Most business buyers believe that acquiring a business is as simple as purchasing just about anything else. However, this can leave a false impression of the scope of the work involved for prospective buyers.
Negotiating a business purchase price is what it normally boils down to, right? Well, no. Although price expectations is an important factor, it is by no means the only one and can be a relatively low priority for sellers. Finding the right fit is first on the list.
We describe ourselves as active acquisition advisors, but what does this mean? This article focuses on business sales from a buyer’s point of view. We highlight the benefits that an experienced acquisition advisor can bring to the table.
Many business owners and entrepreneurs take a relaxed approach to finding acquisition targets. This is often due to the large time commitments that businesspeople already have. Many of whom are too focused on day-to-day commitments to acquire a business.
Plenty of entrepreneurs believe they have their sector covered by keeping a cursory eye on the market. For example, their inbox could contain a few opportunities from one or more friendly sales advisors. Or perhaps the odd direct approach from within their industry.
Businesses that are actively being marketed for sale are all that you will discover using this approach. Resulting in perfectly suitable acquisition targets left untouched. Do not disregard off-market opportunities when searching for a suitable acquisition.
Professional acquisition advisors bridge this knowledge gap and provide you with a much broader list of opportunities. We put buyers on the front foot, dedicating resources to on and off-market firms, acquisition advisors create a much larger pool of opportunities.
Gathering business intelligence from multiple sources is one thing, but what about the process after a potential acquisition target has been identified?
This is where professional assistance can really come into its own. After all, deals often fall through because the acquirer does not have the time available to push the process through. In some cases, they might not possess the correct skill set either. Such as the ability to deal with legal matters or propose post-sale contractual clauses.
Acquisition guidance is about supporting buyers throughout an entire process. That includes finding a business with the right potential, sales negotiations, business acquisition financing and even handling after-sale considerations. As professionals in this area, we are in a position to help buyers at every stage of the process. Which means that it is much less likely to falter.
Even apparently good deals don’t necessarily complete. Often because sellers become frustrated with the pace of progress or because they have a change of heart. Expertise in handling the process is therefore essential to make sure that progress is made without the deal falling over.
Some business owners are looking to acquire a business for re-investment, others are seeking to diversify into other areas of the economy. Stepping into unknown territory can be daunting for certain entrepreneurs, even if they have a wealth of experience.
Once potential acquisition targets have been identified, we don’t simply send out mailshots and hope. Many decision-makers are busy and may have not considered selling their business before. Therefore, they require a direct and professional approach that puts together a serious, and persuasive, proposition.
Bear in mind that the proactive and direct approach doesn’t end with the search phase of the sales process. Further analysis of each business opportunity is also crucial. Indeed, it can be the key to acquiring the right business with the best fit, as opposed to just any business.
Our in-depth company analysis could involve anything from the industrial sector to the financials of the target. Allowing the buyer to only focus on areas of the business they have experience in. This analytical work will be invaluable for negotiation. The buyer can often negotiate and realise a price reduction from such a process.
Most business owners want to know what their advisor is working on. Our active approach, therefore, results in real-time reporting on our progress, never leaving you in the dark. If the aim is to find the most high-quality acquisition opportunities, a professional advisor is clearly the way forward.
If you are seeking an experienced acquisition advisor to find the perfect fit, then look no further than Unloq. Call us now on 01962 609 000 for a confidential conversation regarding your search to begin your route to growth.
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