John Binkley

Ready for Tomorrow – 5 Ways to Future-Proof Your Business

June 11, 2019 By John Binkley

For Dr. John Binkley and the team at Generational Equity, preparing clients for the future is at the heart of what they do every day.

Whether its introducing techniques to enhance a company’s value, minimizing risk in the eyes of potential buyers, or helping an owner create a comprehensive exit strategy geared to achieving the maximum value when they depart, Generational’s M&A professionals are dedicated to giving clients the future they deserve.

Unfortunately, the future is now arriving faster than ever. Factors such as increased globalization, the rapid development of technology and an increasingly competitive business landscape means that the world we see today could look completely different tomorrow. And, for business owners who are too focused on the present day, there is a real risk that they’re missing out on a brighter future.

Consider this for a moment: in 1965 the average tenure of a company on the S&P 500 was 33 years. By 1990, this had dropped to 20 years and, if forecasts are correct, by 2026 it will be down to 14 years.

For Dr. Binkley, this significant shrink in company lifespan illustrates how important it is for business owners to place a priority on future-proofing their business and preparing for life beyond it. This is not something that can be placed on the back-burner while you worry about day-to-day operations – without a plan for tomorrow, your business might not have one.

Future-proofing your company not only helps to ensure its survival in an increasingly competitive business landscape, but it also plays a big role in convincing potential buyers and investors that your organization will be around for years to come. If your company isn’t set up to embrace the future, your chances of securing an optimal sale diminish greatly.

Here, Dr. John Binkley breaks down five ways you can help secure the future of your business in pursuit of your goals, from establishing your ambitions early to securing its legacy with a thorough succession plan.

1 – Establish Your End Game

First and foremost, ask yourself an important question:

“What does success look like to me?”

This is something Dr. Binkley recommends you ask whether you’re just starting out, or have been at the helm of your company for decades. Knowing your ambition for your company and for life after business is vital when deciding what direction to take both now and in the future.

Maybe it’s to be the top player in your industry? Perhaps you want to make a difference in the world? Or you could simply want to earn enough to retire comfortably and look after your loved ones?

Whatever your goal, write it down and reflect on it regularly. Your aspirations could change over time, so it’s essential to keep this up-to-date. Keeping your aims fresh adds clarity to your future and ensures the decisions you make to progress and develop your company are proactive, not reactive. This means you’re thinking clearly about how to tackle tomorrow in the best way in order to achieve your ambitions.

2 – Invest in Your Employees

When we hire new staff, we tend to do so to address a present need in the business. However, those who are focused on future-proofing their company will concern themselves with what their business will need tomorrow.

To keep up with changing demands in your industry and among your customer base, it’s crucial to invest in your employees’ development with training opportunities. This helps your business grow into new markets, enhances its repertoire and makes it a much more valuable proposition to buyers when the time comes to exit.

In addition, this investment shows your staff that you care about their future, as well as the future of your firm. This motivates them to work harder for your cause and helps develop a sense of unity and shared purpose. Let’s face it – without a happy, fulfilled workforce you can rely on, your business won’t have much of a future to look forward to.

If you’d like to learn more about ways to encourage employees to support the future of your organization, Dr. Binkley recommends reading the “5 Ways to Put Your People First” insight on Generational Equity’s website.

3 – Keep Up with Technology

A quote Dr. John Binkley likes to refer to in this situation is by the Danish physicist Niels Bohr:

“Technology has advanced more in the last thirty years than in the previous two thousand. The exponential increase in advancement will only continue.”

Remember that Bohr passed away in 1962. Technology has since developed at an even faster pace, to the point the world is almost unrecognizable to that of 1962. Keeping up with the latest technology is crucial to a business staying relevant and efficient, so it doesn’t fall behind competitors.

Of course, this investment in developing technology in-house can be extremely costly and time-consuming for companies. As a result, Dr. Binkley has noted a trend towards M&A activity with the goal of incorporating new technology and expertise, rather than investing in R&D, particularly as part of cross-sector M&A activity.

This helps companies address the need to keep up with technology demands in an effective way, as well as increase the appeal and value of middle market firms that have been more agile in adopting this technology.

4 – Avoid Dependencies

Next, it is crucial that a company looking towards the future embraces diversity and doesn’t place all its eggs in one basket.

Dr. Binkley and Generational Equity’s staff have previously spoken about how any business that is too dependent on a single customer, supplier or partner waves a massive red flag to prospective buyers. This is because it indicates that the company’s success is reliant on not only their own hard work and initiative, but maintaining a consistent relationship with a third-party.

As a rule of thumb, if a potential buyer would be worried about your organization’s future, it’s a good sign that you should be too. To avoid this, it’s important to devote energy to diversifying your customer and supplier bases, as well as your offering over time.

This enhances your company’s chances of survival and means when the time comes to secure an exit, a buyer will feel more confident that if a revenue stream is lost post-transaction, your business will continue to grow.

5 – Start Your Succession Plan

Finally – and arguably most crucially of all – create your succession plan as early as possible. Last year, an article in USA Today revealed that 58% of small business owners didn’t have a written succession plan, even though 60% of the 15 million privately held businesses in the United States are owned by people born before 1964.

This is a staggering statistic. Having a succession plan in place is vital to your company’s long-term viability, as well as the legacy you leave behind when you depart. Far too many fall into the assumption that the business will be taken over by a family member, or they’ll be bought out by one of their key employees. Both options carry substantial risks:

What if the family member you’ve earmarked is not passionate about your industry, or has ambitions outside of your company?
Are you sure your offspring/employees have the characteristics required to be an effective owner?
Will other employees resent the person you handpick to take over the reins, especially if they’re part of your family?
How will your key employees finance the acquisition, and will this be enough to support your life after business?

Considering these questions is not something you can afford to leave to the last minute. Plus, in Dr. Binkley’s experience as Chairman of Generational Equity, the most lucrative and trustworthy end goal for a succession plan is to negotiate with interested buyers.

By building your succession plan around your ideal buyer, you establish the key characteristics required to drive your company forward after you depart, greatly increasing your chances of locating a buyer that is willing to present an optimal offer.

The Future Is Now

Dr. Binkley hopes that this has demonstrated the importance of future-proofing your business in today’s landscape, while giving you an understanding of some of the core ways you can accomplish this.

Given the day-to-day responsibilities of owning and managing a company, it’s all too easy to let the demands of today overtake your needs for tomorrow.

Devoting time to plan and strategize for the future of your business not only helps to preserve it for years to come and craft the legacy you wish to leave behind, but also makes your company a more attractive proposition to buyers when you are ready to exit.

If you’d like to learn more about steps to future-proof your business or the process of building a buyer-ready business, Generational Equity’s regularly-updated, in-depth M&A insights provide a wealth of information on preparing for the future you’ve always hoped for.

In addition, Dr. John Binkley’s blog has several articles across the M&A spectrum, as well as other inspiring and motivational pieces.

Cross-Sector M&A and the Blurring Business Landscape

April 30, 2019 By John Binkley

“We are seeing M&A become the fastest route to reinvention in today’s digital economy.” – How U.S. M&A will transform businesses in a changing world, Ernst & Young

As Dr. John Binkley and the team at Generational Equity have noted on numerous occasions, we are enjoying one of the most robust seller’s markets in decades. U.S. M&A in 2018 ended on a high note, with deal value topping $2 trillion for the fourth consecutive year across North America, marking a 6.9% increase on 2017.

This trend shows no sign of slowing into 2019 either. Insight from Merrill Corporation on Mergermarket data demonstrates that the pace of deal making has actually picked up in the early months of this year, with 504 deals valued at $257.5 billion, eclipsing 2018’s $223.2 billion. This indicates to Dr. Binkley that the seller’s market is not over yet and buyers are doubling down on their efforts to secure fitting acquisitions.

But, what many business owners often don’t recognize is that the buyer who stands to offer the best deal might not necessarily be in the same industry as they are. Within the last few years there’s been an increase in attention to cross-sector deals, as businesses use M&A to expand in new markets, incorporate technology and grow their capabilities.

The rise of cross-industry M&A

Dr. John Binkley alluded to the increasing focus on cross-industry acquisitions in his article last year reviewing 2018’s M&A activity. This trend is expected by many to maintain in 2019, driven in large part by the desire of companies to integrate new technology in this rapidly digitalized world.

This point is explored in Ernst & Young’s 2019 sector outlook for M&A. They note how buyers, particularly private equity firms, are acquiring technology companies as bolt-ons for their existing platforms to improve their capabilities and remain competitive in an ever-shifting business landscape.

Rather than devote the substantial time, manpower and resources into developing their own technology in-house, it is often more time-efficient and cost-effective for buyers to acquire a company that already has the technology and specialist expertise to enhance their own offering.

In their full-year 2018 update of global M&A, PwC reinforces EY’s assertions that cross-sector deals were a pivotal part of that year’s activity, and will continue to be so this year. They revealed that over a third of U.S. corporate deals last year blurred sector lines, with this type of acquisition particularly prevalent among buyers in the media, telecom, pharmaceutical and life sciences industries.

Investment into technology companies is especially prevalent, as companies in traditionally non-tech sectors are now employing these to solve internal gaps, enhance their offerings to customers and remain competitive in a rapidly tech-reliant world.

451 Research revealed that acquirers outside the technology sphere have spent over $40 billion on tech companies in each of the last three years, a sign of the recent shift towards cross-sector M&A. And technology companies are also not shy of extending their reach into different industries, as demonstrated by Intel’s acquisition of Mobileye in an effort to become prevalent in the assisted and connected car industry.

However, the propensity to cross industry lines certainly isn’t exclusive to these sectors. KPMG conducted a thorough examination last year on the surge of cross-sector M&A in acquiring financial services companies. Their research clearly demonstrated the breadth of interest across industries in converging into this already broad sector:

Estimated share of sectors investing in financial services

Construction & Real Estate – 16%
Technology – 14.8%
Industrial – 13.6%
Energy – 11.8%
Consumer Goods/Retail – 10.1%
Transportation – 8.9%
Leisure – 5.9%
Media/Telecom – 5.3%
Healthcare – 4.7%
Others – 8.9%

For Dr. Binkley, this shows that the cross-sector M&A trend is not limited to one area or a passing fad in deal making – it is a signal of a more fluid business landscape. Companies that are seeking quick, meaningful growth are looking at opportunities to expand their capabilities and market share by looking beyond the bounds of their industry.

Don’t place industry limits on your exit strategy

A common thread connecting business owners that Dr. John Binkley and dealmakers at Generational Equity have noted over the years is the assumption that they will eventually sell their company to a competitor, or at least someone in the same industry. While that is certainly an option, by assuming this, you could place unnecessary limits on your options when pursuing an exit for optimal value.

That’s the difference between choosing an M&A firm that specializes in multiple sectors like Generational over boutique brokers. While boutique firms may claim to be able to help you find the optimal deal within your industry, that may not necessarily be the same as the optimal deal overall. It pays to explore all avenues and expand your horizons beyond the sector you operate in, as they could provide a more lucrative, synergistic and inviting proposition for the future of your company.

In 2017 Bloomberg supplied a list of cross-sector M&A deals that demonstrated how U.S. companies are looking outside their wheelhouse for new opportunities:

Source: Bloomberg

Each was a strategic decision to look towards an industry that is complementary to the acquiring company’s, but you must assume that the dealmakers involved took the time to scour the market and employed their cross-industry knowledge to find the optimal buyer for their clients.

Some of you may say “Why would a technology company be interested in my brick and mortar business?” But that’s not thinking like a buyer. Buyers look for intangible assets that don’t appear on the balance sheet, or ways your company can enhance their existing proposition, creating the proverbial 2 + 2 = 8 scenario.

In the end, your competitor may prove to be your optimal buyer. However, until you’ve explored the possibilities, you could be left wondering whether you left money on the table by sticking rigidly to the ever-reducing boundaries between industries.

The business landscape is changing, which Dr. Binkley credits in large part to the transformative possibilities presented by M&A activity in allowing firms to acquire technology, skilled personnel and new methodologies to increase their capabilities and remain competitive. The once-distinct divides between industries don’t exist anymore, and with that comes a whole new world of opportunity for exiting business owners to secure the maximum value.

Generational Equity’s diverse database of tens of thousands of business buyers allows the firm to present clients with in-depth expertise across a range of sectors, which has led to numerous examples of cross-sector pollination. By establishing a broad yet specialist approach to M&A, Dr. Binkley believes Generational presents all available options to middle market business owners preparing to exit.

Hopefully this has offered a greater insight into the prevalence of cross-sector M&A right now, the opportunities this offers for both professional buyers and those looking to exit, and the reasons why this environment makes choosing a firm that gives you options preferable when it comes to departing your business.

If you’d like to learn more about the current M&A landscape, cross-sector trends and the process of exiting a company for an optimal value, Generational Equity’s regularly updated insight page is a great resource for business owners thinking about their future.

In addition, Dr. John Binkley’s blog has several articles on developing your exit strategy, as well as other inspiring and motivational pieces.

M&A Forecast: Is 2019 the Year to Execute Your Exit Strategy?

February 18, 2019 By John Binkley

Less than two months into 2019, and it’s apparent that the seller’s market in M&A is still strong.

For Dr. John Binkley and his team at Generational Equity, this isn’t surprising considering the strength of the economy right now and the buoyant attitude of buyers and sellers towards deal making in recent years. Cutting the U.S. Corporate Tax Rate to 21% and steady GDP growth (3.5% in Q3 2018) are contributing to this exceptional environment for M&A.

However, the length and robustness of this seller’s market has been something of a blessing, not just for Generational’s team and clients, but across North America.

Indeed, Merrill Corporation’s year-end review of 2018 (based on data compiled by Mergermarket) demonstrated that the value and volume of M&A deals last year was at a similar record-level as the past five years. This was elevated by another strong year for deals involving private equity firms.

Alongside this, Dr. Binkley is happy to report that Generational Equity fit this forecast of significant M&A activity seamlessly last year.

It was another record-breaking year for Generational, with an 8% increase in transactions closed to 2017’s prior record, as well as an 11% rise in wealth transferred to the firm’s clients. The firm also ranked first in transactions valued up to $25 million in Thomson Reuters’ 2018 North American M&A Rankings.

M&A Seller’s Market Still Going Strong in 2019

2019 M&A Market John Binkley Generational Equity

If anyone feared 2019 would see the strong M&A landscape come to a shuddering halt, that hasn’t proved accurate. In fact, if early indications remain consistent, this could be an even stronger year than 2018.

Dr. John Binkley was pleased to see Bloomberg’s report that $275 billion of M&A activity had been completed globally this past January alone. That is the best start to a year since 2000, and $187 billion of this total was generated off the back of North American deals.

This is a clear indication that this seller’s market in M&A is forecasting no signs of slowing in the near future, despite growing rumblings that an economic downturn could be on the horizon. And, among this already positive environment, another excellent aspect of this activity is that it’s impacting all financial tiers, including the middle market.

Citizen Commercial Banking’s Annual M&A Outlook, which surveys 600 middle market business leaders nationwide, has demonstrated that M&A activity is high on their agenda for 2019. 62% of potential sellers are either presently working on a deal or are open to negotiating one this year, with 71% of potential buyers feeling the same way.

In addition, 80% of these buyers are either extremely or modestly confident they will conclude a transaction in the next 12 months. For Dr. John Binkley, having a clear majority of business leaders on the buyer’s and seller’s side is a strong indicator that the market is alive and well.

Furthermore, readers of Middle Market Review have confidently forecast that M&A activity in 2019 will remain strong, citing many positive signals including:

The booming economic outlook
The growing number of baby boomers looking to retire and sell their business
The expansion of GDP
The lower barrier to growth for businesses under the Trump Administration

However, again the threat of a potential recession is playing on the minds of many middle market business owners. Around half those surveyed by Citizen Commercial Banking expecting this downturn to take place in the next two years. In the same way that economic growth is usually a factor in a rise in M&A activity, a recession usually leads to a decline as a period of economic uncertainty takes hold.

This anticipation and the current positive forecast for M&A means one thing – 2019 is the ideal time for those contemplating an exit to act now for the best chance of securing an optimal offer.

2019 in the Middle Market: Executing Your Exit Strategy

“For sellers, a more pronounced slowdown presents a conundrum. Act now or they could be faced with the reality of putting their exit strategies on hold until market conditions rebound, and hoping that company performance holds up in the meantime.” – Ralph Della Ratta, Citizens Capital Markets

While seller’s markets in M&A are a great time for business owners looking to sell, pushing valuations up and encouraging buyers to get active, it is only great if you are prepared to exit. Otherwise, as Dr. John Binkley and others at Generational Equity have witnessed numerous times, business owners could miss out on maximizing the value of their company at exit.

Even this seller’s market, which has been one of the most enduring and lucrative in decades, will come to an end at some point. While it is still possible to achieve an optimal offer in a buyer’s market by presenting the right proposition, business sellers who miss this boat could easily find themselves exiting for a cut-priced sum.

As previously indicated, there are many factors that are converging right now in the M&A market that are making now a great time to sell a business. Companies’ liquidity has opened the door for more deal making and investment, and tax reform has had a profoundly positive impact.

However, for Dr. Binkley, two pivotal influences right now should be motivating those considering an exit to get a move on their strategies: U.S. demographics and private equity potential.

According to the AARP, 10,000 baby boomers are turning 65 every single day, a rate expected to last into the 2030s. Eventually, those who own a business at this age will depart, one way or another.

For dealmakers and buyers, this is great news – more businesses on the market means more work. But, for sellers, more businesses entering the market in one fell swoop means more competition. What makes your business more appealing than John Doe’s across town?

Every year the market will become more and more crowded. So, it pays to put exit plans into action now when the economy is vibrant and others are slow on the draw – this quick thinking could mean a significant amount to the value of your exit.

Then, there’s the continued rise of private equity investment. Deloitte’s 2019 M&A Trends report revealed that nearly 90 percent of private equity leaders forecast a rise in M&A deal flow this year, with PE firms sitting on a record $1.14 trillion in dry powder.

Plus, PitchBook reported that the number of private equity-backed companies in North America and Europe is on the rise, closing the gap to the number of public companies (10,440 vs 14,393). With the dry powder capital waiting to be invested in businesses that demonstrate real growth potential, this presents a real opportunity to business owners with a prepared exit strategy that outlines what makes their proposition so strong.

Make 2019 the Year to Exit Your Company

If you are considering exiting your company, Dr. John Binkley strongly recommends making 2019 the year to put your plan into action. When this incredible seller’s market ends, there is no way to accurately determine when one will return. If you are serious about achieving the maximum value when you depart your business, providing the best quality of life for you and your loved ones post-sale, now is the time to act.

Don’t know where to start? Dr. Binkley and his experienced team at Generational Equity can help guide you to a successful, fulfilling exit. With more completed deals in the middle market than any other M&A advisory firm in the past decade, Generational’s expertise has supported entrepreneurs in all industries secure the optimal deal.

To build your knowledge of the M&A process, check out Generational Equity’s collection of insights, which go into greater detail on the market right now and offer advice on what steps to take to pursue an effective transaction.

In addition, Dr. John Binkley’s blog has several other works dedicated to business owners looking to exit, as well as other inspiring and motivational pieces.

Dr. Binkley hopes you found this enjoyable and it serves you in good stead as you make the most of 2019.