Karl E. Sigerist, Jr., ICD.D

Canada

Karl wrote Selling Your Canadian Business: A Step-by-Step Guide to Maximizing Value and Securing Your Legacy because he saw too many business owners making preventable mistakes that cost them millions of dollars and years of regret.

25 Nov 2024 Articles Sell-Side

What negotiating advantage do Canadian sellers miss?

BATNA determines who holds leverage in a negotiation, not asking price or legal team. Why the realistic buyer universe for a Canadian lower-middle-market sale is only 15 to 40 parties.

02 Nov 2024 Articles Sell-Side

How do you find out what buyers really want?

Positions versus interests in a sale negotiation, and the four buyer interests Canadian owners most consistently miss when they focus only on price.

19 Oct 2024 Articles Sell-Side Articles Valuation

Why does anchoring high set the price in M&A?

Why the first number stated in a negotiation becomes the gravitational centre for everything after it, and how an ambitious but credible anchor changes the outcome.

10 Oct 2024 Articles Sell-Side

Why should you give buyers options in a sale?

Multiple Equivalent Simultaneous Offers: why presenting two or three complete deal packages at once produces better intelligence than negotiating one offer sequentially.

09 Oct 2024 Articles Sell-Side

How does running a process control your sale outcome?

Process control, how buyers are identified, engaged and selected, is the most consequential lever a seller has. The five dimensions that determine the sale outcome.