A manual offers expert advice on selling a business.

Coffey, who wrote The Private Equity Playbook(2019) and has “bought, sold, and financed around one hundred companies in twenty years,” makes a compelling argument for owners to prepare for a business sale years before they’re ready. Whether or not they heed that sound advice, entrepreneurs are sure to benefit from the author’s wisdom. This four-part “playbook” covers the bases: looking at buyers, preparing a business for sale, working with advisers, and managing the sale process. Part 1 addresses two basic types of buyers: strategic and financial. Coffey compares and contrasts them, supplying insights into each. Included is a nifty formula to estimate the size of a target financial buyer. A brief section discusses other buyer types, including Special Purpose Acquisition Companies, which are currently in vogue. Part 2 is all about preparing for a business sale; the information shared by the author here is invaluable. Coffey provides a clear definition of the variations of “earnings before interest, taxes, depreciations, and amortization”—“a measure by which all companies are valued by most strategic and financial buyers.” He deftly explains such key financial terms as cash-basedversus accrual-based accounting, generally accepted accounting practices, and quality of earnings. He also delivers a useful chapter that will likely help business owners increase the value of their companies by isolating their real estate holdings from any sale. Tax advisers, accountants, attorneys, and investment bankers are considered in Part 3. Not only does Coffey describe these roles succinctly, he also presents lists of questions to ask when evaluating such professionals. In Part 4, the author does an excellent job of detailing a typical business sale process, including steps, documentation, and meetings. The “example questions” to ask financial or strategic buyers are sure to help any seller garner vital information. This section also features sage counsel regarding how sellers should behave and why it could be beneficial for them to remain involved in a company even after a sale. Business owners who digest the instructive material in this book should be far better prepared for a maximum value sale.

An authoritative and well-organized “sell smart” guide.

A brief but comprehensive introduction to the inner machinations of private equity. 

In 2018, more than a third of all mergers and acquisitions in the United States involved private-equity investment, which is an expanding, multitrillion-dollar industry. According to debut author Coffey, the CEO of commercial refrigeration company CoolSys, private equity provides a surfeit of opportunities for middle-market companies and individual investors to build substantial wealth. However, the terrain is technically complex and populated by intensely competitive “players,” he says; indeed, Coffey’s self-described primer, from its title on down, is driven by sports analogies as he aims to give readers a “basic understanding of the private equity game.” He starts at the most elemental level, explaining the basic nature of private-equity firms and the structure of equity agreements as well as quantitative measures of their success and failure. In addition to explaining key technical terms, Coffey explicates the historical growth of the industry and the ways in which it may be mined for wealth. Furthermore, he furnishes an astute analysis of the hierarchical structure of the firms themselves and what one can likely expect from interactions with leadership: “Never play short ball and focus on just price—unless price is all that matters to you,” he notes at one point. “Be cognizant of the firm’s personalities and reputations.” Coffey’s style is as lucid as it is informal. His expertise is beyond reproach, as he has 20 years of experience running three private-equity backed companies.Although his counsel can be rather broad—he carefully points out he’s “not providing legal, career, or financial advice in this book”—it will be no less insightful or helpful to the uninitiated. Coffey explicitly targets his book at two kinds of readers—CEOs who may be looking to sell private equity, and executives aspiring to C-suite positions at private-equity-backed companies. However, it should also be a valuable resource for anyone looking for a single-volume introduction. 

A well-designed, authoritative guide to private equity—even for inexpert readers.