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Adding Value – Negotiation

Negotiation is an essential element in the business sale process and one that can yield very significant value to the seller. It is however one that can be stressful, demanding and confusing. Having negotiated many deals over the years we have bought together our experiences to...

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M&A Insights – Managing Buyer’s Suspicions

Buyers are cautious and suspicious. Do you know how they think? Over the many years we have been buying and selling technology businesses we have learnt how to recognise, and more importantly, overcome initial doubts that we encounter from potential buyers. It’s all about evidence, if you...

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M&A Insights – Timing Your Exit

Is it the right time to sell my business? This is a question we are asked all the time. We see three principal elements that should help inform the decision to sell: Personal timing (ie. your objectives) Business timing (ie. its current performance & immediate prospects) Market timing (ie....

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M&A Insights – Your Technology

The value of a business can be entirely in its technology – but that is rare. Most acquirers are more interested in how the technology is being used to keep customers happy. That said when technology is a key part of the deal there are...

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M&A Insights – Management Information

For some management information can be as simple as a monthly P&L or weekly cash flow forecast, however identifying key forward looking metrics within specific areas will not only display confidence in a potential acquirer’s mind, it will also evidence sound business processes and management. Monthly...

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M&A Insights – Sales Pipeline

There’s nothing better than a good sales pipeline to engage a potential buyer. A credible sales forecast is a powerful tool to give confidence to a buyer, but this is not something to pull together at the last minute. Start projecting sales on a regular basis...

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