Business Seller Consulting Model

Assess	Establish personal and business goals Identify possible buyer issues Determine competitive position Evaluate industry statistics Evaluate financial and non-financial issues Document important relationships
Value	Complete “Rating of Factors to Value a Privately Held Company” Obtain a “Business Valuation Benchmark” Recast financials Identify business potential Document specific items for development Define tax and legal implications Develop alternative selling and financing scenarios
Prepare for Sale	Establish time schedule Prepare “blind” & “offering” prospectus Eliminate owner directed discretionary expenses Initiate tangible and physical changes Identify key employees & complete employment agreements Anticipate buyer due diligence needs Prepare due diligence documents Practice communication scripts Know elements of negotiating
Marketing and Deal Making	Define alternate deal structures Devise a search system Identify sources of buyers Initiate multiple buyer contacts Screen for qualified buyers Obtain letter of intent Finish (coach) negotiations Prepare sell documents (advisors) Finalize transaction