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+ Consult professional advisers at the outset and use the time before the sale process to build the value of the business to a potential buyer.
+ Make sure a sale is the best route and that all the shareholders are in agreement.
+ Use all available means to identify likely buyers, including those overseas.
+ Analyse buyers' motives and what they are looking for; identify where they perceive the value in the business lies.
+ Make sure the selling memorandum demonstrates the business's strength and potential, but is accurate. Any inaccuracies are sure to come to light and will make a buyer become suspicious or drop the price.
+ Sell the excitement and enthusiasm of business and make the purchaser enthusedand excited.
+ Emphasise the opportunity the business presents for growth and profit.
+ Manage the negotiation process actively and keep to a strict timetable.
+ Keep the sale process competitive and make sure there are alternative buyers.
+ Obtain advice in advance on the tax implications of the sale.
The timing of the sale is probably the most critical test for the entrepreneur to realise the maximum value of his efforts. Market conditions are good at the moment, with opportunities available to companies and individuals ranging from complete sales to partial disposals.
(from Press and Journal)
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