At the beginning of the sale process, the vendor defines the objectives for the transaction. Soft factors often play a role for the vendor, for example the decision of the right successor. The desire to secure the competitive position of the company in the long term is very often just as important as the maximum selling price.
Thereafter starts a comprehensive analysis of the company and its market environment. Depending on the type of mandate, it may be necessary to “optimise” the company for the sale process. In this respect we assist our clients with regard to the balance sheet and financing structure or with the strategic orientation of the company. Only then can the process of approaching potential buyers begin.
An important part of the preparation work is the company valuation. This, plus the underlying corporate planning, is the basis for successful contract negotiations. The preparation process is concluded with the Information Memorandum, containing only the information we wish to make available in this phase of the project. In the selling process, which generally takes 3 to 6 months, discretion is one of the most important factors for its successful implementation.