Top 5 Stumbling Blocks to Negotiating a Deal


The decision to buy or sell a business can be very exciting yet overwhelming at the same time. Here are the top 5 stumbling blocks that may arise during negotiations when buying or selling a business. Learn how to prepare yourself for a smooth and successful negotiation.

1. Financials

More often than not, business owners are over-confident in the knowledge they have of their business. In reality, these individuals lack a solid system or have failed to take the time to fully digest their data. Experience has revealed that once analysts peel back the layers of the business, they end up knowing more than the business owners themselves. It is imperative that vendors get into the habit of drilling down into their financials instead of simply doing a high level analysis.
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What is a business transition?

In this first installment of 5 blog entries on business transitions we will look at the different types of transitions and the implications of each. This blog series will deal primarily with business to business transitions from the seller and the buyers’ perspective. Family succession and management buy-outs will be covered in a future blog in general terms in order to provide an overview of the scope of the issues that need to be dealt with beyond the financial transaction.

In the simplest terms, a business transition is an event or transaction that results in a change in the effective ownership of a business. How can the owner of a business put their company in the best position to influence the subsequent terms of the change of ownership?

Business transition transactions can be complex. It is important to have a thorough understanding of the key elements in a successful transition.
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