2. Company Sale Plan

As with any project, the success of selling a company requires a plan that takes into account various factors and measures. In addition to defining the market, target groups, and buyer requirements, it includes a procedure and sequential steps. Very often, this second step is carried out before the first (Target Group Analysis), and many entrepreneurs who want to sell their company submit poorly thought-out offers. We frequently hear about unsuccessful sale attempts. There are offers that are not properly completed. In the context of incomplete offers, this means that the purpose of the sale is unknown, so it is not clear what exactly is being sold, at what price, under what conditions, or to whom the offer should be presented. The consequence is pointless and often lengthy negotiations and discussions with potential buyers leading nowhere -- no sale. Just like any offer, a merger (acquisition) offer has a clear structure. If the seller does not have a clear vision, the buyer certainly will not either. It should be noted that an experienced buyer will not respond to an unprofessional offer. Your offer also competes with those of other sellers and should not be negatively perceived.

The company sale offer must be prepared in two versions. The first copy provides only basic, anonymous information with a brief description, and the second version is detailed. The detailed offer must maintain the buyer's interest and allow a third party access to sufficient information to be able to evaluate the offer. If such a form of offer is missing, the entire project is usually doomed to failure. If the buyer is interested in the simplified offer, they expect (after signing a Non-Disclosure Agreement, known as an NDA), that the seller will present the full version of the business offer, including financial statements backed by facts and realistic plans and objectives of the company being sold. If such a document does not exist or is only created after the buyer expresses interest, it is usually too late. Buyers typically consider multiple offers and do not waste time on unprepared projects. The seller's initial effort would be in vain.

Unfortunately, this laborious work cannot be avoided. Initially, you have no idea to whom you will be presenting offers. This offer is also the seller's business card, providing the first and usually decisive impression. It informs the buyer very well about the corporate culture and business activities. At the beginning, it is advisable to prepare a more comprehensive company description and derive from it an introductory offer with the goal of creating a brief summary that describes the key aspects and essential facts.