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Barrie Pearson - Exit left: Achieving a Golden Goodbye by Realising the Maximum Value for Your Business

& 8220;The other alternatives available should be considered before deciding to

sell a company. Grooming work needs to be done to ensure that the company

is ready to be sold and to make it as attractive as possible to prospective

purchasers. Timing the sale is important to get the best price.

Once a decision has been made to proceed with a sale, prospective

purchasers at home and overseas must be identified. The aim is to identify

those companies which will gain the greatest benefit, and so are likely to

pay the highest price.

Competition is important to obtain the best deal. For the sale of subsidiary

companies and divisions, formal auctions are being used more frequently.

For a private company, an auction is much less appropriate, but competitive

bidding must be achieved.

Valuation is a matter for truly expert judgement. Scarcity and rarity value,

or strategic significance for a particular purchaser, must be recognised

because these can enhance the price obtained substantially. None the less,

realism is essential. Vendors often have inflated ideas of the worth of their

company.

Negotiation is an art not a science. Acquisition negotiation is deceptively

complex as well because of the legal and taxation implications. Earn-out

deals are a potential minefield to negotiate. There are strong reasons for

leaving the lead in the negotiations to be taken by advisers, not least because

of the emotional involvement of the vendors. Once oral agreement has been

reached, the sale must be carefully nursed through to legal completion.

Expert advice is essential. The choice is confusing. Investment and merchant

banks, corporate finance boutiques, business brokers, chartered accountants,

management consultants and specialist advisers are possible sources

of help and advice.

Loss making companies should be turned round into profit before sale.

The effort and delay involved will be handsomely rewarded in terms of

the price obtained for the company.

This book has been written to be of benefit to those business owners, group

executives, accountants and lawyers who are likely to find themselves

involved in selling a company. Equally, anyone involved in buying a private

company will obtain a unique and invaluable insight into the way

vendors and their advisers approach a sale.

A special thank you is appropriate to Claire Sargent, who made time to

word-process the manuscript whilst doing a demanding job.& 8221;

Thanks to original uploader!

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