Many business owners receive unexpected inquiries from strategic buyers, private equity groups, or independent sponsors expressing interest in acquiring their company. While these unsolicited offers can be flattering, they often arrive before the owner has clarified the value of the business, assessed personal readiness, or created a competitive process. Without preparation, owners may accept unfavorable terms, underestimate the company’s true worth, or lose leverage during negotiations.
This session will show owners and advisors how to evaluate unsolicited offers objectively, protect confidentiality, and use outside interest as a catalyst to strengthen business value and expand strategic options. Attendees will learn how to turn a surprise approach into a disciplined decision-making process aligned with both financial and personal goals.
Learning Objectives:
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Understand why buyers make unsolicited offers Learn how strategic acquirers, Private Equity firms, and independent sponsors identify attractive companies and why early offers are often designed to secure exclusivity before the owner understands the business’s full market value
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Evaluate an offer through the buyer’s lens Identify the key factors that influence value, including owner dependency, customer concentration, quality of earnings, leadership depth, and transferability
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Protect negotiating leverage and confidentiality Understand how to respond to initial inquiries, manage non-disclosure agreements, and avoid common mistakes that weaken the owner’s bargaining position
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Compare unsolicited offers to broader market alternatives Learn when it makes sense to test the market through a structured sale process rather than negotiating with a single interested party
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Align the decision with personal and financial readiness Assess whether the offer supports the owner’s wealth objectives, tax planning strategy, and vision for the next chapter of life.
Event Location
Event Details
Who Should Attend?
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Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
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CPAs/Accountants
Owners participating in the State of Owner Readiness research continue to indicate that you are the No. 1 "Most Trusted Advisor." You are a natural fit to lead the exit planning team and deepen your relationship (and retention) of next generation owners.
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Wealth Managers
You’re a skilled relationship person. Being entangled into your clients’ professional lives matters as you build a strategy to manage their wealth upon them harvesting it from their business. Exit planning allows you to build a deeper relationship with your client, expands your COI network, while giving you an early seat at table well before the liquidity event.
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Financial Advisors
One of the critical ‘legs of the stool’ is personal financing planning. An owner must have a strong financial plan & contingency plan post-transition to enable them to thrive in the next act of the lives personally and financially. Exit planning brings this future mindset into the present. Exit is now.
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Valuation Analysts
Valuation is both a billable engagement AND an opportunity to provide owners some perspective on how to accelerate value drivers (and deal with value killers). Use exit planning to make that valuation into a longer term value acceleration engagement.
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Investment Bankers
Only 2 of every 10 businesses that come to market actually sell. Learn how exit planning can bring attractive AND ready business to your purview.
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Strategic Consultants
One of the most critical roles in exit planning is building transferable value. Strategic consultants have the ability to expand options and drive rapid business value that affect performance today.
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Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
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Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
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Mergers & Acquisition Advisors
Proper exit planning causes less deals to fall through at the last minute. Connect with CEPAs to build your healthy deal flow network.
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Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
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Family Business Advisors
More than 50% of lower middle market business owners would prefer to transition to the next generation. Help them succeed with exit planning strategies.
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Commercial Lenders
One of the best relationships a business owner makes is with their banker. How can you help your corporate clients think about the future and ensure financial continuity? Answer: exit planning.
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Private Business Owners
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Professional Advisors
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Members of Family Business Boards
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Business Consultants
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Other Business Professionals
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Business Owners
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Business Owners & Their Trusted Advisors
EXIT PLANNING IS GOOD BUSINESS STRATEGY
The Exit Planning Institute, provides Financial Advisors, Accountants, Consultants, and other advisors of business owners with the critical education to differentiate themselves and add value to their existing client relationships through a credential, conference, courses, and content. Download the CEPA brochure for more information.