Client User Manual - Business Seller

what to look for in a transaction professional + how we support business sellers


Information relevant to business owners and leaders who care about business value.

What to look for in a transaction professional

Investment banker, M&A intermediary, business broker… whatever the label, the role of a transaction professional is to help clients find appropriate counterparties, evaluate transaction suitability, negotiate terms, and navigate through to successful deal closure.

Attributes to look for in a transaction professional include:

  • An appropriately structured relationship such that your transaction professional’s fee structure and incentives align with your goals
  • Relevant experience on both the buy-side and sell-side of purchase-sale transactions, which will help provide well-rounded perspectives and effective communication with all parties.
  • A systematic approach to the transaction process
  • The ability to leverage relationships with lawyers, bankers and other stakeholders to smooth the process
  • Emotional intelligence and conflict resolution skills to help all parties effectively navigate the emotional ups and downs of the transaction process
  • Strong project management and communication skills to help maintain momentum
  • And, of course, an understanding of the subject business and its operating environment
  • As well as high ethical standards and professional integrity 

Business sellers are advised to look for professionals with the ability to provide business valuation and pricing assistance as well as the ability to prepare for the due diligence process. 

Business buyers are advised to look for professionals with the solid analytical skills and operational experience needed to conduct thorough due diligence, including evaluation and stress testing of financial and other data.

How we support business sellers

Getting Started

Business owners must first go through our business valuation process. This allows us to form an initial perspective on business value, on how prepared the client and business appear to be for navigating the sale process and on mutual fit.

The sell-side engagement (if accepted) is governed by an engagement letter and a listing agreement. Clients are responsible for professional fees charged throughout the engagement. Upon successful sale of the business, clients pay a success fee based on the terms of the listing agreement, with professional fees paid before the closing of the transaction credited against the success fee.

Strategic Review and Due Diligence Prep

We review the seller’s objectives, including the desired sale price, timing, and deal structure options. An outreach strategy is developed to attract suitable buyers. We then compile necessary information into a Confidential Information Memorandum, providing a comprehensive business overview and set up a secure data room for in-depth due diligence.

Buyer Engagement

We identify and qualify potential buyers, assessing for financial capability, capacity to close the transaction and compatibility with the seller’s goals. After securing confidentiality agreements, we share the information memorandum and data room contents. We facilitate the negotiation of initial non-binding offers, moving towards formal written proposals and assisting the seller in choosing the right buyer.

Closing the Transaction

We stabilise the transaction, confirming mutual commitment from both parties. Where appropriate, financial commitments, usually held in escrow, are used to secure the agreement. Following this, the sale moves into final due diligence and the preparation of legal documents. The transaction is formally completed through the execution of legal agreements and the transfer of funds.