8 Deal Killers for Your Sell-Side Transaction
Planning to sell your business? Anxious about the current market conditions and how they’ll affect your business valuation? Your aim is to maximize valuation and avoid mistakes that will kill your sale. Deal killers are conditions that affect a business’s salability if they’re left unresolved before starting the business sale process.
Business sales should be more than just a leap of faith. You should benefit financially from the sale, considering you built the company from the ground up. When selling your life’s work, you should have a winning strategy because things don’t always turn out as you anticipated.
Let’s dive in and find out the deal killers you should be on the lookout for.
1. Failing to Show Economic Benefit to the Buyer
Even though as a business owner, you know the value of your business, the buyer cannot take your word for it. You need to show potential buyers the economic value of your business to convince them that it’s a worthy purchase.
Find out what your buyer wants in a business. Once you do, establish a synergy between what they’re looking for and what your business is offering.
2. Under Performance of the Business
Even though the transaction process is usually long and energy-consuming, you should not shift your focus from your business operation during this time.
Ensure your day-to-day operations are smooth as they have always been. When your business starts underperforming, your buyer will not only lose faith, but the company will lose value as well. Your business should meet the buyer’s projection throughout the transaction process.
3. Lengthy Transaction Process
We have already established that the transaction can take time, but this doesn’t mean you shouldn’t try to speed it up. Make sure that you avoid any delays that will stretch the time even further.
Here are tips to help you shorten the transaction process;
- Provide all information the buyer needs as soon as possible
- Set deadlines and ensure your team understands how important this process is
4. Not Using a Qualified M&A Broker
To receive maximum value for your business, you need to have a qualified M&A broker by your side. A brokerage team that has experience in your industry will ensure you have your perfect exit.
5. Discrepancies During Due Diligence
Even before you start a sell-side deal, make sure your business’ finances are in order. Accounting discrepancies are a huge red flag for buyers because no one wants to take over a business that has a questionable financial history.
6. Seller’s Remorse
It’s not uncommon to get cold feet when the deal is almost getting closed. However, do not let your emotions affect the transaction. You can always reach out to your friends and family to talk you off the ledge.
7. Failure to Preserve a Company’s Most Valuable Asset
As you sell your company, bear in mind that key employees played a significant role in the success of the business. Makes sure that these employees do not jump ship when you leave.
8. Failure to Reconcile your Perceived Business Value with the Market’s Perspective of Value
You need to get a sale-price estimate before going to the market. Pre-sale planning saves you from unpleasant surprises when you’re negotiating with buyers.
Selling the business you’ve built from the ground up is not an easy thing to do. Even if it’s valuable, you need to prove it to potential buyers. Throughout the transaction process, ensure the business still runs as smoothly as possible. This way, they won’t lose faith in it and back out before the deal is closed.
Let’s hop on a quick call to discuss the timing and prospects of an exit based on your goals and the current state of your business. Schedule your free exit consultation today.
You're guaranteed to come away from the call with:
Clarity about your business
Knowledge of the landscape
A high-level exit plan
A rough valuation
Specific next steps
What our clients say
In my career you get to deal with a lot of service providers. There are the below average, the average the the above average. Then there is one category that no one talks about which is the exception. We engaged Hello Exit to source acquisition targets for us. The communication, personal service, attention to details, availability, interaction with the team has been nothing short of exceptional. If ANYONE wants further in-depth conversation about the exceptional experience please reach out.
I worked with Hello Exit for the sale of a business and everything went smoothly. The team was very hands-on and provided a lot of guidance throughout every part of the process. They took the time to get to know my business well and were able to communicate our operation effectively to potential buyers. The sale was a success and I couldn’t have done it without them.
Hello Exit was great working with me to help sell my software company. They made everything clear, were patient, never over pressured me, but kept a strong sense of urgency. I would recommend Hello Exit to anyone looking to sell their business and plan on working with them again in any capacity that I can.
The team Hello Exit is simply incredible! Their expertise and support throughout the entire process of selling my company were a game changer. Their expertise and guidance throughout the entire process was invaluable. They took the time to truly understand my needs and goals, and helped me navigate every step of the way with ease. Hello Exit is exceptional, and they truly go above and beyond to ensure their clients are not only satisfied, but actually excited about their exit!! I cannot recommend Hello Exit enough! Their professionalism, knowledge, and dedication to their clients are unmatched. If you’re looking for a top-notch company to help you sell your business, look no further than Hello Exit. Thank you guys, for all that you do!
It was a pleasure working with Hello Exit and they have my most sincere recommendation. They bring a sophistication and etiquette that is very hard to find in the lower, lower middle market – outstanding preparation, excellent sell-side coaching, a rationale / unbiased disposition, and so on. In addition, they bring a powerful network to the conversation and can add value well beyond the transaction. I hope to work with Hello Exit on many more deals to come!
Hello Exit added tremendous value for our portfolio of companies. They made a complex sale process easier and significantly more efficient. We received 5 offers (two above ask) and were extremely happy with the outcome. As a serial trouble maker that has acquired 7 companies and sold 4 we will be using Hello Exit for future exits.
Hello Exit has built one of the best online business brokerages out there. As a buyer, the company has continuously provided us with acquisition targets that have been very well qualified. Every opportunity has fit directly into the criteria we’ve been looking for which has saved a ton of time on due diligence. If you want to get a jump start on your acquisition pipeline, it’s easy to recommend Hello Exit.
Hello Exit is one of the most knowledgeable business brokerages out there for tech & web businesses. We used they to buy a significant business operated by 15+ employees. Our work in diligence was substantially reduced given the strong & accurate information package he provided. All questions were proactively answered, all supporting data was there and presented in the right format, and everything was accurately represented. This saved us weeks of work! In discussions & negotiations, they played a fair role & helped resolve issues by understanding the issue from the perspective of both buyer & seller. With their knowledge and experience, they were able to make smart suggestions and helped everyone reach a common ground quickly. I would surely work with Hello Exit again. They are super!
What can I say other than Hello Exit delivered on everything they promised… and then some. At first, I didn’t believe it when they said he would sell my agency in a few months. But they were so passionate about working together, a part of me believed they would deliver. And they did. We had 3 offers in 30 days and went under contract with the highest offer. 3 months later we closed on the sale at the price they evaluated us on. During the entire process, their knowledge and experience helped immensely. Any time there was confusion or a hurdle that myself or the buyer had, the team stepped in and smoothed every over. Selling a business is one of the most invigorating yet stressful experience I’ve ever went through and I’m so grateful that I picked the right broker to help me through it. I’d use Hello Exit again in a heartbeat.
The Hello Exit team was great to work with. They helped increase our deal flow with strategic deals. If someone is looking to increase their targeted deal flow I would definitely recommend working with Hello Exit.
Hello Exit was awesome to work with on the deal. They provided great support and advice all through – from initial interest discussions, negotiations, contract closure to execution. They’re very prompt and proactive which sails the deal making through. They also provided great support and mediation help post transition on some key contract payout clauses, which is highly appreciated. I recommend Hello Exit highly to SaaS business owners and entrepreneurs.
I’ve known Dustin (Hello Exit’s Founder) for over 10 years, and actually acquired a SaaS company he founded. I’ve always found Dustin to be extremely sharp, fair and honest, reasonable to deal with, and the kind of person you would want to do business with again in the future (which is rare these days). I’m currently mentoring and incubating over 150 international startup companies, and have already talked with Dustin about bringing Hello Exit into these businesses to broker the exit once they are profitable and solidly into their momentum phase.
Hello Exit is one of the best and most trustworthy SaaS advisories and brokerages in the industry! If you run a SaaS business, and Hello Exit contacts you, you should definitely talk to them! Even if you decide not to sell, it will be a very worthwhile and fruitful conversation.