Approached already?
Negotiation only service
The BCMS Corporate Negotiation only service has been specifically developed for business owners who have already been approached by a potential acquirer or are considering selling to their management team and are unsure how to proceed.
With either scenario the greatest challenge to achieving a maximised sale price is the absence of competition. Without competing acquirers the initial potential acquirer is in a strong negotiating position and has the ability to not only push the sale price down but also to walk away at any point leaving the business owner without an alternative acquirer.
Our Negotiation only service generates bidder competition which has a direct and positive impact on the price offered, the terms of the deal and the speed of the negotiation. In addition, it means that should the initial potential acquirer falter there will be alternative parties to continue the process. At BCMS Corporate sales are regularly completed with acquirers whose offer was not the first generated.
The elements and benefits of the BCMS Corporate Negotiation only service are:
Personal service
Our Negotiation only service, just as with our full service, will provide you with an experienced, personal Deal Leader who will work with you throughout the sale process, managing everything from the start of the sale to its conclusion, allowing you to continue to drive and manage your business. BCMS Corporate Deal Leaders have experience facilitating a huge number of meetings and are highly skilled.
Step 1: High quality sales documentation
As with many products and services, presentation can make a considerable difference to enhancing value and maintaining interest. The following documentation (below) is produced using professional business writers in conjunction with each vendor from the ‘Brief’. This document forms both the objective and plan for the entire process, covering, amongst other areas, personal objectives, company performance, staffing information, products and services and a financial summary. In total the Brief covers 78 areas of the business.
- Information Memorandum – this key document focuses on the benefits of the vendor’s business and assists the generation of additional potential acquirers. It covers company history, ownership activity, customer base competitive advantages and future potential as well as many other key areas
- A Step change business plan – indicates the future potential of the business over a three year period, both under current and potential acquirer’s ownership
- An electronic presentation - used during negotiation meetings
- A proposal letter - sent to alternative potential acquirers
Step 2: Generation of additional potential acquirers
This is the most important element of any company sale. BCMS Corporate’s Research Department contact key competitors and complimentary businesses generating interest and potential acquirers which will form the essential competition required to maximise the offer from the initial potential acquirer.
Step 3: The ‘Dry run’
Once the documentation has been completed and the research is in progress the vendor is taken through a ‘dry run’ meeting with their Deal Leader, receiving comprehensive coaching in the key selling principles and proven methods of successfully handling negotiation meetings.
Step 4: Negotiation meetings and sale conclusion
Each negotiation meeting will be managed by a Deal Leader who will arrange and facilitate all meetings and assist with the analysis of offers received. Once the vendor has accepted an offer the Deal Leader will continue to facilitate subsequent discussions with due diligence and legal partners until the sale is concluded.
Your next step
If you would like to find out more about our negotiation service please call us on 01635 296193 to arrange a free and confidential, business evaluation with one of our business managers or complete the form below. This meeting will allow you to find out any further information about us and this specific service. In turn, it will allow us to fully understand your business and the approach that has been made from a potential acquirer.
