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You have planned the sale of your SME and found the right buyer? You are now in the negotiation phase of the selling process. To start the negotiations in the best possible conditions and thus reach your objectives, follow our tips below.
Taking the time to prepare your negotiation strategy is crucial and will increase your chances of achieving a successful sale. This preparation will help you throughout the process. The following are some important elements to consider:
While it would be ideal to receive a complete and formal offer of purchase, in most cases, buyers will prefer to issue a letter of intent in order to avoid incurring significant legal fees and to be reassured on the particular terms of the transaction and the seller’s good faith.
The main purpose of the letter of intent is to provide a bridge between the parties. It is therefore to both the seller’s and the buyer’s advantage that its content includes the most critical elements related to the outcome of the transaction. Elements that are usually negotiated at this stage include:
Due diligence is an essential step in a transaction. At this point, the buyer will be able to validate the information already provided and examine other aspect of the company very closely. Without being exhaustive, here are the elements that you must take into account during this procedure:
In addition to the elements already outlined in the letter of intent, which could be the subject of further discussions, the following topics could trigger new exchanges between the parties:
Remember that any business sale negotiation takes time and planning. The process can be complex and challenging. Take the right approach by following the advice of qualified professionals with experience in the field of corporate selling. This will enable you to attain the desired results.
Note: The masculine form is used throughout this article solely in order to simplify the text.
Also read:
Are you ready to sell your SME? 5 questions to ask yourself before taking action
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