Chapter 9 - Determining Working Capital and Excess Cash
Determining the right level of working capital and excess cash distributions to the Seller is a critical step in the business sale process. This discussion can often be robust, as it has a direct ££ impact on both parties at closing. The Buyer wants to make sure the risk of running out of money is low, the Seller wants as much as possible as what they will often view as their money! The challenge is that the calculations are often highly technical on one hand and driven by the accountants. On the other hand, the final formula is a matter of judgment on which the Buyer and Seller must come to an agreement. Our advice is just to realize this is a challenging discussion, work through it methodically with the right advice and professionals and realize there will be some give and take that does not really include anyone winning or losing but just different lenses.
Terminology
Cash Free/Debt Free
Most businesses are sold on a debt-free/cash-free basis. What this means in practice is that the long-term debts, including accrued
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