继任计划始于

是什么让一个企业成功?  在许多小企业中, the owner is the principal driver to that business, 特别是在技术和销售方面.  他们一直在到处乱跑, 协调销售, 加班以确保产品生产, and working the relationships with clients to ensure that the orders continue to come in.  

With all that, this individual is doing, have they ever thought about what they want to do next?  不幸的是, there is a good chance that one of the 5 D’s (Death, 离婚, 残疾, 痛苦, 和不同意)会影响你的生意.  让我们希望这不会发生, but we all know happens when we hope in one hand and do something else in the other!  

Consider this, a $10MM S-Corporation manufacturer, with a single owner.  店主最好的朋友被诊断出患有癌症.  Now the owner realizes that they want to sell their company because they want to spend more time with their kids or grandkids.  Will this business be able to maximize value upon exit?

Most owners have the majority of their wealth tied into the business and one of the ways to get that wealth is to sell the company.  A successful transition plan has three areas of focus, 1) understanding and maximizing the value of the company, 2) understanding 业主未来的财务需求, and 3) understanding what the owner wants to do after exit.  

The owner has an idea about one of those areas, but it is very vague.  Working with owners to understand what they want to do upon exit helps with another area, 业主未来的财务需求.  It is important to create a plan to understand how you want to spend your time with your grandkids. 例如, do you want to be able to pay for their future college needs, 每年带他们去度假, 或者花时间和他们一起滑雪? 

Further understanding what the owner wants to do next will help the financial planner develop a plan to determine how much money that owner needs to achieve their desired lifestyle.  

Once the future needs are determined, the owner can look at current business value.  The value is something that the company should have a rough idea about, and maybe it’s a function of EBITDA multiplied by a market multiple factor.  虽然这看起来相对简单, there are ways to improve the overall value of the company, and some of those factors may not be solely financially driven.   

Developing a plan that addresses the owner’s exit ahead of time isn’t just good succession planning, 这是很好的商业战略规划.  通过创建这个计划, the owner of the company is better able to understand the context of what the company is worth, 并且找到了最大化这个价值的方法, taking into account their financial needs for the future, and finally creating a plan for how they are going to spend their time, 导致他成功退出公司.  As a result, the owner can enjoy their time instead of wondering, “我做错什么了吗?? 我本可以从这次销售中得到更多吗? 我现在该怎么办呢?”?