Figures, results and company value. These are often aspects that an entrepreneur thinks of first when it comes to selling a company.
The financial picture, in which the hard-working entrepreneur hopes to achieve the highest possible sales proceeds. But anyone who thinks that a business transfer is all about numbers will be disappointed.
It is all about emotion
Emotion. In practice, this appears to be the most important concept within business acquisitions. Emotion in the seller, who after years of building up his company hopes to secure the future of his business. Who hopes that his blood, sweat and tears will remain intact after the transfer. Often in the form of retaining company name and premises. After all, a valuable history has been built up over the years. Indeed, he feels concern toward his staff, to safeguard their future.
Add to that the tricky phenomenon of "letting go and taking distance" and you understand that a selling entrepreneur always finds himself in an emotional and complex process.
Also consider other stakeholders
Emotion can also play a role with other stakeholders in the acquisition process. Examples include family members who have a say in the family business. Family members without a formal role may also have an opinion, which may or may not affect family ties.
But also shareholders who represent their own position and interests. Or the buyer, who goes through the acquisition process from his own perspective. He wants to close a good deal so that he can continue your business on a positive footing.
Handle emotions with care
Within a business transfer there are always intertwined interests. This is a fact that you, as a selling entrepreneur, should always keep in mind during the process. A business transfer is intensive and consists of complex matters.
On top of that, there are all kinds of emotional components. This means that the seller has to walk a tightrope to get the best result from the deal. Fortunately, there are experienced acquisition advisors who guide sellers through this process from start to finish.
Tailor the right sales strategy
Sit down with the takeover advisor at an early stage and discuss the right strategy. On the one hand focusing on the sales price and approach, but also on the strategic position that you as a seller (including your advisor) take during the acquisition process.
While sometimes a wait-and-see attitude is required, at other times it can pay off to act adequately. A good acquisition advisor knows exactly which approach will yield the best results.
