{"id":1413,"date":"2016-01-12T09:45:25","date_gmt":"2016-01-12T15:45:25","guid":{"rendered":"https:\/\/www.sunbeltnetwork.com\/milwaukee-wi\/?p=1413"},"modified":"2025-06-05T17:49:47","modified_gmt":"2025-06-05T17:49:47","slug":"7-reasons-businesses-dont-sell","status":"publish","type":"post","link":"https:\/\/www.sunbeltnetwork.com\/milwaukee-wi\/7-reasons-businesses-dont-sell\/","title":{"rendered":"7 Reasons Why Some Businesses Don\u2019t Sell"},"content":{"rendered":"
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With over 50 combined years in the healthcare marketplace, we have seen many successes and some initial failures when representing healthcare owners who could not sell their businesses.\u00a0In these latter examples, they learned a hard lesson and, fortunately in some cases, were able to eventually transact.<\/p>\n

Some of these issues are unique to healthcare businesses, but most apply across industries. Here are seven reasons why they encountered failure the first time around:<\/p>\n

1. Inadequate financial reporting and lack of consistent attention to appropriate financial metrics.\u00a0<\/strong>More than once, we have encountered sellers that neglected to regularly monitor financial performance and then make adjustments that could substantially improve their results. \u00a0They managed a \u201clifestyle business\u201d that was focused on short-term personal compensation (aka excess compensation), not the long-term value of their life-long investment.<\/p>\n

2. The market was changing and they didn\u2019t adapt despite ample warning.<\/strong>\u00a0A good example of recent times in the healthcare industry has been the many small durable medical equipment businesses with a reliance on Medicare reimbursement that didn\u2019t shift their business model in the face of competitive bidding.\u00a0 Most markets give considerable warning, but it can be hard to change when one is attached to seasoned way of operating.<\/p>\n

3. They watched their business performance spiral downward and then decided to sell it as it approached the bottom.<\/strong>\u00a0The psychology of distress often leads to the delusional thinking that their business will turn around if they \u201cwait it out.\u201d\u00a0 That rarely happens without significant corrective action.<\/p>\n

4. The company was in a highly regulated environment that was subject to change.\u00a0<\/strong>Though this issue can apply across industries, it is a particular issue for healthcare businesses, in which contracting regulations can vary dramatically by state or region. If there is change in the wind, the risk appears very high even for heretofore successful companies. <\/span><\/p>\n

5. Management turnover was high and salaries may have been below industry standards for a significant period of time.<\/strong>\u00a0Most buyers have their antennae attuned to this and see it as warning of even greater problems for the company.\u00a0 Human capital can ultimately lead to success that financial capital alone cannot achieve.<\/p>\n

6. Union shops and other restrictive employment agreements were in place.\u00a0<\/strong>Investors in healthcare companies are typically quite wary of a unionized workforce and often attribute their presence to poor management.\u00a0 This is not a judgment about unions, but a concern about the agility of the organization for future development.<\/p>\n

7. The company location was not suitable for growth.<\/strong>\u00a0Most buyers expect to expand their acquisition to increase their ROI, especially in the case of private equity investors. No perceived scalability = no acquisition.<\/p>\n

The great basketball coach, John Wooden, once wrote that \u201cfailure isn\u2019t fatal, but failure to change might be.\u201d\u00a0In the situations described above, we have seen numerous owners honestly assess their circumstances, re-engage with their companies and, after some time, successfully close a transaction.\u00a0 The necessary \u201cchange\u201d that Coach Wooden spoke of was always apparent.\u00a0 The difference was the courage and discipline applied in the face of an original disappointment.<\/p>\n<\/div>\n

Working with a business broker from Sunbelt Business Brokers – Midwest can help you solve these problems that are blocking the sale of your business and get you the return you deserve on your investment. Contact Sunbelt – Midwest<\/a> for more information and to speak with a broker in our Twin Cities, Milwaukee, Chicago and Las Vegas offices.<\/p>\n

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This article was reprinted from Axial Forum<\/a>. It was submitted by Tom Schramski, President and Managing Partner of VERTESS, an international healthcare M&A Advisory and consulting firm.<\/em><\/p>\n<\/div>\n<\/div>\n<\/article>\n","protected":false},"excerpt":{"rendered":"

With over 50 combined years in the healthcare marketplace, we have seen many successes and some initial failures when representing healthcare owners who could not sell their businesses.\u00a0In these latter examples, they learned a hard lesson and, fortunately in some cases, were able to eventually transact. 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