Mergers and Acquisitions in the middle market is different – buyers are experienced, sophisticated and risk averse.
Your business needs to be properly prepared for sale and well documented – our 21-step process has now been used by over 600 businesses and importantly the liquidity event (sale) occurs at step 18 – preparation is key.
Our approach is also very different – we don’t advertise businesses for sale, list them online in marketplaces or use a shotgun to hopefully “hit” a buyer – we undertake detailed and in-depth buyer research.
Who is the most likely buyer? Who has purchased related or similar businesses? and Why? How much did they pay? and Why?
This allows us to identify the right buyers each time – present a compelling offer, well documented and supported by comprehensive due diligence. Our team personally contacts each buyer we identify to discuss the business and see if it is a good fit before we provide detailed information.
Our process typically takes 6-9 months and involves an upfront valuation, review and assessment of any factors which will affect the value of the business or the attractiveness to a buyer. Followed by several months of documentation – an Information Memorandum and Due Diligence package are fully prepared and the buyer research into the market using 8 different databases and our extensive network of buyers is completed.
This methodology allows us to exceed price and terms expectations and deliver quality, well prepared businesses to middle market business buyers – many of whom come back again.
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Book an obligation-free 30 minute appointment with a Succession Plus adviser to see how we can help you and your business. We have business advisers in Perth, Sydney, Melbourne, Adelaide, Canberra, Hobart and Brisbane. Get in touch today.