Presenting the Business

Next to a reasonable asking price, the preparation of a professional selling memorandum which is credible and presents the business in its best light, is vital. The ability and experience to anticipate and handle the typical objections many buyers will raise is crucial to the successful sale of the business. Balancing negatives with positives and pointing out that what appears to be a disadvantage is not always the case is part of the job.

Further, Sellers often fail to appreciate the number of buyer calls they will have to field during the twelve months, or so, that it may require to sell the business. This can easily lead the seller to lose focus from operating the business at peak efficiency, which is what is required especially during the sale period. A drop in sales or profits is never easy to explain to prospective buyer.