M&A Business Marketing Services
M & A MARKETING SERVICES
Selling Your Business
A Step-by-Step Approach for Success
The following outline identifies the basic techniques that will be utilized to sell your business in the shortest period of time for the highest possible return on your investment.
- Qualified Target Marketing
A prospect list will be developed to include local individuals of significant financial worth, local industry independents, and national management organizations actively engaged in business expansion. Through direct marketing and personal contact, prospective buyers will be identified and qualified. The objective is to end up with two or more offers, and we will negotiate with the highest bid.
During the marketing phase, the client, consultant and various other associates will be preparing a business prospectus. The prospective buyer will utilize this document in order to determine the purchase price they are willing to pay for the business. It will also help you to determine what you are willing to accept.
A confidentiality agreement will be signed initially between the owner and the consultant; and qualified prospective buyers will sign a confidentiality agreement before presenting company information.
Only information about the subject company designed to create interest, yet not divulge the identity of the business will be utilized in the marketing material sent to prospects. The name will only be disclosed upon presentation of the signed confidentiality agreement.
- Publicly Undisclosed Transaction
Customers, vendors and private parties will not be aware of pending change of ownership during the negotiations. All parties are bound by confidentiality agreements.
- Third Party Negotiation
You will be able to remain relatively detached form direct contact with prospective buyers by relying on the consultant to intermediate and communicate between buyers, attorneys, accountants, and others.
Our services can include the following:
- Prepare a Confidentiality Agreement
- Write a Summary Outline of the Business
- Write an Executive Summary
- Detail Line Item Sales History, 3-5 years
- Describe Market and Market Players
- Review Operations — Sales, Administration, Production, and Distribution
- Outline Key Vendors
- Detail Assets, Review and Value
- Detail Personnel List and Review Wage Rates
- Prepare a Historical Financial Review
- Assess the True Value of the Business
- Find a Qualified Buyer
- Structure the Condition of Sale
- Execute the Negotiations with Buyer
- Close the Sale with the Mutual Agreement of both Buyer and Seller
MAKING YOUR BUSINESS MORE MARKETABLE
- Have a business plan. A good business plan is always impressive to a prospective buyer. The plan should be properly prepared, documented, and presented.
- Have the assets of the business professionally appraised. Typically, equipment or inventory is understated on the company’s books. A proper appraisal may, in fact, increase the real value of the assets and can then be used on behalf of the seller in the negotiations.
- Dispose of non-productive assets: inventory that does not add to the total return on investment.
- Spruce up the buildings – paint walls, wash windows and drapes, clean floors, file paperwork, and keep desks neat. Keep vehicles in good working order and wash or paint as required to present a positive and safe image. Make all the necessary safety improvements (OSHA) to building and equipment. Keep in mind the prospective buyer will use non-compliance of these items against the seller in the negotiations.
- Capitalize improvements. Most business owners have a tendency to expense improvements and major repairs, thus reducing earnings.
- Keep concise records. Receipts and disbursements that are organized and documented will help a buyer make quicker decisions.
- Record inventory at market value or cost whichever might be lower. Understated inventory reduces both income and balance sheet valuation by the amount of understated value. Conversely, if inventory is overstated, the necessary steps can be taken.
- Set realistic bad debt reserves. Excessive bad debt reserves have the same effect as understated inventory in that they reduce assets as well as earnings.
- If leaving the business after the sale, play down personal roles and past achievements. Instead, elaborate on the quality of employees, products and local service.
- With the help of a professional, price the business fairly. Prospective buyers have evaluated other businesses and have excellent knowledge of the true value of the business. As the seller, never offer a price first. Let the prospective buyer set the starting price and then negotiate upwards.