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Dear {{first_name}},
Big deals require big commitment and outside-the-box thinking.
Every acquisition deal I’ve ever done has taught me a book’s worth of knowledge that I want to condense and share with you. Here’s how to judge how far you’ll need to go to exit your company on your terms.
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With my last seven figure exit, I didn’t have a list of buyers originally, so I had to search from scratch. I ended up having meetings in England, America and finally the UAE to get a deal over the line in the way that I wanted it.
It’s easy to find someone who’ll take over your company on some no-money-down type scheme, it’s much harder to get a full deal at a price worth the years you’ve put into it.
When I decided to sell my last business, I was determined on two non negotiables:
Firstly I needed more than $1m up-front to me…
And secondly that there wouldn’t be any earnout period.
By putting my foot down it took way more time to find a suitable buyer, but I’m glad I did because I now have complete control over my time.
I think the main things I could have done to make the buyer search process easier comes down to two things:
Increase brand awareness
When thinking about brand, it’s usually in the context of building awareness with potential customers, not investors. While it’s tempting to spend extra time getting pitch decks ready, I actually think doing normal brand awareness campaigns will suffice because investors will also be caught in the marketing campaigns. Buyers are normal people too and will be just as, if not more, likely to trust a brand that everyone knows, because the audience opportunities are so obvious. You´re killing two birds with one stone.
Start building rapport with buyers while you’re building
Build relationships parallel to building the business. The day you’re finally ready to sell, it will just be a matter of phone calls in a pre-arranged list. When you’re having a catch up dinner while not looking for a deal, there’s no pressure so you’re more likely to build better rapport. Their corporate experience will also help you guide your path. Also if they let you know what obstacles there are to invest then you can fix them mid-way through rather than at the end or when you aren’t ready.
Here’s to your success,
Unlocking Wealth Weekly