Timing is key. Selling when
revenues and profitability are growing or at least stable will reassure
potential buyers. Don’t wait until
negative conditions affect the results.
The company should not depend excessively on you. Having a qualified team capable of running
the business when the owner leaves is key. Companies that are too owner-dependent are often exposed to downturns
after the sale making the acquisition riskier for buyers and ultimately
affecting the valuation.
Put the house in order. We can hardly overestimate theimportance of
having the house in order when deciding to sell your business. Incomplete or
inaccurate information (financial, legal, contracts, etc…) could affect the
confidence of buyerswho would see incongruences as red flags. Such
inconsistencies increase the perceived risk by purchasers, possibly affecting
the final price or even making the transaction fall through.
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