Mergers & Acquisitions Advisory

A Neumann & Associates, LLC

May 20, 2016

How to choose a business broker in Pennsylvania

By Achim Neumann

Savvy entrepreneurs know that choosing a competent business broker in Pennsylvania makes the difference between a smooth sales process or one that is fraught with problems from start to finish.

However, business owners who are selling their enterprise for the first time may not know what to look for in an honest and effective practice.

In this article, we will outline three things that a first-time business seller should keep in mind when picking a business broker in Pennsylvania.


Research their background and credentials

In business, there are plenty of bad actors, so it’s vital to ensure that any business broker in PA that is under consideration has licenses from professional organizations such as the International Business Brokers Association (IBBA).

At the state level, entrepreneurs looking to buy or sell a business through a business broker in Northampton County, PA, for example, should ensure that they at least have membership through the Pennsylvania Business Brokers Association (PBBA).

Membership in either of the previous mentioned organizations requires that these brokers follow a set of codified rules that ensure ethical business practices.

As a result, those looking to use their services can be assured that they will be treated in a fair and honest manner.

In addition, be certain that business brokers in Pennsylvania that are being considered have experience selling businesses in the industry in which the entrepreneur is involved, or at minimum, a knowledge of the market.

By performing this essential task, the probability of a successful sale or purchase will increase dramatically.

Are they really interested in helping people sell businesses?

While most people involved in the business brokerage industry genuinely enjoy what they do, others may be in it simply for the commission.

True professionals that work for a business broker in Lebanon County, PA, for example will take the time to learn about the inner workings of any business that comes across their desk, and they will ask questions that will enable them to understand the motivations behind the sale of a business.

Armed with this information, they will be able to move forward with the intentions of their clients in mind, and they will be able to tailor their tactics appropriately when dealing with potential buyers.

What strategies do they utilize to sell companies?

When a seller approaches a business broker in Cumberland County, PA, for example, for the first time, the most important questions they should ask should revolve around the strategies they intend to use to promote their business in the marketplace.

Some brokers take the approach of simply posting up an ad on an online B2B classified site and calling it a day.

Any business sales professional worth their salt should make use of both online and offline sales tactics; the latter should include exposure in traditional media such as newspapers and trade magazines so that they are able to reach buyers in older demographics.

Additionally, they should also have connections to other small business professionals, as it may enable them to use word of mouth in order to obtain solid leads.

About A Neumann & Associates, LLC

A Neumann & Associates, LLC is a professional mergers & acquisitions and business brokerage firm having assisted business owners and buyers in the business valuation and business transfer process through its affiliations for the past 30 years. With an A+ Better Business Bureau rating, the company has senior trusted professionals with a deep knowledge based in multiple field offices along the East Coast and has performed hundreds of business valuations in its history. The firm’s competitive transaction fees are based on successfully completing transactions. For more information, please contact A Neumann & Associates at 732-872-6777 or

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Client Testimonials

“I had been in touch with Karin and Gary from A Neumann & Associates regarding some opportunities and was looking forward to meeting with them. Hence, when they organized a seminar in Princeton, NJ, I was quick to sign up. The seminar was very informative as the team walked the attendees through various scenarios and referenced real life buying/selling situations they had been through. The sessions by Gary, Karin and Achim were crisp and focused and brought clarity to potential seller and buyers. I strongly recommend the team and look forward to continue working with them.”

Gaurav Tyagi

“Thank you for your Event on "How to value, Sell, and Buy A Business for Maximum Profit" and the insight into ANA’s approach on what is involved in the Business Exit for sellers. Garys Hervieiou's "Business Valuation", Achim's "Deal structure" presentation and Karin’s "Preparing the Package" are real street knowledge shared. They answered attendees questions which makes it more interesting for learning from others. Great for small businesses like us. The presentations were totally worth our time and travel for the event to Princeton, NJ from Rockville MD. Ravi Bhutani, President, CIPS”

Ravi Bhutani

“Gary, this is to thank you for an excellent job done in selling our business. We could never have done it without your professional expertise, dedication and time put in without reservation to make it happen. We will gladly and highly recommend you to anybody in our position.  It was a pleasure to work with you.”

Pat Iammatteo, Owner

“Your vetting is simply outstanding, among the best I've seen from a broker.”

Eric H., Investor

“I recently contacted A. Neumann and Associates about getting a valuation of my business done. I spoke with Marc, who explained the process in detail. After meeting with Marc in order to get a clear understanding of my business, and what I was hoping to accomplish. His patience in answering all my questions and his knowledge of the proper way to market my business gave me great confidence that this is the firm I will be using to sell my business for max value. Working with Marc at A Neumann & Associates was very easy and professional. I did not know all that was going to be involved in selling my business but they helped me through the process. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. I highly recommend this firm to anybody who wants to sell now or down the road. Marc not only knows his stuff, but actually is a real nice guy.”

Double Diamond

“Used A Neumann & Associates to sale my business. could not imagine having done it with out the patience and experience Gary provided. Thanks Gary,”

Dennis Frazier

“Working with Marc and his company was a pleasure. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. Marc handled most of the interaction and he has one of the greatest demeanors. Again, it was a pleasure working with him and his firm.”

Douglas DiCeglio

“I recently completed an acquisition using A Neumann & Associates. Tony Valentino was very helpful and accessible during the entire process. They do a thorough job vetting both parties and got us to the finish line.”

Srini Mudambi

“Claus out of Florida helped us with the sale of our business. We had never done anything like this and him and his team walked us through the process from start to finish. We had some challenges through the process and Claus continued to show up even in the difficult conversations.”

Colby Harris, Co-Owner, Del Mar Designs

“Claus Madsen thoroughly helped us with selling our company. From the 1st introductory meeting explaining to us what was possible, to providing us with resources to assist with the sale. Claus was invaluable throughout the whole sales process. Claus was with us every step of the journey and always made himself available for any questions or issues that came up along the way. If you are interested in selling your business, I encourage you to reach out to Claus and the ANA team so that they can let you know what’s achievable. These guys will make it happen!”

Ron Harris, Co-Owner and Vice President, Del Mar Designs
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Contact A Neumann & Associates, LLC

If you are considering selling your business, please contact us to learn more about our comprehensive service spectrum. Our experienced professionals will answer all your questions about selling a privately held business in complete confidentiality. Please fill out our contact form, or call us at 732-872-6777. We will contact you directly and will never identify ourselves to your employees.

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