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Relationships that Stand the Test of Time

October 9, 2018 By Tod Fiscus Leave a Comment

In a world of accelerating transition, many companies change associates, affiliates, personnel, and even their business principles as often as they swap out ink cartridges.

This said, there are some firms, firmly grounded in their founding principles, who build relationships that stand the test of time. Transition360, a business brokerage founded nearly 40 years ago, continues to enjoy and foster generational relationships with clients. As a testament to quality relationship building, buyers of their clients often ask Transition360 to stay on board after the transaction as advisors. This allows Transition360 to maintain updates to their business valuation as well as consult them on growth and market timing. Transition360’s win-win relationships with the owners they represent, as well as the buyers who turn into new owners, have been the key to their success.  These ongoing relationships are the fruit of a process built on integrity, transparency and trust.

The Transition360 Development Process, built over the past 40 years, is built on:

Trust: As a brokerage for business owners, we get to see some of the most strategic and sensitive parts of a client’s business. Naturally, this means we need to build trust in order to be successful. This type of working relationship engenders a sense of trust and mutual cooperation between the client, their CPA, their attorney and the broker. Since Transition360 has typically built a relationship of trust with clients through the pre-market valuation process, there is already a certain level of understanding and respect as we engage the market. Trust is the key to managing challenging conversations around operations, employees, value, exit strategy, and performance in a manner that supports the likelihood of success when an offer comes in.

Knowledge of the Business: Today’s companies and organizations are more complex than ever. The world in which they operate and business processes that drive them continue to accelerate with more and more expectations of profitability. A broker should understand the nuances of the client’s business as well as all potential angles a new owner could take to capitalize on untapped resources, relationships, products or market trends that the current owner may not have had the time or energy to incorporate.

Accountability: A long-term business relationship means that the brokerage firm will take ownership of, and accountability for its business principles. If they’ve been around for multiple years, their success can be tracked over a meaningful period of time. In our case, nearly 40 years.

Continuous Improvement: Helping the seller truly see the company through the eyes of a buyer is part of Transition360’s secret sauce to continuous improvement. Starting the transition process early gives an owner the opportunity for the owner to see where improvements are needed before going to market. The parties can work together on developing mutually beneficial key performance indicators, then incorporate this changes into the marketing overview when a client enters the market. Typically, the longer Transition360 works with a coachable client, the more efficient and profitable the client becomes. A prospective business buyer will recognize and place value on new improvements and methodologies that show an owner was spending time and money to ensure the company was as prepared as possible for a transition in ownership.

Commitment: Business Exit Strategies are complex and emotional and demand a committed partnership between client and broker to be successful. Buyers and banks don’t always respond as expected so as debates, frustrations, and differences come up throughout the journey, our process has typically already prepared us for the ride.  Commitment helps us all focus on the finish line: selling the business to the right buyer for the optimum value.

Clear Communication: To be a successful brokerage, we do everything in our power to avoid miscommunication. This means we try to over communicate. We’re often expected to share critical information with sellers, buyers, banks, attorneys, real estate agents, escrow agents, insurance agents and advisors in ways that would be impossible without communication processes and systems. These systems are the only way to ensure we’re doing our best to get messages through. We are in the business of communication.

Costs: Monthly retainers, consulting, issuing requests for proposals, evaluating bids, drawing up new contracts and on-boarding new service providers at the last minute can cost the business heavily in terms of time and money. Given our experience, it is more efficient and cost-effective to develop meaningful relationships with long-term strategic partners. With agreed upon goals of managing costs and optimizing company value, this dramatically improves the client partnership and maximizes their company’s sale price.

Timing: A larger and larger percentage of business owners we meet with are prepared to go to market now. Many owners wanted to go to market at the top of the last cycle and missed their chance. Now they’re leaner, more organized, more profitable, and ready for market. Whether this is you or you’re still a few years out, Transition360 process can help you see the light at the end of the tunnel and secure sine peace of mind.

About the 93% Close Ratio

The 360° Development Program™ is an exclusive multi-phase service designed from 30 years of best practices and experience learned from selling businesses. This process helps the team at Transition360 eliminate deal killers before they happen.  The Result…………a 93% success ratio.

What’s Your Exit Strategy?  Who is Helping You Make It Happen?

Please contact us today for more information about the Transition360 process.

Filed Under: Uncategorized

About Tod Fiscus

Tod Fiscus is Principal of Transition360, LLC, a full service Valuation, Exit Strategy Planning & Business Brokerage Company in the Pacific Northwest that focuses on internal and external Business Ownership Transition Planning for business owners and buyers in the $500K to $20 million range. Tod can be reached at todfiscus@transition360.com or 206.226.4311 for more information.

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Client Testimonials

Dan Stone and the Transition360 team are top professional who are always looking for ways to improve and deliver the finest service to their clients.
Bert Holeton CMC, CPVA, CPBA
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It’s a pleasure to recommend Tod as one of the finest business development professionals in the region. In addition, he provides value above the role he serves in, looking to bring the best out in others in the team around him.
Jeff RogersCEOOneAccord Partners
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I have worked with Dan and Bill on several client transactions over the last few years and I have considered my work with them a true collaboration with the clients’ best interests in mind. They have not only a breadth of knowledge to handle the multiple issues presented by often complicated busine… Read more
Cynthia HallAttorney
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I would encourage the small business owner, currently contemplating a sale or transfer of their company, to consider TRANSITION 360 as a resource. I have found few professionals that are as experienced and qualified to assist owners in what often is the most significant business transaction they… Read more
Steve VaronHellam Varon
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Tod and the Transition360 team are an outstanding resource for business decision-makers. They are some of the best connected people in the area. When I need advice, I ask Tod as he is one of the few I know that has the depth of experience to give immediately useful advice. He has helped his firm be… Read more
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Tod has the leadership and integrity that you can count on in any organization. He thoughtfully considers the challenges put in front of him and brings the necessary resources to the table. It has been a pleasure working with him.
Brian M. RayfieldFinancial AdvisorMorgan Stanley
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Transition360 has a remarkable ability to see a deal that is good for both sides before anyone else at the table has seen it. The icing on the cake is that he also has the social skills to get the parties to see it, and the level of detail orientation to earn the confidence of all involved that he p… Read more
Mike DuscheSenior Sales SpecialistIBM
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I’ve finished reviewing your document and while I’m not sure which direction I would like to go, I wanted to compliment you and your firm on one of the most legible, logical, and compelling business overview I’ve seen. Your client should be very happy they have your team representing them. Great wor… Read more
VinceProspective Business Buyer
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With my 40+ years experience doing business purchases and sales, I refer clients to no other brokers besides Transition360.
Gary E. JacobsonAttorney
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Dan Stone brings a lot to the table for business owners. He has a wealth of experience in understanding the true value of a business and how to build an effective strategy for buying or selling it. Working with mutual clients, I have noted his genuine interest in developing a win-win strategy for th… Read more
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Welcome to Transition360 | Business Brokers in Seattle, Bellevue, & Tacoma

Transition360 is the only business brokerage firm with a proven and comprehensive program that helps small business sellers and buyers through an optimal transition. Our track record of 90% successful business buy and sell transactions make us the Seattle business broker to use when you want results.

We engage with business owners that have built their businesses with sweat, risk and hundreds of hours of lost sleep, resulting in positive cash flow for a new owner to grow the company to the next level and beyond.

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