Heraclitus, a Greek philosopher, is quoted as saying “change is the only constant in life.” The current hot topic debate related to imminent change entering 2026 for the economy, jobs, and a spectrum of business models is what will the impact of AI be on them in the short, medium, and long term. Combine the quote from Heraclitus in an AI world context with the one attributed to Benjamin Franklin of “If you fail to plan, you are planning to fail” and you have the conundrum facing entrepreneurs presently.
The first question that needs to be answered by business owners is do they want to navigate the change or do they want to hand the project off to a successor owner. If an entrepreneur is daunted by the concept of executively leading the necessary evolution to adapt to present technology times, then a decision needs to be made to either delegate leadership for the change or sell the business and hand it off to someone else with a vested interest in doing it right. Personally, I view that AI is creating amazing entrepreneurial opportunities and those that learn the new tools available will grow revenues, increase market share, and financially prosper. As an example of where things are heading I encourage you to watch this presentation targeted at owners of service trade companies by President of ServiceTitan, Vahe Kuzoyan (https://youtu.be/x7r19AljD0o?si=NXTk9bNzh4mIZ4t7). Few industries have more physical engagement than plumbing, HVAC, and electrical work. However, as the video demonstrates AI will be impacting and disrupting market conditions in that industry in the future.
If the decision is made to sell your privately held company or family business, then it is prudent to engage with a mergers & acquisitions firm that understands the impact AI is having on different segments of the economy in terms of creating buyer demand and valuing businesses. It is also important to engage with a business broker with the ability to articulate, educate, and persuade parties as part of the sale process (https://ibainc.com/blog/gregory-kovsky/the-most-important-metric-in-the-selection-of-a-business-broker-to-sell-your-company/).
IBA, a business brokerage that has facilitated transactions in the technology ecosystems around the corporate headquarters of Microsoft, Amazon, Intel, and other Washington & Oregon based technology forward publicly traded companies for over fifty years from our office locations short drive distances from their campuses is such a firm. Evolving technology environments are nothing new to IBA’s experienced, knowledgeable, highly skilled team of business sale intermediaries.
In the past, IBA business sales have involved early entry E-Commerce companies like Northwest Treasure Supply (Metal Detecting & Prospecting Equipment) and Chasing Treasure (Jewelry, Music, and Watch Boxes) that addressed limited selection in traditional retail stores by offering comprehensive product offerings delivered to your home with the click of a mouse in building profitable, market share dominating privately held companies; Direct to Consumer Manufacturing Companies that combined manufacturing with E-Commerce to generate retail sale level profits from loyal customer bases with manufacturing level costs (e.g., Tom Bihn); Educational platforms that brought the classroom to student’s home laptops on behalf of school districts (EMath Instruction); and SAAS (Software as a Service) that addressed everything from travel to inventory management. Technology is a tool generally available to all. It is simply a matter of having the knowledge, experience, and skill to utilize it for maximum productivity and profitability as an entrepreneur that demonstrates who has the business acumen to win in the marketplace and who does not.
If your business is firing on all cylinders presently, but you do not wish to “saddle up” and ride in a new rodeo where you will be asked to change historical practices and make capital investment to stay competitive long term, please contact IBA. We would welcome the opportunity to learn about your business, exit strategy objectives, and provide an overview of our client services. All conversations with IBA are held in strict confidence. IBA only seeks compensation upon successful completion of a project.
IBA, the Pacific Northwest’s premier business brokerage firm since 1975, is available as an information resource to the media, business brokerage, mergers & acquisitions, and real estate communities on subjects relevant to the purchase & sale of privately held companies and family businesses. IBA is recognized as one of the best business brokerage firms in the nation based on its long track record of successfully negotiating “win-win” business sale transactions in environments of full disclosure employing “best practices”.