not sure if you specialize in this kind of question but here goes; I'm thinking of selling my ... A: Sorry about the delay. I've been on the road all week. Unless the money is "incidental" to you, ... | |
| How to reach medium size businesses buyers | 3/5/2008 |
| Q: I need advice in how to contact medium or large size retail stores to offer my products. I ... A: Sorry for the delay. Look up distributors and retailers of furniture online through goggle and/or ... | |
| professional to negociate | 3/4/2008 |
| Q: I'm looking for a professional to help negociate a business deal between my company and another ... A: Sorry for the delay. I've been traveling. I certainly represent companies in negotiation of deals, ... | |
| business aquisition | 12/31/2007 |
| Q: I will go straight to the point. I was offered a well established business for sale by the owner, ... A: Raymond, If you and your partners have no assets to pledge, I can't imagine how you might raise the ... | |
| contract | 11/8/2007 |
| Q: I have to explain my business before I ask the question. I will soon operate a bio-diesel plant that ... A: Tom, I think you need to base your price upon what it costs you to produce the fuel, rather than ... | |
| Letter of Intent | 10/16/2007 |
| Q: I saw your response to a question about due diligence and LOI's. I am interested in any sample ... A: So sorry I overlooked your question! Please forgive me. Here's a sample that you can adapt. It has ... | |
| Bids | 10/2/2007 |
| Q: I send my company's profile to a construction company that do subcontracting and they send me a ... A: I believe most companies would give you a chance, if you'll be 100% honest. If their only interest ... | |
| Buying into an existing business | 7/10/2007 |
| Q: I have been employed with the same company for 20+ years. 13 months ago the owner sold to his son. ... A: Todd, The owner (don't think "friend") may be willing to offer the same type creative financing he ... | |
| Negociating a deal -coin laundry | 7/8/2007 |
| Q: My husband and I are interested to purchase an existing coin laundry. However, there is a lots of ... A: You have a good deal of work ahead of you. First, hire a professional to represent you in the ... | |
| Art Licensing | 7/2/2007 |
| Q: I hope you can guide me or point me in the right direction. I am a professional Artist. I would like ... A: Heather, sorry for the delay. I overlooked the e-mail. Thankfully, I got a reminder. The licensing ... | |
| proposal selection & ethics | 2/20/2007 |
| Q: I have a graphic design business that has grown quite a bit in the past year (started in 2002). For ... A: Kristie, Assuming your client is not a public or government entity and you don't have written specs ... | |
| Having a potential customer to say yes | 1/3/2007 |
| Q: What information should be on the initial contact letter when I write a company regarding a business ... A: Alan, You did not say what type deal. Here's a sample for an inventor to a manufacturer. If not ... | |
| Selling Biz Procedure | 12/7/2006 |
| Q: Gary, First off, thank you for making your expert knowledge and experience available in this forum. ... A: James, First, here's an excellent checklist for what you need to know about the business. Due ... | |
| Negotiating an idea | 11/14/2006 |
| Q: I have an idea in which a very simple function/object would be added to an existing extremely ... A: The strength and weakness of your position is the simplicity of your idea. Of course, don't make a ... | |
| Thank you in advance! | 10/25/2006 |
| Q: Bell, I desperately need ideas to present to reluctant health food store general managers- ... A: Daniel, I took the liberty to share your question (with name removed) with a former client who ... | |
| Negotiating new lease | 10/13/2006 |
| Q: I've owned a retail business for 20 years. It's time to renew my lease and I'm not sure what to do. ... A: Steve, It's not uncommon for landlords to extend a lease for a shorter term. However, they usually ... | |
| Buying into an existing business | 10/4/2006 |
| Q: My partner and I have been involved in a franchise business for the past 6 years. Our franchise ... A: Nick, This must be an exciting time for you. It's obvious that the owners value your involvement. ... | |
| Pricing Guide | 9/27/2006 |
| Q: I am interested in purchasing a mom and pop pizza store. I have herded of two formulas for ... A: My experience in Pizza is zero. However, other small retail establishments use 2-3 times net, so, I ... | |
| Negotiating a business deal | 9/26/2006 |
| Q: We are ready to purchase a restaurant and have all the capital needed for acquisition. However, the ... A: Henry, I have pondered your issue and can't think of a good answer. The only approach I can think ... | |
| Building assets | 9/12/2006 |
| Q: I need some advice about building the market value of a small business that's been established ... A: Allison, Your questions are not repetitive and are very interesting to me. I'll take them in turn. ... | |
| promotion | 8/28/2006 |
| Q: Gary, Thanks for your answer. After reading the article, it looks like to sale to wal-mart you have ... A: Larry, I have directed 2-3 others to that article and one reported success, though I don't know ... | |
| promotion | 8/23/2006 |
| Q: Have come up with new product in the womens lingerie area. All the people I have shown it to (about ... A: Larry, Suppliers with well-priced, compelling products actually have a better shot with the ... | |
| Negotiating a C Store purchase | 8/22/2006 |
| Q: How do I negotiate a deal on a C Store business with limited sales information? I am basically ... A: The short answer is found in the art auction world: "If you don't know the painting, or the artist, ... | |
| Becoming a Vendor or Supplier | 8/6/2006 |
| Q: What Should I do in order to become a vendor or supplier for major stores , like WalMart, Home Depot ... A: Becoming a vendor to a major chain is not a mysterious process. See the following excellent article ... | |
| Considering an offer to join a partnership | 6/3/2006 |
| Q: I'm new to this board - hope you can provide me with some resources. I've been approached by a ... A: W, I have spoken to some colleagues and discussed your situation at length. These are our ... | |
| Purchase a business | 5/25/2006 |
| Q: The initial price was $25,000. I have negotiated it for $12,500. They have no software or any ... A: I've done it myself. You will have zero liability in my VERY NONLEGAL opinion. It's a terrific ... | |
| Purchase a business | 5/24/2006 |
| Q: I'm about to purchase a small technology company, 2 employees and gross yearly revenue of around ... A: Robert, If you will execute a contract of sale that includes any goods, services or intellectual ... | |
| Partnership | 5/3/2006 |
| Q: Garry, I would like your input on negotiating. My buddy owns a successful small business and wants ... A: Kip, I apologize. Looks like the software dog ate my homework. I was trying to say that you can set ... | |
| introduction packet | 3/23/2006 |
| Q: I hope you will be able to answer this question. I have gotten some interest on a recreational ... A: The latest craze is the "electronic brochure". Most are CD's or DVD's that tell the story of the ... | |
| Pricing for wholesalers | 3/13/2006 |
| Q: Gary, Thank You for the quick response. Your answer made alot of sense. You brought some things to ... A: Rich, That's certainly the approach I would take. New suppliers get hammered by Walmart. I would ... | |
| Pricing for wholesalers | 3/13/2006 |
| Q: I am meeting with a General manager from local Wal Mart next week. I recently invented a ... A: Rich, This is an important issue for your longterm success, as you well know. A big box retailer ... | |
| Selling a Business | 3/1/2006 |
| Q: and we are interested in selling it. We have never done anything like this before so we were hoping ... A: Michael, You need a lawyer, an accountant and, perhaps, a business broker. Every dollar you save ... | |
| Need help | 12/20/2005 |
| Q: Quick question. My husband works for a hugh international corporation but in a local regional ... A: It is not "fair" of course, but, if the employer is living by its rules, it can do that and other ... | |
| Business Value | 9/23/2005 |
| Q: Greetings. I was hoping you could provide a 'rule-of-thumb' that would help me determine the ... A: Larry, The process of valuing your business is complex. You must take into account both the ... | |
| Buying a Business | 6/24/2005 |
| Q: Bell, I am considering buying a business. How does one protect onesself to avoid unforseen ... A: Timm, The biggest mistake most people make in purchasing a business is failure to employ experts to ... | |
| selling of business | 4/8/2005 |
| Q: Gary, My wife and I have owned a preschool in NC for 10 years. We have the business up for sale ... A: Paul, While it is possible to protect yourself in the proposed transaction, I would guess that the ... | |
| Negotiation seminars | 1/28/2005 |
| Q: Mr. Bell, after completing a graduate class in Negotiation and Conflict Resolution I find myself ... A: Joe, In my view, the seminars and books are very much a matter of taste. Karass is my favorite, as ... | |
| Business lease | 8/2/2004 |
| Q: Gary - My wife is starting a business with a partner and has signed a lease with a building owner. ... A: Tom, You have described the approach I would take. Just have her model the Detective Colombo ... | |
| TACTICS IN WRITING GOOD PROPOSAL | 7/30/2004 |
| Q: Am so much impressed in seing your profile and delighted to ask about writing a good business ... A: Please read this excellent article for tips. Good Luck! Gary 11 Tips for Writing a Business ... | |
| Business Information | 6/9/2004 |
| Q: I want some information about starting a business. I want to establish a corporation for this ... A: Aref, The following is a solid resource for starting your business, including marketing resources. ... | |
| Selling Business Price | 5/25/2004 |
| Q: My father owns and operates a small janitorial service in the Green Bay area. He is over 60, and ... A: Dan, I am including a link (below) to an excellent general resource on small business valuation. ... | |
| Practical Negotiating Tips | 5/5/2004 |
| Q: I'm writing an article on negotiating for a magazine that goes to 100,000 Realtors. I'm looking for ... A: I will address your questions in turn: 1. What are the most common negotiation mistakes? By far, ... | |
| international business | 3/23/2004 |
| Q: I was wondering if you think that a certificate in international business along with a Bachelor of ... A: Darren, From my experience, a grad degree is valuable only to supplement a solid experience base. ... | |
| do I need an escrow? | 3/12/2004 |
| Q: - I'm in the process of selling a small Internet company, & have an (apparently) solid buyer on ... A: Michael, I have some experience with escrow transactions, but, always with an attorney. I am ... | |
| Transition planning | 3/6/2004 |
| Q: I am days away from buying a small business. I have worked out a good plan for my new employees and ... A: Nancy, I suggest you poll the employees about the strengths of the company/products/services and ... | |
| Selling a business | 2/27/2004 |
| Q: My girlfriend is selling her retail business that she started over 5 years ago. How would she ... A: Christopher, I am including a link (below) to an excellent general resource on small business ... | |
| How to sell my business? | 2/26/2004 |
| Q: I have a great little company that makes good money but could be making a lot more, and I'm looking ... A: Earl, I suggest you use your "natural" market. Create a 1-2 page synopsis of the business ... | |
| investment | 1/22/2004 |
| Q: Hey, We are two young people (23) who want to infiltrate the self help arena. We are about to come ... A: Eyal and Mark, In preparation for addressing your questions, I reviewed your website, downloaded ... | |
| Good day Mr Bell, I have... | 12/6/2003 |
| Q: Good day Mr Bell, I have become consumed by a business idea and am currently in the process of ... A: Derek, I don't not know a surefire method of obtaining that information. I would ask the ... | |
| business location | 10/19/2003 |
| Q: I am starting a drive-thru espresso business in Ohio with the hopes of adding additional units ... A: Doug, First, assuming that a big box retailer like Target/Walmart is the proper type location, ... | |
| Small Business negotiation | 10/14/2003 |
| Q: I hope you can help me out here - I am a Graphic Designer who has been offered an oppurtunity to go ... A: Nikki, You can protect your design range through a simple agreement that will not allow them to ... | |
| Business Proposal | 8/15/2003 |
| Q: What is the best way to approach a business concerning a new business you are trying to start if you ... A: I suggest you write a very brief (2 pages?) summary of your idea, emphasizing what they get, what ... | |
| Entertainment Law | 5/9/2003 |
| Q: Do you know of any entertainment lawyers in Toronto who would provide consultation services for ... A: The following firm is highly regarded. The principal, Mr. Sanderson, is a musician and understands ... | |
| Equipment Purchase Negotiation | 7/8/2002 |
| Q: I am a single mom with 15 years corporate management and directorial experience. I am switching ... A: Lori, An excellent question. Excuse me while I pontificate... Given the circumstances (only ... | |
| INDUSTRIAL REAL ESTATE DEVELOPMENT | 4/22/2002 |
| Q: GARY THANK YOU FOR TAKING MY QUESTION. I AM WORKING ON A PROPOPSAL TO DEVELOPE AN INDUSTRIAL SITE. ... A: Wayne, An interesting question. I've had no involvement in EXACTLY this situation, but, have seen ... | |
| business negotiating | 3/6/2002 |
| Q: I am currently studying 'entreprenueurship' at RMIT in Melbourne.What do you think the 3 major ... A: James, A great question! You will get many answers and they will all be right. It is necessary to ... | |
| NEGOTIATING BUSINESS DEAL | 6/18/2001 |
| Q: I WORK FOR A MODULAR SETUP COMPANY. WE SETUP COMERCIAL BUILDINGS ONLY. RECENTLY, THE OWNER OF MY ... A: Debye, I suggest: "Dear Mr. ___ I am (title and company here. We currently opearte a business ... | |
| Ensuring on-time payment of invoices | 5/10/2001 |
| Q: Good morning, Gary, thanks for making yourself available. I am the owner of a start-up helicopter ... A: Tim, Your issue is all too common, I'm sorry to say. Having done a stint in the oil patch in the ... | |
| Negotiation | 5/8/2001 |
| Q: I am a young entrepreneur and trying to start up my own hotdog vendoring business. I was wondering ... A: Lucas, What an exciting time for you! I have a bit of experience, having helped a food vendor do a ... | |
| Purchase Contract Issue | 5/7/2001 |
| Q: I hope you can help me. I bought a company from a close friend two years ago. It's a decent company ... A: An interesting issue. I am not a tax expert, of course. Both of you need to see one, now. My ... | |
| Multiple partners in a business. Bylaws Etc. | 2/1/2001 |
| Q: I actually have a couple of questions in one. First you have actully helped with one of my ... A: Eric, It is critical that you guys get some legal advice. The variety of ways you can organize ... | |
| Negotiations with Potential Capital Investor | 1/24/2001 |
| Q: Gary, Myself and two associates are in the process of starting a construction contracting company. ... A: Bryan, You have done a great deal of homework and it will pay off. The key question is the degree ... | |
| roles of letters of credit | 11/26/2000 |
| Q: I'M AN STUDENT 0F KOREAN UNIVERSITY. I WANT TO DO INTERNATIONAL TRADING AFTER MY GRADUATION. IN ... A: Hong, L/C's are a very common method of payment in export transactions because it provides bank ... | |
| Dealmaking w/out getting ripped-off. | 11/5/2000 |
| Q: I have a business idea that involves an existing multi-unit restaurant chain, a privately held co. ... A: Mr. Thomas, An interesting quandry, indeed. While I agree with your assessment about ... | |
| Mergers, Due Dilligence, & Letter of Intent | 5/15/2000 |
| Q: My company is currently going through a merger and keep tossing out words to us such as Due ... A: Elizabeth, Due Diligence is simply the term used for the process of confirming claims made to ... | |
| informal agreements | 4/5/2000 |
| Q: I recently assisted a 3rd party to aquire some commercial property on the understanding that we had ... A: Marc, though I have studied the law, I am not an attorney and can offer no legal opinion. My lay ... | |
Negotiating Business Deals
Answers by Expert:
Gary Bell
Top Expert on this page
Expertise
I have an MBA and 35 years of executive business experience. I can answer questions about negotiation tactics, proposals and general business issues. I am particularly interested in small business planning.
Experience
I am a career healthcare business professional with many years of execcutive experience.
Education/Credentials
MBA, Finance and Marketing
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