DEVELOP A BUYING STRATEGY
Create a clear written strategy including what you want and why, the timing, and how much you can pay. Consider how to go to the market. What assistance do you require? Above all, what is the ultimate outcome you are seeking?
As a buyer, you will need to demonstrate your value proposition ‘above cheque book’. You must be able to demonstrate previous success in your own business and a clear value proposition to the vendor, clients and staff.
We can assist you to research, or obtain, finance for your acquisition. Plan for the effects of an acquisition, such as the impact on your existing business and resources required to complete and integrate the acquisition.
Any successful deal requires flexibility. Often buyers can feel that they paid more than they should, and the seller may feel they have sold for less than true value. This is the point of convergence. Price is just one factor; flexibility on a wider range of issues such as timing, transition, continuity of staff and ongoing roles all contribute to achieving a successful outcome.
An acquisition should be managed like any other important project. Timeframes should be established and monitored. All parties should agree to the timeframes and commit to ensure the process gets to a ‘go’ or ‘no go’ expeditiously. The more protracted the negotiations, the less likely a sale will be finalised.
SEEK PROFESSIONAL ADVICE
Use an experienced business advisor, knowledgeable in this field, to assist you during the acquisition process. Business advisors should have extensive networks and specialise in the requirements of this type of acquisition. Their skills will help ensure a smooth and successful negotiation for all parties.
Consider whether your expectations of the sales process are realistic. Check these with a professional. For example, how will you manage the post-sale transition period, and how long would you like the seller to remain in the business.