The individuals you retain to represent you will have a large impact on the total transaction value and time to complete the transaction. Identify your business broker/M&A Advisor, attorney and accountant as a first step.

Valuing a business is a critical step when preparing to sell a business. Too low and you leave money on the closing table; too high and the most qualified and sophisticated buyers won’t even inquire. Use only valuators with extensive credentials and experience.

The quality of the marketing information provided to prospective buyers establishes the first impression of what you have built. Ensure that it is well written, complete and accurate.

Your advisor and business broker must be able to manage prospects and the process so that you can remain focused on operating your business while allowing only qualified and likely buyers to consume your time

Management of the diligence process is key to minimizing the time to completing your transaction. Your advisor needs to understand what requests are reasonable, which are not and how to address concerns without creating new ones.

The most important skill set of your advisor is the ability to know what to negotiate, what not to negotiate and insure that you receive the highest market value.

Hand in hand with negotiation, creative structuring, and an understanding of the dozens and dozens of available term sheet items further maximizes your proceeds from closing.

Assisting your buyer in funding the transaction is often left to the Sellers business broker. Ensuring your advisor can get your deal done including assisting your buyer with finding and receiving a business acquisition loan.