Secure your future – What BoomerPreneurs need to know about their companies and place in history

You’ve built your business – now you’re thinking about the transition. Is your future and place in history secured? Baby Boomers are the most entrepreneurial generation in American history with more than 10% of the boomer population owning their own companies. This represents more than 4 million business owners employing nearly 50% of our country’s workers. The first “BoomerPreneurs” started turning 65 in 2011, and these individuals are starting the process of retiring or transitioning their businesses at a rate of 1,000 per day.

By 2020, the youngest BoomerPreneurs will turn 55 and this transition rate will likely increase. The critical question is…will they be able to find buyers among a younger generation who may or may not be interested in “standard” or “old-line” businesses?

Statistical trends, unfortunately, point to the likelihood that only 20% of the boomers will end up selling their companies or have a “true M&A event”.

There are many reasons for this. But I think two of the most powerful lessons we can learn from this dilemma facing many BoomerPreneurs can be found in a pair of economic principles that graduate school economics professors world-wide drilled into our heads:

1. The law of supply and demand (we all know this one)
2. The axiom that all costs drive toward zero in a capitalistic society (Competition works!)

Ok, so what’s new about that? That’s economic theory; what does it mean for me? My top customer is ringing the other line!

Well, if you are like some and have invested wisely and been fortunate in your planning and fiscal management – or maybe you’ve just been lucky — you don’t have to worry about selling your business to help fund your retirement or cement your family’s legacy.

However, for those that do have to transition, exit or sell their companies to partially fund their retirement or maintain their existing lifestyle after they retire, the scenario is not as pretty, and the two principles listed above will have a direct impact on your ability to sell your business in the future. More on those in a moment.

Many are wrestling with the issue of their company being simultaneously the largest item on their personal balance sheet, while at the same time, the most illiquid of investments. In fact 30% of companies in the lower middle market go straight to liquidation due to lack of a succession plan and only 2 in 10 achieve a true M & A event.

Many businesses are worth less than they were at the peak (2007) or may be just catching up to that value, and many owners have put off the sale of their firms with hopes of recapturing that lost value. Meanwhile, BoomerPreneurs are now increasingly deciding – or recommitting – to selling or transitioning their businesses.

However, it’s not all doom and gloom! According to author, middle market expert and fellow member of the Alliance of Mergers & Acquisitions Advisors, Rob Slee, the window of opportunity to sell based on previous investment and capital cycles is rapidly closing and the time is now.


Here’s where that first economic principle comes in. With a glut of BoomerPreneurs retiring, pent up demand to sell, and the law of supply and demand in action, the ability to get the price you want will be very difficult if you’re ill-prepared.

As we know, private equity has culled many of the top performers already from the market. As a matter of fact, private equity owns or has controlling interest in approximately 40,000 Middle Market companies (15%), which represent 30%-40% of today’s entire market equity in middle market firms.

So under the axiom of all costs drive toward zero (there’s that second principle), unless your business is a stand-out performer, with many businesses coming on the market, prices will drive toward zero (or practically speaking will sell for lower multiples).

What then must the Boomerpreneur do under this kind of macroeconomic pressure?

M&A 2.0 – Creating Transferable Value

For many companies, developing value creation is the first step in selling your company. This begins with a mindset shift for the BoomerPreneur to work ON his or her business, rather than work in his or her business.

Any conversation about creating value simply begins with where you are now. You can take a brief 10-minute survey to find out the Value of your company and any value gap that exists compared to your peers. This tool can help you assess areas you should consider preparing to begin the process of building additional value in your company on the way to a successful M&A Event.

Craig Dickens, CEO leads the Merit Harbor Group Investment banking and advisory team help CEO’s Owners, entrepreneurs and shareholders buy and sell valuable companies. As part of a national broker dealer and industry leading private placement platform Merit Harbor help companies raise debt and equity capital to fuel their growth. Merit Harbor and OfferBoard concentrate on helping lower middle market companies from 10mm – 500mm in sales. More information can be found at or by calling 253-327-1490. Tags: Selling your company, middle market M&A, Selling your business, Mergers and Acquisitions, Mid Market acquisitions, M&A 2.0

Understanding the value of your company is primary to knowing how to navigate the next steps for future growth. Take a 15-minute assessment to gain insights into your firm's value and an overview of your firms Value Gap as compared to your peers. Merit Harbor helps CEO’s and Entrepreneurs create valuable companies by focusing on improving your critical value drivers.

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