Every day, business owners choose VR because we deliver unmatched expertise and discretion throughout the selling process. Our commitment to confidentiality ensures your transaction remains secure and private, protecting relationships with employees, customers, and suppliers. We provide comprehensive marketing strategies that position your business effectively across local, national, and digital platforms, attracting qualified buyers while maintaining discretion.

Our experienced intermediaries manage every detail, allowing you to focus on running your business. From strategic buyer matching and expert deal structuring to streamlined financing solutions, VR offers a seamless, professional experience designed to maximize value and minimize risk.

Get started today and take the first step toward the life you deserve.

By JoAnn Lombardi, President

VR Business Sales/Mergers & Acquisitions

Negotiation is a critical skill in the successful execution of any size business sale or acquisition. Contrary to common belief, effective negotiation is not about dominating the conversation or securing every advantage. It is about creating value for all parties involved and fostering relationships that can lead to future opportunities.

Below are key principles that define a strategic and professional approach to negotiation:

Focus on Mutual Benefit

The most successful transactions are those in which both parties feel satisfied with the outcome. Negotiation should not be viewed as a contest. When one side feels compromised, the long-term viability of the agreement may be at risk. Aim to structure deals that address the interests of both buyer and seller.

Avoid Adversarial Dynamics

Negotiations framed as win versus lose often result in both parties walking away dissatisfied. Instead, pursue outcomes that reflect a collaborative mindset. A win for both sides strengthens trust and lays the foundation for future business relationships.

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By Peter C. King, CEO

VR Business Brokers/Mergers & Acquisitions

When preparing a business for sale, one of the most important financial metrics to understand is Discretionary Earnings (DE). This figure represents the true cash flow available to a buyer and is often the foundation for business valuation. Discretionary Earnings is not just a number; it is a reflection of the company’s operational health and its ability to generate sustainable returns under new ownership.

Accurately calculating DE can significantly influence negotiations, financing approvals, and the ultimate sale price. Below are the five key components of discretionary earnings that every seller, broker, and entrepreneur should analyze before entering the market.

1. Owner’s Compensation

Most business owners pay themselves a salary, but this figure often requires adjustment during valuation. Buyers typically assume they will replace one owner’s role, not multiple family members on payroll. If relatives are listed as employees but do not contribute operationally, their salaries should be added back to DE.

Why It Matters? Overstating payroll can distort profitability and reduce buyer confidence. Transparent documentation of essential versus discretionary salaries ensures a fair valuation and builds trust during due diligence.

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Strategic Alliance

Cross-Border M&A is Becoming More Demanding, More Regulated, and More Interconnected

by Gundo Kahle, CEO

CBA Cross Borders Associates

As global markets stabilize after a period of economic uncertainty, cross-border mergers and acquisitions continue to play a central strategic role for companies seeking growth, diversification, and operational resilience. Although deal activity is recovering, the environment in which these transactions take place has become significantly more complex than just a few years ago. This article highlights the most pressing issues shaping cross-border M&A today—and what dealmakers should be preparing for in 2026.

Increasing Regulatory Requirements

The global landscape of investment regulation has changed drastically. Governments are placing greater emphasis on national security, technological sovereignty, and strategic resilience. Review mechanisms in the EU, the United Kingdom, the United States, and Asia have expanded, and review timelines are lengthening.

For dealmakers, this means:

• Early regulatory planning is essential
• Longer approval cycles can undermine deal certainty
• Strategic sectors are facing increased scrutiny
• Proactive engagement with regulatory authorities can significantly reduce friction and increase transparency throughout the transaction

Cultural Integration: An Often Underrated Challenge

Financial logic may justify the deal, but cultural alignment determines its success. Cross-border integrations frequently fail due to differences in leadership style, communication habits, and expectations around decision-making authority.

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