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The First Steps
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The Business Intermediary strives to identify the best buyers for your business The process typically starts with a valuation followed by a discussion and agreement on a price range Then the intermediary prepares an offering memorandum to profile the business and its industry
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CHAPTER 11 A Business Intermediary s Perspective
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The memo is a tangible tool used to document intangible assets and create a professional presentation that can inspire confidence, enhance the image of your firm, and entice buyers to act within a short period of time In preparing the offering memorandum, it should effectively communicate the firm s profit-generating characteristics and highlight the value-generating characteristics that position the company for an optimum valuation It should emphasize future profit-generating characteristics and the impact of industry and economic trends The offering memorandum can range from one page to a comprehensive report, depending on the type and size of company and the quality of Business Intermediary services
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Locating Prospective Buyers
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The next step involves advertising the business for sale without identifying it Classified ads in local newspapers and on Web sites of businesses for sale are the most common forms of advertising Some Business Intermediaries use mailings and networking for added exposure The screening of prospective buyers varies dramatically The Business Intermediary may screen prospective buyers verbally and require a financial statement and/or r sum Your business will be identified to selected candidates after they sign a Confidentiality Agreement The first question prospective buyers usually ask me is why is he or she selling Seemingly, the answer reveals the likelihood of hidden problems Typically, at this stage buyers who continue to be interested will meet with the owner at the business after business hours An experienced intermediary will have an intensive screening process to avoid parading numerous buyers in front of the seller During this process, it is paramount for sellers to remain focused on running their business and continuing the best possible growth trend
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More on Confidentiality
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Unlike the sale of real estate, the sale of a business is done confidentially Most business owners are acutely aware of the im-
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PART TWO The Sale and Financing of a Business
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portance of confidentiality, and it is probably the biggest reason that many owners do not consider proactively marketing their businesses However, businesses can be sold discreetly and confidentially The risks of dealing with prospective buyers are managed by carefully selecting and screening prospects The business does not need to be widely shopped It can be shown only to carefully selected prospects There may be a decision not to include certain prospects, though they appear promising, due to the risks associated with providing those companies with confidential information The identity of your business should only be disclosed to selected candidates after obtaining a signed Confidentiality Agreement While you can expect to provide financial statements for recent years, along with other detailed information, proprietary information such as customer lists, vendor names, manufacturing processes, and so on, can be provided as one of the last steps before closing Some Business Intermediaries arrange buyer and seller meetings only after obtaining an acceptable offer indication This offer is nonbinding, but it demonstrates more commitment on the part of the buyer and helps to identify unacceptable offers before additional information is divulged in a meeting with the seller Maintaining confidentiality also requires controlling internal leaks If you have partners, make sure you re all in agreement on who may be informed about the sale During negotiations with a corporate buyer, be sure they have internal controls in place as well
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From Offer to Conclusion
If there is an offer presented, there will probably be a round of negotiations until both sides accept it A deposit may or may not be required, depending on the size of the transaction and the sophistication of the buyer Then the buyer, with the assistance of his or her advisers, starts due diligence to verify the accuracy of the books and records The due diligence process can take two to four weeks or longer, depending on the business and the buyer An on-site visit may be scheduled after business hours toward the end of due diligence Depending on the nature of the business, the buyer may require interviews with key employ-
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