PREPARING YOUR BUSINESS FOR SALE

In our initial meetings we discuss market values, the sales journey, the information required for the Information Memorandum (IM) and due diligence, and your criteria for your ideal potential acquirer. We then gather comprehensive and detailed information about your business, its performance, and its clients.

This enables us to prepare the IM, which is the key document we present to potential buyers to assist them to evaluate and determine their level of interest in your business. The IM takes up to seven days to complete, depending on the availability and quality of information.

We work with you to develop an overall marketing strategy to source potential buyers, and to firm up issues around pricing and what is and isn’t negotiable.

NEGOTIATIONS BEGIN

We usually receive 15-20 serious inquiries for each CBD/Metro business we take to market. Once we have qualified and short-listed potential buyers, we arrange for the parties to meet. This is normally limited to individual meetings with up to three to five prospective buyers. The aim of this initial meeting is to provide you with an opportunity to assess cultural alignment, suitability, and philosophy for providing advice to clients.

Once you have selected your preferred buyer we enter into the negotiation stage. This stage can take several weeks to complete. The outcome is a term sheet that lists all the key points, which has been agreed and executed by both parties and forms the basis for the business sale agreement.

RECOMMENDING POTENTIAL BUYERS

We use a variety of methods to find potential buyers that match your ideal criteria. We contact our database of over 1500 qualified buyers, promote your business on our website and contact other networks as appropriate. We also use the industry press to reach the right market for your business.

We then interview and evaluate potential buyers to confirm cultural fit, ability to pay, terms and conditions. We review potential buyers with your criteria and business strategy in mind, and then make our recommendations to you.

FINAL NEGOTIATIONS

This requires the identification and resolution of all final items including premises, staff, finance, tax, and adjustment mechanisms. We then seek to finalise negotiations. This includes, but is not limited to, contracts, warranties, terms and conditions, handover periods, ongoing involvement of the vendor, and client transition communication strategies. This can take several weeks.

Close liaison and effective communication with the lawyers of each party are critical to ensure that deadlines are met and goodwill is maintained between all the parties.

Checklist if looking to Sell

On deciding the time is right for you to sell; Forte Asset Solutions has prepared a checklist to assist in preparing for a sale.

• Do you have an understanding of your business value and current market conditions.
• Are there improvements you can make that will maximize price outcomes before coming to market.
• Check your Dealer Agreement for exit and client transition requirements.
• Check with your accountant in regards to capital gains tax as whether it is beneficial to sell the assets or the shares of the business.
• Address any compliance issues prior to coming to market
• Have an understanding of what information is going to be required in the preparation of the Information Memorandum and in due diligence.
• What terms are you negotiable or not negotiable.
• Ensure all financials audited and complete.
• Ensure all client information is readily and electronically available.
• Segment all clients by age, location and revenue
• Segment products – Total FUM, platforms, super, investment, risk.
• Are you going to do it yourself or use an expert who specializes in this market?
• What is the preferred outcome for clients, staff and your family.
• Have an understanding of the likely timeframes of achieving settlement and then client transition.
• What costs are involved – valuation, practice improvement, accounting, vendor advocate/broker, legals and run off insurance.

Sell Your Financial Planning Business: Tips for a seller