Every year thousands of business owners attempt to sell their businesses. Much like residential property, where the auction clearance rate may be 60 to 70 per cent on any given Saturday, businesses sometimes don’t sell as planned.
The sale of a medium sized business is generally a six to nine month process from engaging an adviser to having the cash proceeds in your bank account. Because of this time frame and the complexity of mergers and acquisitions, there are a plethora of reasons why a business may fail to sell.
When it comes to planning and executing a successful sale, we're the experts. See how Nash Advisory sells a business.
You may have put your heart and soul into your business, but you can't expect buyers to be as sentimental as you are. You need to be realistic with the potential value of your business.
The handover process during the sale of a business can be extensive. A good handover will help the buyer realise the full value of your business, so you should expect to still be involved in the business for some time after the sale.
Your business needs to be prepared from a financial, accounting, legal, and general commercial diligence perspective. Data is everything in a sale, so you'll need to have all this information ready to provide to potential buyers.
Preparing for legal diligence and preparing the legal agreements for a sale are two of the most delicate stages in the sale process, so they need to be handled by the right firm. Read more about choosing a good lawyer for your sale.
If your business lacks strong leadership without the owners or founders, then potential buyers may be concerned the business could fail after you exit.
If there are minimal barriers to entry for other companies or competitors to offer a similar product or service, you may struggle to sell your business as buyers will view your business as easy to replicate, and therefore the earnings are less sustainable.
If your company isn't performing as well as it used to, potential buyers could take this as a sign that the outlook is poor for your business.
Depending on your sector, location, and size, there may only be a handful of potential buyers for your business. This could make it more difficult to achieve a successful sale.
Potential buyers could be struggling to get financing or other means of funding. This may be because of economic or seasonal factors.
Trends are a powerful factor in our economy, and it's possible your sector of the economy is out of favour due to changing business or consumer behaviour.
With our expertise, we have achieved a 75 per cent success rate for our clients' transactions. We consider the 10 factors described above, as well as a great many others, while assessing your business and preparing it for sale.
We are remunerated based on success, so if we determine that the probability of success on a transaction is low, we will advise you of the steps you need to take before considering a business sale. Open and clear communications early in the process provide the best chance of success for all parties involved.
For expert planning and guidance for your business sale, you need the right team. Get in touch with Nash Advisory for expert advice.