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Technology may be at the heart of your business, but most acquirers will be at least as interested in your customers as your technology (unless of course it is nascent technology). A good mix and spread of customers will naturally be more attractive than having...

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Many buyers see the acquisition of smaller businesses as potentially more hassle than for larger ones and therefore it is important to establish the credibility of the business at an early stage. Buyers are generally cautious, especially when reviewing the acquisition of owner-managed businesses. Establishing...

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A tidy business contributes hugely to an effective sale and there are plenty of things to consider and implement to ensure your sale process goes smoothly from the very beginning. It’s mostly in the preparation – we all know the ‘6 Ps’ rule (perfect preparation...

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First impressions count. The first thing potential acquirers will do is take to the Internet and study your website. Ensure the content is up to date and has suitably contemporary news and customer testimonials… You might also want to adapt the website to project the...

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Basic but so essential, is the ability to describe your business succinctly to a potential investor or anyone for that matter? This is the classic ‘elevator pitch’ – it needs to be concise, brief and gain the interest of people so they become more inquisitive....

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What is it really like to sell a company? Over the next few months we are going to be covering the sale process from the point of view of a mythical – but hopefully typical – owner-manager! We will be covering a period from the...

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