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Business Saleability
Business Saleability Questionnaire
Business Saleability Questionnaire
Step 1 of 7
14%
Your Name and Contact Information
Name and Address of Firm you Wish to Have Analyzed
Relative Firm Specific Risk Adjustment Factors Analysis
Equity Owner and Management Stability Factors
On a scale of 1 to 5 (with 5 = "strongest" and 1 = "weakest"), rate the Company in each of the following areas or categories
Management Depth/Breadth/Experience
*
Please enter a value between
1
and
5
.
Management Succession
*
Please enter a value between
1
and
5
.
Overall Personnel Quality (talent, experience, productivity, training, loyalty, etc.)
*
Please enter a value between
1
and
5
.
Compensation and benefits program in place to recruit, retain, and reward key personnel
*
Please enter a value between
1
and
5
.
Ability to withstand the loss of an equity owner due to illness, disability or death
*
Please enter a value between
1
and
5
.
Ability to withstand the loss of other key management personnel due to illness, disability or death
*
Please enter a value between
1
and
5
.
Management, Supplier and Customer Replacement Risk Factors
On a scale of 1 to 5, how easy would it be to replace the following (with 5 = "extremely easy" and 1 = "extremely difficult")
Senior Management (Equity Owners)
*
Please enter a value between
1
and
5
.
Senior Management (Non-Equity Owners)
*
Please enter a value between
1
and
5
.
Sales and Marketing Personnel
*
Please enter a value between
1
and
5
.
Products/Services Design and Delivery Personnel
*
Please enter a value between
1
and
5
.
External Suppliers
*
Please enter a value between
1
and
5
.
Largest Customers
*
Please enter a value between
1
and
5
.
Customer Retention and Relationship Factors
To what extent do you offer the following to your customers (5 equals "very often or frequently" and 1 equals "never")
Customized product and services solutions
*
Please enter a value between
1
and
5
.
Satisfaction surveys, questionnaires, website tools, etc. to obtain customer feedback
*
Please enter a value between
1
and
5
.
Clearly defined customer services and complaints processes and procedures
*
Please enter a value between
1
and
5
.
Business Growth Potential Factors
On a scale of 1 to 5, how easy or difficult would it be to accomplish each of the following (with 5 being "extremely easy" and 1 being "extremely difficult")
Expand geographically into other locations or markets
*
Please enter a value between
1
and
5
.
Sell more of your current products or services offerings to existing customers
*
Please enter a value between
1
and
5
.
Sell new, ancillary or complimentary products or services to existing customers
*
Please enter a value between
1
and
5
.
Obtain new customers for your current products or services offerings
*
Please enter a value between
1
and
5
.
Expand the range of products and services offerings for new and existing clients
*
Please enter a value between
1
and
5
.
Generate recurring revenues from existing products or services offerings
*
Please enter a value between
1
and
5
.
Develop business systems and operating manual that allow for the potential for scalability, franchising or licensing
*
Please enter a value between
1
and
5
.
Change your business model to charge for all or a portion of the cost of products or services up front
*
Please enter a value between
1
and
5
.
Sell more products and services without significant additional capital and other resources
*
Please enter a value between
1
and
5
.
Relative Firm Specific Risk Adjustment Factors Analysis
[Continued]
Revenue Dependence Factors
On a scale of 1 to 5, rank the Company on each of the following (with 5 = "not dependent" and 1 = "extremely dependent")
Specific Individual sales / marketing persons ("Rainmakers")
*
Please enter a value between
1
and
5
.
Persons with unique personal relationships with key customers
*
Please enter a value between
1
and
5
.
Persons with unique personal relationships with key suppliers
*
Please enter a value between
1
and
5
.
Customer relationships and revenues generated by equity owners
*
Please enter a value between
1
and
5
.
Senior management (equity non-equity owners)
*
Please enter a value between
1
and
5
.
Your largest customer
*
Please enter a value between
1
and
5
.
Recurring revenue from existing customers
*
Please enter a value between
1
and
5
.
Financial Management
On a scale of 1 to 5 (5 = "excellent" and 1 = "poor") rate each of the following [ENTER "0" if not applicable]
Systems in place to track revenue of new and returning customers
*
Please enter a value between
1
and
5
.
Systems in place to track revenue of markets in which the company competes
*
Please enter a value between
1
and
5
.
Systems in place to measure and evaluate customer retention
*
Please enter a value between
1
and
5
.
Systems in place to measure and evaluate sales activity and effectiveness
*
Please enter a value between
1
and
5
.
Systems in place to identify critical industry metrics
*
Please enter a value between
1
and
5
.
Systems in place to define and measure success
*
Please enter a value between
1
and
5
.
Operating Systems that Optimize Business Performance and Efficiency
Score your Company based on each of the following factors (Scale: 1 to 5 with "Excellent" = 5, "Poor" = 1; NA = 0)
Systems to manage personnel recruitment, training and retention (human resources manangment)
*
Please enter a value between
1
and
5
.
Systems to manage customer identification, solicitation, acqusition and customer feedback
*
Please enter a value between
1
and
5
.
Systems to manage products and services development and improvements
*
Please enter a value between
1
and
5
.
Systems to manage and control inventory and fixed assets
*
Please enter a value between
1
and
5
.
Systems to manage products and services quality and quality control
*
Please enter a value between
1
and
5
.
Systems to manage vendor and customer communications
*
Please enter a value between
1
and
5
.
Systems in place to measure and evaluate customer retention
*
Please enter a value between
1
and
5
.
Systems to manage the selection and maintenance of vendor relationships
*
Please enter a value between
1
and
5
.
Systems to manage performance reporting to management
*
Please enter a value between
1
and
5
.
Business systems and operating manuals that allow for the potential for scalability, franchising or licensing
*
Please enter a value between
1
and
5
.
Condition and Appearance of Company Facilities
On a scale of 1 to 5 (5 = "excellent" and 1 = "poor") rate each of the following [ENTER "0" if not applicable]
Overall condition, quality and appearance of the building from which the Company operates
*
Please enter a value between
1
and
5
.
Overall condition and quality of furniture, fixtures and equipment
*
Please enter a value between
1
and
5
.
Overall quality of the work environment
*
Please enter a value between
1
and
5
.
Overall condition and quality of employee amenities
*
Please enter a value between
1
and
5
.
Overall quality, condition and appearance of customer reception, waiting areas
*
Please enter a value between
1
and
5
.
Other Company Specific Risk Factors
Georgraphical Diversification (Absolute)
*
Single location serving a local neighborhood (e.g., single location dry cleaner, laundromat, car wash, etc.)
Single or multiple locations and servicing customers in a single town or city
Single or multiple locations and servicing customers in multiple towns and cities
Single or multiple locations and servicing customers in an entire Country or region within the state
Single or multiple locations and servicing customers within multiple counties / regions either in a single state or in multiple states
Single or multiple locations and servicing a customer base that is statewide
Single or multiple locations and servicing customers in several different states
Single or multiple locations with a Customer base that is regional (e.g., Northeast)
Single or multiple locations with a Customer base that is sectional (e.g., East of the Mississippi)
Single or multiple locations and customers throughout the US and internationally
Select the Number that best describes the Company's geographical location
Financial Reporting
*
Informal spreadsheet-based cash basis financial reporting system
Financial reporting prepared and maintained internally using "off the shelf" accounting software
Accountant prepared "compiled" ("notice to reader") financial statement (for internal management use Only)
Accountant prepared financial statements - reviewd for accuracy (a "review engagement") but not certified
Accountant prepared financial statements - audited and certified as GAAP compliant
Select the Number that best describes the Company's financial reporting system
Business Management Structure
*
All management decisions made by me - No other managers
"Direct hub and spoke" management system - department managers report directly to me
"Indirect hub and spoke" management system - senior management ONLY reports directly to me
COO role - senior executives manage independently except for matters that impact the Company as a whole
CEO role reporting to our independent board of directors - senior executives manage their units independently
Select the Number that best describes the Company's business management structure
Customer and Supplier Relationships
*
Customer and suppllier relationships are too important to be delegated to others
I am the relationship manager but will delegate some less important matters to others as appropriate
I had off most day to day relationship matters to others but continue to be involved in the most sensitive matters
We have a sophisticated system for managing customer and supplier relationships with direct reporting to me
All of my customers and suppliers are assigned to others - No ongoing involvement by me except social
Select the Number that best describes the Company's customers and suppliers relationship structure
Customer and Supplier Relationships
*
Customer and suppllier relationships are too important to be delegated to others
I am the relationship manager but will delegate some less important matters to others as appropriate
I had off most day to day relationship matters to others but continue to be involved in the most sensitive matters
We have a sophisticated system for managing customer and supplier relationships with direct reporting to me
All of my customers and suppliers are assigned to others - No ongoing involvement by me except social
Select the Number that best describes the Company's customers and suppliers relationship structure
Adjustment Factors For Competitive Advantage
Barriers to Entry of New Competitors
How important would each of the following factors be in discouraging a potential new competitor from entering your business or industry (Scale: 1 to 5 with 5 = "high" and 1 = "low")?
Incumbents enjoy advantages due to economies of scale
*
Please enter a value between
1
and
5
.
Incumbents enjoy cost advantages other than scale
*
Please enter a value between
1
and
5
.
There are relatively high capital requirements to enter the business
*
Please enter a value between
1
and
5
.
Success requires favorable access to distribution channels
*
Please enter a value between
1
and
5
.
Products and services that are highly differentiated or otherwise possess unique attributes and characteristics
*
Please enter a value between
1
and
5
.
Incumbents enjoy exclusivity or franchised access to differentiated products
*
Please enter a value between
1
and
5
.
Success is highly dependent upon proprietary technology, patents, trademarks, etc.
*
Please enter a value between
1
and
5
.
Success is highly dependent upon proprietary technology, patents, trademarks, etc.
*
Please enter a value between
1
and
5
.
Success is highly dependent upon proprietary technology, patents, trademarks, etc.
*
Please enter a value between
1
and
5
.
Success is highly dependent upon proprietary technology, patents, trademarks, etc.
*
Please enter a value between
1
and
5
.
Success is highly dependent upon proprietary technology, patents, trademarks, etc.
*
Please enter a value between
1
and
5
.
Success requires favorable access to raw materials
*
Please enter a value between
1
and
5
.
Success is highly dependent on having a favorable location
*
Please enter a value between
1
and
5
.
Success requires territorial exclusivity, geographical franchise
*
Please enter a value between
1
and
5
.
Success requires territorial exclusivity, geographical franchise
*
Please enter a value between
1
and
5
.
Success depends on government subsidies, exclusivity arrangements
*
Please enter a value between
1
and
5
.
Success requires significant experience and learning curve is steep
*
Please enter a value between
1
and
5
.
There are significant specialized training, regulatory approval, licensure requirements
*
Please enter a value between
1
and
5
.
Branding, image and reputation are very important to success
*
Please enter a value between
1
and
5
.
The industry is in decline with saturated markets and relatively low potential for growth
*
Please enter a value between
1
and
5
.
Bargaining Power of Customers
Score your Company based on each of the following factors (Scale: 1 to 5 with High = 5, Low = 1; NA = 0)
One or a few customers account for a subtantial portion of Company's revenue
*
Please enter a value between
1
and
5
.
One or a few customers account for a subtantial portion of Company's revenue
*
Please enter a value between
1
and
5
.
Customers possess special knowledge or bargaining power
*
Please enter a value between
1
and
5
.
Degree to which customers view Company products or services offerings as commodities
*
Please enter a value between
1
and
5
.
Customers are highly sensitive to changes in prices
*
Please enter a value between
1
and
5
.
Bargaining Power of Suppliers
Score your Company based on each of the following factors (Scale: 1 to 5 with High = 5, Low = 1; NA = 0)
Bargaining Power of Suppliers
Score your Company based on each of the following factors (Scale: 1 to 5 with High = 5, Low = 1; NA = 0)
Relative dependence on one or a limited number of suppliers
*
Please enter a value between
1
and
5
.
Relative difficulty in replacing or finding alternative suppliers
*
Please enter a value between
1
and
5
.
Relative cost of switching suppliers
*
Please enter a value between
1
and
5
.
Relative cost of switching suppliers
*
Please enter a value between
1
and
5
.
Risk that suppliers can or will become competitors
*
Please enter a value between
1
and
5
.
Risk associated with supplier control of "value added" features
*
Please enter a value between
1
and
5
.
Adjustment Factors For Competitive Advantage
[Continued]
Rivalry of Current Incumbents (Current Competitors)
Score your Company based on each of the following factors (Scale: 1 to 5 with High = 5, Low = 1; NA = 0)
Costs and other barriers to existing business or markets intensifies competitive pressures amongst rivals
*
Please enter a value between
1
and
5
.
Incumbent rivalry (competitive pressures) increases the risk of overcapacity
*
Please enter a value between
1
and
5
.
Customer bargaining power and price elasticity (customer demand highly sensitive to price)
*
Please enter a value between
1
and
5
.
Relative difficulty of the Company to increase market share at the expense of competitors
*
Please enter a value between
1
and
5
.
Relative brand name advantages of competitors
*
Please enter a value between
1
and
5
.
Relative customer loyalty advantages of competitors
*
Please enter a value between
1
and
5
.
Overall intensity of incumbent rivalry
*
Please enter a value between
1
and
5
.
Threat of Substitute Products
Score your Company based on each of the following factors (Scale: 1 to 5 with High = 5, Low = 1; NA = 0)
Risk associated with readily available substitute products
*
Please enter a value between
1
and
5
.
Risk associated with cost / price advantages of substitute products
*
Please enter a value between
1
and
5
.
Relative cost for a customer to switch to substitute products
*
Please enter a value between
1
and
5
.
Risk associated with maintenance and / or servicing advantages of substitute products
*
Please enter a value between
1
and
5
.
Superiority of substitute products as a complement to products or services that the Company offers for sale
*
Please enter a value between
1
and
5
.
Superiority of substitute products as a complement to products or services offered by competitors or others
*
Please enter a value between
1
and
5
.
Financial Performance
Industry Life Cycle
Which choice best describes the current life cycle stage for the Company's industry?
*
Rapid expansion
Strategic growth
Stable growth
Maturity
Decline
Select the Number that best describes the Company's growth prospects
Sales / Revenue Growth vs. Industry
Which choice best describes growth in sales / revenue as compared to the Company's industry?
*
Significantly better than the industry
Somewhat better than the industry
About the same as the industry
Somewhat worse than the industry
Significantly worse than the industry
Select the Number that best describes the Company's growth prospects relative to the Company's industry
Sales / Revenue Growth vs. Competitors
Which choice best describes growth in sales / revenue as compared to the Company's competitors?
*
Significantly better than our competitors
Somewhat better than our competitors
About the same as our competitors
Somewhat worse than our competitors
Significantly worse than our competitors
Select the Number that best describes the Company's growth prospects relative to the Company's competitors
Expected Future Revenue Growth Prospects
Which of the following best describes the Company's growth prospects over the next few years?
*
We expect to achieve double digit annual increases in growth over the next few years
We expect to achieve single digit annual increases in growth over the next few years
We expect annual growth to be relatively flat over the next few years
We expect to experience single digit annual declines in growth over the next few years
We expect to experience double digit annual declines in growth over the next few years
Select the Number that best describes the Company's growth prospects over the next few years