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The refreshingly different approach to selling your business
‘Selling a private business for its Maximum Value’
The refreshingly different approach to selling your business
• Established 1987
• 152 projects last year
• Negotiative dialogue with 50,000 co’s/annum
• Unique data resource – 50+ million companies
• Large and highly skilled team of 170 staff
• International
BCMS Corporate
The refreshingly different approach to selling your business
• Important observations
• Finding the right buyer
Two Sessions
The refreshingly different approach to selling your business
Some important observations
People usually sell for 4 reasons• Lifestyle change
• Entrepreneurs vs managers
• Time
• Co. growth
Session 1 - Observations
The refreshingly different approach to selling your business
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The refreshingly different approach to selling your business
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Session 1 - Observations
Investment
The refreshingly different approach to selling your business
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Session 1 - Observations
Investment
The refreshingly different approach to selling your business
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Session 1 - Observations
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The refreshingly different approach to selling your business
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1 2 3 4 5 6 7 8 9 1 1 1 1 1 1 1 1 1 1 20 2 22
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Time
Investment
Session 1 - Observations
The refreshingly different approach to selling your business
Some important observations
Session 1 - Observations
• There are many motivations to purchase
• Avoid passivity at all costs
The refreshingly different approach to selling your business
1. client base
2. potential growth
3. globalisation / regionalisation
4. the ability to generate cash
5. developed products / services
6. patents & IPR
7. operational or financial synergies
8. a skilled workforce
9. profitability / return on investment
Motivations for purchase include:
Session 1 - Observations
The refreshingly different approach to selling your business
• Choice is king
Some important observations
• There are many motivations to purchase
• Avoid passivity at all costs
Session 1 - Observations
The refreshingly different approach to selling your business
Session 1 - Observations
Choice affects:
• the speed of the sale
• the negotiation of terms
• the price
The refreshingly different approach to selling your business
• Sell future potential
• Choice is king
Some important observations
• There are many motivations to purchase
• Avoid passivity at all costs
Session 1 - Observations
The refreshingly different approach to selling your business
Sell the future
Nobody buys a company’s history
5/8 Acquisition Musts
Always produce ‘Synergy’ Bus. Plan
Session 1 - Observations
The refreshingly different approach to selling your business
Sell the future• This is totally
unreasonable
• Choice is the key
• 5/8 Acquisition musts
• Inevitably neglected
• Enables first offer rejection
Session 1 - Observations
The refreshingly different approach to selling your business
Session 2 – Finding the right buyers
• Company & Product Brief
• Desk Research
• Prospect Generation
• Qualification
• Concluding the Deal
The 5 stages of finding a buyer
The refreshingly different approach to selling your business
230
25
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Session 2 – Finding the right buyers
The refreshingly different approach to selling your business
230
25
3
5-7Exploratory Meetings
4-6Price
Discussions
Dry Run
Session 2 – Finding the right buyers
The refreshingly different approach to selling your business
Name O/P AT Offer- Sale Price
• Traffic Products £378K £1.0M £6.4M
• Building Contractor £253K £2.0M £2.7M
• Energy Efficiency £100K £1.0M £4.0M
• Waste Management £434K £3.0M £19.1M
• Tool Maker Company £607K £4.0M £5.4M
• Consultancy Company £244K £3.5M £6.0M
• Courier Company £171K £3.0M £4.65M
• Pet Supplies (£100K) £200K £4.2M
• Technology Supplies £321K £2.4M £4.75M
• Travel Management £386K £2.97M £7.0M
• Events Management £253K £0.95M £3.53M
• Wholesale Company £168K £0.75M £2.5M
• IT Development Integration £434K £5.0M £14.1M
The refreshingly different approach to selling your business
‘Selling a private business for its Maximum Value’
