Where opportunities come from.
WHERE THEY ARISE
Business brokers Advertised listings Professional advisers who know sellers Industry contacts Direct approach to owners Suppliers and customers who hear of intentions
WHY DIRECT APPROACH IS WORTH CONSIDERING
The best businesses are frequently sold without ever being advertised.
WHAT TO DO
Identify businesses you would want, and approach them.
HOW
Directly, privately, and respectfully.
WHAT TO EXPECT
Most will decline, and some will remember when they are ready.
WHAT BROKERS PROVIDE
A flow of opportunities and a structured process.
WHAT TO UNDERSTAND
They act for the seller and they are paid on completion.
WHY THAT MATTERS
Their information is presented favourably and their interest is in a deal happening.
WHAT TO VERIFY
Everything they tell you.
WHAT ADVERTISED LISTINGS TYPICALLY SHOW
Headline revenue and profit A general description An asking price
WHAT THEY CONCEAL
Why the business is being sold Trends behind the headline figures Customer concentration Owner dependence
WHAT TO REQUEST EARLY
Several years of financial statements An explanation of the reason for sale
WHAT TO SIGN, WHERE REQUIRED
A confidentiality agreement.
WHY SELLERS REQUIRE IT
Knowledge that a business is for sale unsettles staff, customers and suppliers.
WHAT TO RESPECT
That confidentiality, genuinely.
WHAT TO ESTABLISH
Whether the business matches what you decided you wanted.
WHY
Opportunity attractiveness is not the same as fit.
