You’re excited to get an offer for your company, but it’s not what you had hoped for. You’re tempted to react with righteous indignation – but is that really the best way to maximize an acquisition offer?
Gary Miller is the founder of management consultancy Aragon Consulting which grew to employ more than 150 people. Miller, along with his team, built a proprietary modeling technology and was banking on attracting a premium multiple for the consultancy—which is why he was so disappointed by IBM’s original acquisition offer of just three times Earnings Before Interest, Taxes, Depreciation, and Amortization (EBITDA). Many founders would have been tempted to react with disgust but it is what Miller did next that resulted in IBM ultimately paying the highest multiple they had ever paid for a service business.
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About Gary Miller
Gary Miller is the founder of GEM Strategy Management, an M&A consulting firm serving middle market companies on the Sell-Side, Buy-Side and Capital Formations. Miller has been responsible for buying and selling 31 companies and raising over $750 million in capital for his clients.
Prior to forming GEM Strategy Management Inc., Miller has served as Managing Director of Ackerman Medical Building Funds, a private equity fund, where he led the formation and organization of a $500 million medical office building fund portfolio.
Miller is sought out as an expert by major media outlets. He has appeared on NBC, CBS, ABC, CNN and Fox News Channel. Miller has been quoted in the Wall Street Journal, Business Week, Associated Press, Money, USA today, Bloomberg Business News, Time Magazine, NY Times, LA Times, London Times, Reuters and his previous firm’s research is quoted in the U.S. Senate Congressional Record. He is a syndicated columnist for a number of newspapers and magazines throughout the U.S. focusing on Merger and Acquisition issues for small and medium-sized businesses.
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Have you ever daydreamed about what your business could be worth one day?
Philip Williams’ environmental consulting company was going to be sold to one of the biggest players in the oil industry. But just as the check was about to be signed, the deal took a strange turn.
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