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Shhh! The importance of confidentiality in business sales

Selling a business is unlike selling anything else.

Very few other things need to be sold without giving the prospective buyer the specifics about what they are buying early in the buying process.  Sometimes, it makes a business broker feel like he’s the proverbial  guy in an alley selling watches from inside his trench coat….”Hey buddy, do I have a deal for you, that I can’t tell you about.”  However, adverse things can happen when people know, or think they know, that a business is for sale, so marketing a business confidentially is one of the largest services a business broker offers. 

Put yourself in these people’s shoes when they find out your business is for sale:

  1. Employees: They will get anxious of their long term stability, and may start looking elsewhere for employment.  Even though your employees are one of your strongest assets that a buyer is looking for, they wrongly believe they will be out of their job either immediately or within a couple years of being purchased.  If you lose key employees, will the buyer still be interested in your company?
  2. Customers: may lose confidence and decide to trade elsewhere. Customers look for stability, and relationships, and they have just found out that your relationship with them is not long lived.  What will service, terms, pricing, and warranties be like after the sale? Sometimes, when they leave, they leave in mass. What is your company worth without customers?
  3. Vendors / Suppliers: Your suppliers have offered you pricing and credit based on your past relationships and good payment track record with them over the years.  What impact will shorter terms or even COD have on your business?  Will they give a short term player an equal pricing discount as you have enjoyed historically?  Will you be first to have the chance at cutting edge products?  What affects can this have on your bottom line?
  4. Competition: If your competition discovers you are for sale, why wouldn’t they exploit that information to their advantage with your employees, customers, and vendors? “Hey, have you heard Joe is selling?”
  5. Lender: Lender’s like stability and dislike unknowns. The general rate of failure of small business loans keep their eye on your stability.  What is the probability of extending your line of credit at its next anniversary?  What is your negotiating leverage for the best rates?

Several businesses that have attempted to sell their business without extreme confidentiality have found they don’t have a business left to sell after word leaks out that they are “on the block”. 

Transworld Business Advisors are experts at selling businesses confidentially.

While marketing your business anonymously adds complexity, and time to the equation, it is usually essential to a successful sale.  Selling confidentially requires a network of potential buyers, confidential advertising venues, non disclosure agreements, and expertise in creating ads that will attract buyers without your closest employees, vendors, neighbors, and family knowing that it is your business for sale.

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Ten Steps To Selling Your Business

Our Sellers except us to achieve the highest and best offer for their business while taking the least amount of their time away from it as possible. That is because the absolute best use of their time is to continue to run and grow the company.  If revenue or profits begin to decline, buyers will walk away or decrease their offer. Transworld's philosophy can be summed up in a ten step, how-to strategy that culminates with the sale of a company. This proven method has been used to sell hundreds of businesses.  Here are the steps. Step1 Comprehensive Business Analysis and Feedback As your business broker, the first thing in our how-to strategy is to analyze your operation, finances, market potential and industry trends. We take that information and advise you on steps to prepare your business for sale, and  generate a business profile that represents your company in the most attractive way possible. Step2 Sale Structure We identify the best possible price range to sell your company. This is based on solid facts, the condition of the market, projected growth, sales potential and the sale of similar businesses within your industry. Transworld’s experts apply sophisticated, time-proven valuation techniques to ensure that your price is appropriate for the current market condition. The price must not be too high or too low. Yet, it must represent an attractive investment potential for the buyer. Step3 Confidentially Network The Business For Sale During the selling process, we utilize the latest technology to present your company to other business brokers and strategic buyers all over the world. This greatly multiplies the effort in your favor. With Transworld Business Advisors, you have literally thousands of industry professionals confidentially representing your company to buyers.   Step4 Confidentially Advertise To Buyers Our aggressive marketing program ensures your confidentiality and provides maximum exposure for your company. Your listing is placed in various industry databases, Internet sites, and publications which are constantly updated. We spend more money in advertising and marketing for buyers than anyone else in our industry. Step5 Control The Information Flow We organize all necessary documentation and release information only as needed. We use limited information when advertising to maintain confidentiality. Buyers are pre-qualified and required to execute a confidentiality agreement before receiving any sensitive business information. Step6 Create Competition For Your Company We attract thousands of buyers, creating competition for your business. Buyers are qualified for financial ability to meet the offer, and we engage you with only the most qualified buyers. Once you meet the best of the buyers, we urge them to prepare and present all offers. We can continue to engage potential buyers on your behalf as negotiation on an offer is in process and have another interested party ready to go should a buyer change their mind. Step7 We Negotiate For You To Achieve The Best Price Appropriate negotiation is crucial to achieving your best price and terms. We have the expertise to establish sound and resourceful negotiating techniques on your behalf. Transworld has trained all of its agents in the art of negotiating through curriculum that we have created specifically for our industry. Never negotiate without planning, expertise, or from a position of weakness. Step8 We Provide Exceptional Support To You Through The Due Diligence Process We take pride in our exceptional service. Only half of the job is finding the right buyer who will pay your price and meet your terms. The other half is getting that buyer to the closing table. We quarterback the deal, work with the accountants, lawyers, banks, landlords, and other third parties that could jeopardize the success of the transaction. We realize that you depend on us to guide you through the sale of your business. We make the transition simple and easy for you. We know when an opportunity for you may arise and are always there to take advantage of it. We also know when someone is trying to kill your deal or is being unreasonable and how to handle those situations. Step9 We Are There From Beginning To The Closing We help manage all administrative procedures, licenses, inventory counts and lease assignments that may be required. Transworld works closely with your advisors to ensure a smooth transition. Using the latest technology, we strive to be ready to work on your behalf to get the deal done! Step10 We Are There For The Transitional Phase And Beyond! Because we are in the business community, you may want to consult us from time to time after the sale. We will provide you with the assistance after closing. Transworld will always remain in your corner! Schedule Consultation Now

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