BUYERS

What to look for in a seller

Business owners decide to sell their businesses for a number of reasons.  It is important that individuals, companies or investors seeking to acquire a company conduct diligent investigations into the business entity, the existing owner, and that owner’s history in operating the business.

Positive Characteristics of a Seller:

• Well organized and orderly information (financials, executive summaries, collateral, etc)
• Optimistic and realistic about the future of the business
• Realistic asking price and terms
• Willingness to offer seller financing
• Open in assessing wins and losses for the business
• Proactively identifies any key areas of weakness or concern about the business
• Willing to stay on after purchase for transition and new owner support Long-term relationships with loyal employees and clients

Negative Characteristics of a Seller:

• Recent negative trending financial performance
• Unwillingness to support post-acquisition transition
• Pending lawsuits
• High turnover rate with employees, clients, partners, and/or vendors
• While financial performance is the primary component analyzed by a savvy business buyer, it is critical that many other factors be examined and considered when buying a business.
• Thoughtful due diligence and going the extra mile can make all the difference.