When sell a business, many people think about numbers. What is the value? What about profitability, the balance sheet, the projections? Logical. After all, an acquisition is a business transaction.
But under that business layer, something else comes into play: feelings. And that often turns out to be at least as decisive for the success of the process.
Frank Schuurmans, partner & takeover advisor at Adagium, has been guiding entrepreneurs in selling their businesses for years. He sees how ratio and emotion complement each other and sometimes get in the way. 'A business is more than the sum of its figures,' he says. It is often the life's work of an entrepreneur. Then it is also about letting go. And that is personal.
Ratio: grip on the facts
A strong rational basis is important for a good deal. Think of valuation, structure, tax implications and due diligence. Frank: "That's where our expertise lies. We ensure that all financial, legal and strategic matters are correct. From cash flows to contracts and risks. We provide overview, so that the entrepreneur has a grip on the facts. That gives peace of mind.'
For buyers, those numbers are usually the starting point. They are looking for certainty, insight and return. But for the selling party, things are often different.
Emotion: what really matters
Under the surface, emotion plays a big role. Frank: "To the outside world it seems to be about money. But for the entrepreneur it is about years of effort, employees, customers, built reputation. It's an intense process to let go of that and a salesman wants to convey that in the right way.'
That's why it's not just about price. Many entrepreneurs value continuity, culture and care for staff. And: to a good click with the buyer. 'Because they want to know that their business is in good hands. That someone understands what it represents.'
Tension between head and heart
But what if feelings and numbers don't match? 'We guide not only the business process,' says Frank, 'but also the undercurrent. We name the area of tension and help bring both emotion and reason into the equation. That requires more than expert knowledge. Then it's about trust, empathy and asking the right questions at the right time.'
The goal? That the entrepreneur can stand behind his decision with a good feeling, both business and personal.
Adagium: with your feet on the ground
Adagium s role is to take both sides of the coin seriously. "We know what is at stake. That's why we take the time to really get to know the entrepreneur,' says Frank. 'Every transfer is unique. And only when we know what someone needs can we guide them to a deal that's right. Not just on paper, but also on the inside.'
More than the highest bid
A successful transfer is about balance. Between head and heart. Between reason and emotion. The right deal is rarely the highest bid, it's the one where you as an entrepreneur can confidently say: this feels right.
