Unraveling the Seller’s Predicament

Selling a business is about much more than the price.  It’s not like selling a house where the most important factor is, generally speaking, the highest offer.  In the end, for the seller to achieve the most optimal results, other variables should be considered. 

The idea of selling to a competitor is one that seems attractive to many business owners.  A competitor has the built-in advantage of understanding the business and can theoretically understand the value of the business better than an outsider.  However, selling to a competitor comes with its own problems.  Selling means disclosing a great deal of confidential information, and that could prove to be very risky if the deal were to fall apart.

A second avenue that sellers will often explore is selling to a financial buyer.  A financial buyer is likely not to be a competitor.  But on the downside, a financial buyer may be unwilling to pay the seller’s price.  It is important to remember that a financial buyer is considering buying the business with the intention of selling it for a profit within a few years.

The highest selling price may come from a strategic acquirer.  But this doesn’t necessarily mean selling to a strategic acquirer is the most prudent course of action for a seller.  A strategic acquirer may not have the best interests of the company at heart.  When a strategic acquirer takes ownership, key employees and management may be replaced.  The company may even be moved.  Many owners are unprepared for the shock that may come along with a strategic acquisition.

There are other potential buyers, many of whom are frequently overlooked, who may be the optimal fit for a given business.  It is possible that the best buyer for a company could be one of its employees.  However, this option comes with risks as well.  Key employees and management may leave if the deal falls through, as they now know that the company is for sale.

Finding overlooked buyers is what business brokers do best.  Matching the right buyer with the right business is both science and art.  Teaming with the right business broker can open up a range of new avenues and help a seller reach the kind of buyer that is as close as possible to the perfect fit.

Copyright: Business Brokerage Press, Inc.

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