In the day-to-day activity of making the business work, many owners overlook the importance of the buy-sell agreement.  This document (also referred to as a business continuity agreement) is like a will:  no one thinks about it until it's too late. However, it may just be the most important written agreement or document you ever create.

If your business has more than one owner, either partners or stockholders, what happens if one or more of them die or "wants out"?   The same thing holds true in a family owned and operated business.  A buy-sell agreement can dictate the transfer of the business ownership under certain events as described within its specifically written language.

The well-drafted buy-sell agreement is designed to prevent the following:

The buy-sell agreement can help prevent these situations, as well as many other problems that can befall a business enterprise. In a small business, one of the areas frequently overlooked is the buy-out provision, in the event, one of the active partners decides to exit.  The buy-sell agreement normally, and properly, provides for the partner, family member or stockholder to have the first right of refusal in this case.  But at what price?  If two partners are in disagreement over how to run the business, they will never come to an agreement about its value.  A method or formula for valuing the business should be included in the buy-sell agreement; otherwise, the first right of refusal can be no right at all.

In larger businesses, especially those that are incorporated, it is important that the buy-sell agreement specifies how the stock of the business is to be valued.  The agreement would also specify whether the company or its shareholders must purchase the stock, or if it can be sold to an outsider.  In many cases, life insurance coverage is used to purchase the interest or stock in the business, in the event that one of the partners or majority stockholders dies.

You can see that the buy-sell agreement if executed properly, can solve problems surrounding retirement, disability, termination, divorce, bankruptcy, death, and business disputes.  Given all the key benefits of such an agreement, why doesn't every business have one?  Most business owners are too busy trying to get the work done and the bills paid.  Creating such a document also means that the owners have to stand back from the business and decide what should happen under a variety of serious situations. The process is time-consuming, and it is also expensive.

Buy-sell agreements, as well as all of the important documents pertaining to the sale of a business, should be handled by an attorney experienced in such matters. It may seem expensive in the short run, but the careful preparation of an agreement that can affect the rights of the buyer or seller will be a bargain in the long term.


– Wayne A. Simpson CPA, M&AMI is a Managing Partner at Utah Business Consultants and a Merger & Acquisition Master Intermediary with the M&A Source. Utah Business Consultants is a full-service Business Brokerage and Valuation firm.

If you’re considering selling your business anytime in the near future, one of your primary concerns might be the way your employees will feel about this news. Many business owners, even those who might be looking to move on, are dedicated to the well-being of their employees and naturally worry about them being in good shape following a business sale.

At Utah Business Consultants, we’re here to help with this and all areas of business valuation and sales. And while we fully understand these concerns, there are actually a few possible reasons why a business sale might be good for the employees of the business – here are a few to consider, and that you can consider passing on if you decide to sell so no one panics.

New Owners and Impressions

In many cases here, the impression employees or even selling owners have when a sale is taking place seems straight out of a movie script. A new, big bad boss comes in to take over, and immediately fires everyone and completely cleans house to make his or her impression felt right away.

Simply put, this isn’t how things tend to go in reality. In fact, the opposite is commonly true: New business owners will be invested in gaining the trust and loyalty of the existing employees, and will go to great lengths to keep them on staff. New owners are often largely dependent on the expertise and advice of the employees who were present before they arrived, and this actually can lead to increased job security for existing employees rather than the other way around. Some of the most experienced and valuable employees could even be in line for increased wages or perks.

Career Advancement

In some cases, the entity purchasing a business is a larger one that could be looking to expand the scope or size of the business after the sale. In these cases, existing employees might have significant opportunities for career advancement, including some that may not have been present previously. This can be an area you emphasize significantly to employees if you have any who are concerned about their futures, particularly if you know there are expansion plans in the cards with the new owners.

New Growth

And in some other cases, new owners mean new innovation and growth. Some owners, while great to their employees, may simply be running out of energy to run the business or ingenuity to keep it fresh and profitable. New owners, on the other hand, could have unique new ideas to revitalize the business, which could both bring about career opportunities and make employees more engaged.

For more on how to speak to your employees about a business sale, or to learn about any of our exit planning or business valuation services, speak to the staff at Utah Business Consultants today.

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