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The Beginning | Phase
I | Phase II | Phase
III | Transition | Video: "How and When to Sell Your Business" |
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The BeginningThe process of selling your business requires your firm commitment to the commencement and implementation of a complex process that could take six to fifteen months to complete, or even longer. Robbinex takes a unique approach to selling a business. We call it the Three-Phase Process™. It is based on preparing clients (sellers) to deal on a level playing field with the more experienced buyers and in attracting buyers who will pay fair market value. The Robbinex Three-Phase Process is ISO registered and puts the client in control. It not only prepares clients to deal with prospective buyers but also provides distinct decision points along the way. |
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Phase I - Business Analysis is research performed as if a buyer were scrutinizing your company. The result of this is a report that will allow a client to deal with buyers' requests for due diligence. It also provides a pause or decision-making point as to whether to go to market immediately, remove any impediments to a sale, or implement value enhancement recommendations. It starts with Market Research that is a crucial step in the process of selling a business for the highest price. Robbinex researchers study many aspects of a business, including industry trends, competition, niches, geographic influences, life expectancy of products/services, market definition, market share, legislative factors, world influence and of course, what motivates a buyer in a particular industry. Analysis and comparison of the firm's operating results with industry standards is paramount to understanding how the business is operating in the market and why, what factors are restricting or limiting the business, and what would happen if they were removed. Because most privately owned businesses take steps to minimize taxes, Robbinex evaluators carefully analyze the business, using a recasting procedure that is critical to determining the value of the business. Valuation is generally done by Robbinex specialists looking at the business from numerous points of view - the most common being: Historical Recasted Earnings, Present Value of Assets with Goodwill and, most importantly, Future Sustainable Earnings. The Robbinex Valuation is delivered in a clear, concise manner. The owner will know what their business is worth and why. Value Enhancement Opportunities are often uncovered and, with some effort on the part of the owners, can significantly increase the value of a business in a relatively short period of time. These opportunities, if they exist in the business, will be detailed in a clear, easy-to-understand format. Exit Planning can make a big difference. Robbinex negotiators know that it's not how much you sell your business for that counts, but how much you get to keep after taxes that's more important. Often, a little time spent on tax planning issues such as Assets vs. Shares, Real Estate included or excluded, Retiring Allowances and Management Contracts, can make a significant impact on what is taken home. The Phase 1 Business Analysis report is the documentation of the foregoing. It is written in a clear concise manner. The owner will have a clear understanding of the value of their business, its problems, challenges and opportunities. |
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Phase II - The Marketing Plan is done once a decision has been made to go to market. It is the development of a comprehensive program to target, search, research, approach and attract the best buyers available. Maintaining confidentiality is critical during this phase. Marketing of a business requires the careful creation of a profile that emphasizes the future strengths of that business, its markets, customers, employees and suppliers, remembering that the true value lies in future earnings. Robbinex specialists spend a great deal of time documenting a believable future. A de-identified Factum is also created for distribution to members of our buyer database. Your Support Team, including your lawyer, accountant, tax planner and other specialists should be identified, qualified and brought up to speed. It is most important that they are brought in early, to allow them time to plan and to be part of the process. A Marketing Strategy is developed along with an extensive search of numerous databases throughout North America. The Robbinex sales team routinely communicates with an average of 150 to 200 buyers for every assignment. You play an active role with Robbinex at this stage, to review and approve targeted potential buyers. Robbinex's No Asking Price Program ensures that a ceiling is not placed on the value of your business when it's taken to market. Buyers from all over North America are routinely contacting us, looking for opportunities. Careful screening as to the motivation and financial qualification of all inquirers are quickly and efficiently determined. Confidentiality is paramount and Confidentiality Agreement must be signed as part of the screening process. Strategic or Synergistic Buyers tend to pay more for a business than investment or employment buyers. It is important to search for these prospects during the initial stages of a buyer search program. |
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Phase III - Negotiating and Closing is handling the negotiation with selected buyers and completion of the transaction at the best possible structure and price (after tax). Draft proposals are used by the Robbinex sales teams as both a negotiating technique and a selling tool. They quickly, at low cost, qualify the buyer, establish economic terms and conditions, and set the process in motion. Negotiation occurs over a broad range of topics and issues. Robbinex's professional negotiators will represent your interest throughout this arduous process, during which the fine details of the formal agreements are determined. Due Diligence requires careful control and monitoring by an experienced team, skilled in directing the proper information to the buyers. If proper documentation is done from the very beginning, then there should be no surprises or problems later on, which could postpone or prevent a successful closing. Closing is the point at which many transactions fail. Robbinex's extensive experience in this arena will monitor and facilitate a proper closing. This should be a happy formality with a gold pen signing. |
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Transition |
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