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Why Family Business Owners Should Expect The Unexpected Offer

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By Richard Sine
Many business owners assume that they’ll own their business until they die. Then reality gets in the way: Perhaps their health turns poor. Or they’re caught unaware by a big change in the industry. Or they require a big investment in technology to stay competitive but can’t raise the money single-handedly.

That’s when a phone call from the right potential buyer can feel like a lifesaver.
When planners at Northern Trust conducted a series of interviews with their own clients, they found that it was often an unexpected offer that triggered the sale of a family business. But the result can mean that owners go into a sale without having properly gauged its effect on their tax planning, their estate planning or their family.
More Money, More Questions

A sale to an outsider can often bring a great windfall, as well as a tidy reward for years of hard work. But it can also raise a lot of questions. Is the sale price high enough? Could a sale drive a family apart? And how will the family react to a sudden influx of cash?

Selling with confidence requires a lot of advance planning, says Charles Mueller, Trust and Advisory Services practice executive at Northern Trust.

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