In today's competitive marketplace it is important that all businesses presented to the market are ready for sale. More deals are lost than won by those who fail to consider the sale from the buyers perspective or fail to adequately prepare for the sale process.
\n\n
\n\nWhilst optional we recommend the following pre-sale activities are undertaken by all business owners.
\n\n
\n\n* Indicative assessment of value (informal valuation).
\n\n* Vendor due diligence to identify key risks
\n\n* Assessment of value drivers and key assets
\n\n* Development of an action plan.
\n\n
","stylesMapId":"CK_EDITOR_PARAGRAPH_STYLES","linkList":["#textLink_jiw4ew10"]},"dataItem-j8tqtvfw":{"type":"StyledText","id":"dataItem-j8tqtvfw","metaData":{"isPreset":false,"schemaVersion":"1.0","isHidden":false},"text":"The period in the lead up to the launch of your campaign provides opportunity to take action to prepare for the process ahead.
\n\n\n\n
Key objectives include:
\n\n
\n\nFormalise our sale mandate
\n\tStructure the financial, tax & legal objectives
\n\tPrepare Teaser and Information Memorandum
\n\tEstablish the data room
\n\tMarket research & strategic buyer identification
\n\tDevelop the marketing plan
\n\tVendor preparedness
\n\tOur process involves identification of the strategic buyer profile likely to pay the most for the business and the development of a plan to target these buyer groups. We typically adopt a combination of both direct and broad based marketing activites in order to generate quality leads.
\n\n
\n\nOur direct marketing encompasses a number of venture capital and private equity groups, migration agents, as well as a vast database of strategic industry based acquirers (both in Australia and abroad) in conjunction with client identified priority leads.
","stylesMapId":"CK_EDITOR_PARAGRAPH_STYLES","linkList":[]},"dataItem-j8uw3v6b":{"type":"StyledText","id":"dataItem-j8uw3v6b","metaData":{"isPreset":false,"schemaVersion":"1.0","isHidden":false},"text":"This critical phase of the business sale process entails regular communications between all parties (multiple prospective buyers, your advisory team and the business owner.
\n\n\n\n
Key objectives include:
\n\n\n\n
Qualification of prospective acquirers
\n\tFacilitation of questions and answers
\n\tCo-ordination of site or asset inspections
\n\tFacilitation of expressions of interest
\n\tA key milestone in the progress of the business sale campaign is the agreement of key terms between vendor and the buyer. We will prepare a draft Term Sheet, Letter of Intent, ("LOI"), or Heads of Agreement ("HOA") to set out what has been agreed between the parties.
\n\n
\n\nTerm sheet items may include:
\n\n
\n\nPurchase price
\n\tDeal structure
\n\tTiming of due diligence period
\n\tExpected date of completion
\n\tHigh level conditions and warranties.
\n\t
\n\n
\n\n
\n\n
","stylesMapId":"CK_EDITOR_PARAGRAPH_STYLES","linkList":[]},"dataItem-j8v250jr":{"type":"StyledText","id":"dataItem-j8v250jr","metaData":{"isPreset":false,"schemaVersion":"1.0","isHidden":false},"text":"Most written offers (Term Sheet) are conditional on the buyer's satisfactory completion of due diligence.
\n\n
\n\nDuring the agreed due diligence period the buyer's advisory team may request a wide range of operational, legal, financial and tax related information.
\n\n
\n\nWe will project manage and co-ordinate the flow of information between the vendor's advisory team (BSP, legal, tax and other) and the buyers advisory team.
\n\n
\n\nWe use secure data rooms designed for MNA processes to ensure efficiency, transparency and ease of access.
\n\n\n\n
","stylesMapId":"CK_EDITOR_PARAGRAPH_STYLES","linkList":[]},"dataItem-j8v2rs48":{"type":"StyledText","id":"dataItem-j8v2rs48","metaData":{"isPreset":false,"schemaVersion":"1.0","isHidden":false},"text":"
Following execution of the binding contract of sale, the buyer must settle the transaction in accordance with the agreed terms.
\n\n
\n\nTypically this will involve the transfer of cash, assumption of debt, or payment by way of script for the agreed amounts less working capital and any escrow amounts which may be held for a period of time in trust.
\n\n
\n\nHandover procedures are usually contemplated well ahead of completion however the change of ownership marks the formal commencement of handover activities.
","stylesMapId":"CK_EDITOR_PARAGRAPH_STYLES","linkList":[]},"dataItem-j8v4tsw2":{"type":"StyledText","id":"dataItem-j8v4tsw2","metaData":{"isPreset":false,"schemaVersion":"1.0","isHidden":false},"text":"Upon the successful conclusion of the due diligence period a commercial lawyer is typically engaged to prepare the Contract of Sale which may be either an Asset Sale Agreement or a Share Sale Agreement depending on the structure of the transaction.
\n\n\n\n
During the preparation of the binding contract, warranties, indemnities and guarantees must be negotiated and agreed along with calculation / negotiation of working capital.
\n\n
\n\nWe will liaise with all parties to ensure a commercially realistic optimum outcome is agreed and binding agreement executed.
\n\n
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