Sell-Side Advisory | Selling Your Business

More Buyers = More Options = Better Offers = Great Deals

Selling businesses that are privately held represents the bulk of BMI’s focus and we recognize the concerns that business owners have when thinking about the process.  Before launching a sale process, we discuss maintaining confidentiality, finding good buyers, running a smooth process and of course meeting your goals.  We will spend the time with you so you understand the market, how your business will be perceived by buyers, actions you can take, how the process works and what to expect.

“We appreciate your diligence and wise guidance through the twists and turns of this path.
We could not have accomplished this without the BMI team.” 
Jack Herr

Experience: Finding buyers – Managing the Business Sale

Every deal team member at BMI was chosen because of the combination of their M&A, business and industry experience.  We have M&A experience going back 40 years ranging in deal values from $1 million to $500 million. This experience combined with our sales process leads to very satisfied clients.

Robust Marketing Process – No Cookie Cutter Approach

Every business, every industry and every buyer is unique.  And therefore, so should the strategy for finding the right buyers be unique. We consider your unique situation when formulating our go to market strategy.  We have access to data on millions of businesses around the world and thousands of private equity, family offices and high net worth individuals.

BMI’s Business Selling Process – The Details

BMI’s process for selling a business includes a thorough 14 step process for navigating the sale of businesses. There are three major phases in the planning and execution of the business sale transaction:

Phase 1: Assessment & Business Valuation Analysis

Together we discuss your needs, your desires for your company, assess the company and the best timing for selling your business and a range of values you can expect to receive from prospective buyers.  This is done at no charge and before any obligation on your part.  Depending on your situation this could take place quickly or over several years.   

assessment meetings
  • 1-3 discovery meetings
  • Confidential location
  • Open business discussions
  • Overview of options
  • Initial review of business situation
  • Understanding goals
Valuation
  • Financial records evaluation
  • Organizational strengths & weaknesses
  • Future assumptions
  • Pro-Forma preparation
  • Informal current industry market valuation
definition of personal needs
  • Personal needs documentation
  • Guideline for preliminary negotiations
  • Guideline for deal structure
sell or hold
  • Review business valuation
  • Review personal needs and potential outcomes
  • No obligation sell or hold decision
  • If appropriate – execute engagement agreement

Phase II: Marketing the Business

Obtaining multiple high-quality buyers requires a robust marketing and buyer acquisition strategy and thorough and compelling marketing materials. This confidential process is designed to deliver success in the sale of your business.

confidential marketing book
  • Build Confidential Information Memorandum (CIM)
  • Identify factors that add value
  • Growth: company, market & industry
  • Hidden assets
  • Customers/contracts
  • Organizational structure & management depth
  • Products, technology & patents
blind marketing profile
  • Create confidential company summary
  • Implement as lead generation marketing tool
  • Future assumptions
  • Preliminary prospective buyer interest
  • Company identity & location is concealed
  • CIM and Blind Profile approved by Client
marketing strategy
  • Collaborative marketing plan meeting
  • Likely buyer analysis
  • Factors that could impede a sale
  • Market definition and outreach strategy
  • Criteria for tertiary industry and buyer consideration
Buyer prospecting and Evaluation
  • Prospective buyer list build
  • Buyer/Investor databases
  • Private Equity database
  • Special M&A sources
  • Discrete advertising venues
  • Initial contact with blind profile & NDA
  • Buyer screening

Phase III: Negotiating and Closing the Transaction

Effective deal negotiation requires knowledgeable and experienced advisors to facilitate a successful transaction. This final phase encompasses negotiating the Letter of Intent, conducting due diligence, preparing definitive documents, and completing the closing and post-closing processes. The sale of a business involves considering many factors beyond price that ultimately determine the value of your business.

deal structure
  • Bring multiple pre-screened buyers to the table.
  • Negotiate with multiple buyers to maximize value.
  • Align deal structure with the sellers personal and financial goals.
letter of intend
  • Review offers and terms of the agreement.
  • Negotiate any terms in the Letter of Intent.
  • Select buyer and terms and proceed under contract.
due diligence
  • Assess buyer’s transaction funding plan.
  • Set up data room for all seller electronic document sharing.
  • Buyer evaluates all information to confirm value.
  • Control information flow to satisfy buyers and minimize disruptions.
purchase agreement
  • Review and negotiate final purchase agreement.
  • Evaluate discrepancies and differences.
  • Act as the intermediary working with attorneys, accountants, and other advisors.
  • Resolve any issues.
Closing
  • Oversee final transaction meeting.
  • Guidance for any issues that arise.
  • Manage pre- and post-closing communications.
  • Confirm financial transaction logistics.
  • Manage post-closing transaction issues.

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