conscious

consults

business brokerage + valuations

Our brokerage team supports small or mid-sized business owners in selling their business. We are with you each step of the way: from determining asking price, to procuring qualified buyers, to contract negotiations, to closing. We are knowledgable about the process, detail-oriented, and passionate about supporting business owners through this rewarding and exciting time.

services

Brokerage: Are you ready to sell your business? We guide small and mid-sized business owners through the process of selling their privately-owned businesses, including any related real estate. We will determine fair market value; list the business and vet inquiries; act as an intermediary in communication with potential buyers; provide experienced guidance in contract negotiations; and support the business owner through closing. We act as an advocate for the business owner at all times, providing steady, caring, and knowledgable guidance through key points in the process.

Business Valuation: Are you interested in knowing what your business is objectively worth? Our valuation services are based on business income, business assets, and market comparables. It is a rigorous process that includes an in-depth analysis of your business financials, an overview of your operational strength and weaknesses, and research on comparable sales in your industry. The result is a determination of fair market value for your business, a clear justification of asking price, and a complete understanding of the true value of your business. It also includes a thorough explanation of the business sale process, and recommendations on finding a buyer for your business. (This service is complimentary if you sell your business through Conscious Consults.)

Exit Preparation: Do you see a business sale in your future, and have the time and energy to optimize operations in order to get maximum return? We will conduct a point-by-point analysis of readiness for sale, with a deeper dive into the business’s Strengths, Weaknesses, Opportunities and Threats. We will suggest improvements to increase business value in areas such as sales; business development; marketing, branding, and public relations; human resources; and financial position. This process will result in a better understanding of the variables that drive your business’s value, as well as what you can do to maximize the value of your business.

Small Business Mergers + Acquisitions: Has another business offered to buy yours, or would you like to acquire someone else’ business(es)? We can assist a small or mid-size business through the process of acquiring or merging with another business. Our expertise in the execution of changing business ownership provides specialized support for a smooth transition.

our team

Our brokerage team includes Kate Zuckerman of Conscious Consults, and Gavin Raphael, of Light & Raphael in Richmond, VA. Kate orchestrated the successful sale of the beverage business that she and her husband had owned and operated for more than a decade. She then founded a consulting firm, working with small business owners across all aspects of their strategy and operations. Kate realized that small business owners who are ready to exit often need specialized support in determining the value of and selling their business, and decided to expand her consulting business to meet this need. She asked Gavin Raphael to partner with her, to provide highly experienced guidance and oversight throughout the process. Gavin and Kate met in 2020, when Gavin served as a the broker in the sale of the beverage business that Kate and her husband co-owned and operated for more than a decade. Kate was impressed with Gavin’s knowledge, ethics, and steadfast support throughout the process. When she decided to expand into brokerage services, she knew she wanted his expertise on board.

team bios

  • Kate Zuckerman is the founder and Principal of Conscious Consults, a consulting firm serving small businesses and nonprofit organizations. She led her own company through the complex process of a business sale, and was fascinated by the process. She subquently took a course in Business Brokerage through the respected International Business Brokers Associaion (IBBA). She now offers business brokerage services in partnership with Gavin Raphael.

    Previously, Kate served as Chief Cultural Officer of Blue Ridge Bucha, a local beverage company that she and her husband co-owned and operated for 11 years. From start-up to successful exit, Kate was responsible for every aspect of the organization’s strategy and operations, with a focus in human resources, marketing, public relations, administration, and business development. Under her strategic leadership, the company grew to a team of 20+ people, regional distribution across 9 states, 300+ accounts, and $1M in annual sales. The company also saved over 1 million bottles through its refillable bottle program, and was honored with Whole Foods Market’s Regional Supplier of the Year Award.

    Kate also supports the small business community through her volunteerism for the Community Investment Collaborative (CIC), serving on their Loan Committee, and as a volunteer mentor to graduates of their Entrepreneurship Workshop. She is fluent in Spanish, holds a BA in Latin American Studies from Pitzer College, and earned a Graduate Certificate in Social Justice from Harvard University’s Extension School.

  • Gavin Raphael has been a Principal of Light & Raphael Business Brokerage, based in Richmond, VA, since 2014. He has brokered hundreds of business sales across a wide variety of industries, and is licensed to sell commercial real estate. He also has 20 years of experience in the financial services industry, where he worked in mergers and acquisitions, research, strategic planning and financial analysis. During his two decades in corporate America, he worked at several companies, including: Wachovia Securities, Philip Morris International, and Rohm and Haas Chemical Company.

    Gavin possesses a B.S. in Business Administration from the University of Vermont, and an MBA in Finance and Strategy from the Wharton School at the University of Pennsylvania. He is also actively involved in the community, having served as Board President for the Sabot at Stony Point School. Mr. Raphael has also coached boys and girls teams in the local recreational league and has raised funds for Anthem Lemonaid in support of kids with cancer. Additionally, he was an Adjunct Professor in the University of Richmond’s Executive MBA Program. Married and the father of three, he enjoys pickleball, traveling and following Queens Park Rangers (QPR) and the Boston Red Sox. He was born and raised in London, England.

To find out more about the process of selling a business and how we would approach your particular situation, please set up a confidential discovery call by getting in touch at the link below. 

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