M&A advisor: The strategic partner 2.
An experienced M&A advisor is the lynchpin of any business sale deal team. This professional helps the entrepreneur to realize the highest attainable price and to find the right buyer. He or she does this by combining in-depth knowledge of business valuation with strategic positioning of the company towards potential buyers. Thanks to a strong network and insight into synergy potential, a good M&A advisor knows how to identify and approach the right parties. In addition, he or she conducts effective negotiations on behalf of the seller based on experience and market insight. During the process, the advisor takes control, relieves the entrepreneur and keeps a cool head - just when it matters most.
CFO: The numerical specialist 2.
The CFO has a key role in both the preparation phase and during due diligence. He or she provides the correct, complete and substantiated financial data, often in collaboration with the accountant, and gives buyers confidence in the figures and forecasts. During negotiations, the CFO often supports with fact-based analyses of working capital and investments, among other things.
Jurist: The legal guarantee 3.
The lawyer or attorney, from the deal team, monitors the seller's legal interests throughout the business sale process. He or she ensures a correct and secure contract structure, limits risks in the purchase agreement (such as warranties and indemnities), and prevents the seller from inadvertently making too many promises. During the negotiation of the SPA (sales agreement), the lawyer is indispensable to establish sharp, legally tenable agreements and prevent later discussions or claims.
4. Tax specialist: the tax expert
While not always necessary in smaller SME transactions, the input of a tax specialist can add a lot of value - especially with substantial amounts, foreign buyers or a complex ownership structure. A tax expert can properly identify tax implications of an acquisition and help optimize tax burdens. That way you avoid surprises later. Discuss with your M&A advisor whether tax support makes sense in your situation.
5. Internal key people (e.g. general manager or commercial director)
Especially with an MBO or when the entrepreneur steps down after the sale, it is wise to involve key people early. They can contribute to the narrative towards buyers and are crucial for continuity. Furthermore, these employee(s) often play an important role in providing commercial data and contacting potential buyers during the due diligence phase.
6. Advisory or Supervisory Board
In companies with an Advisory Board (BoA) or Supervisory Board (SB), it is strongly recommended to involve them at an early stage. They are valuable sparring partners for the entrepreneur, for example by helping to think about who could be potential buyers, how best to position the company and where risks lie. In addition, they help monitor the process.
Why a strong deal team is indispensable in a corporate sale
Selling a business is an intensive and often one-time process. A well put together deal team - consisting of internal key people and external experts - makes all the difference. By involving the right people at an early stage, you ensure tight control, avoid costly mistakes and create calm in an exciting process. The team helps you present a strong content, provides support during negotiations and monitors progress. With a solid deal team you increase your chances of a successful transaction - on the right terms and with a buyer who fits the bill.
Want to learn more about what a strong deal team looks like and what roles are critical? Then contact us for tailored advice!
