Working together
I’m on your side.
That doesn’t mean I’ll agree with everything you say.
Independent.
You hire me. I do the work.
I choose the assignments I take on. I need to believe I can help and give the work the attention it deserves.
I stay involved from our first conversation through the assignment.
Strategic.
I look for the opening. And the catch.
I look at what makes the business valuable, who has a reason to care, and what could change the deal. I build alternatives and weigh the next move against what you want from the sale.
A good-looking proposal can have an expensive condition. A difficult request can have a reasonable explanation. I want to understand both before we respond.
For example
Understand the request. Negotiate the terms.
A buyer may ask key employees to sign employment agreements. They want assurance those people will stay. The employees may have concerns of their own.
I get those concerns into the open and work through them with you, the buyer, and the lawyers. Understanding why someone is asking doesn’t mean accepting everything they ask for.
Principled.
You get my view. Even when we disagree.
I won’t recommend a deal just to get it done. If the terms don’t make sense for you, I’ll say so. I’ll also tell you when your own expectations are making the work harder.
“That’s how these things are done” isn’t an explanation. You should know what you’re being asked to accept and what it means for you.
A useful working relationship
If I think you’re part of what’s holding the business back, I’ll say so.
And I’ll stay in the conversation to work through it with you. I want to understand your reasons, too.
The engagement
Agree the work and the fee.
- Selling a business
- We agree any success fee, how it is calculated, when it is payable, and what you would owe if the sale does not close.
- Advice by the hour
- We agree the assignment, scope, and hourly fee. You can hire me without engaging me to sell the business.
Your legal, tax, and accounting advisors retain their own responsibilities.
Before we speak.
Can I hire you without selling the business?
Yes. I take on hourly assignments around business decisions, opportunities, and key people. We agree the work and the fee before starting. A sale needn’t be the outcome.
What if a buyer is already involved?
Tell me what has been proposed and how far the conversation has gone. I assess the offer, look at your alternatives, and recommend where to negotiate.
How long does a sale take?
Often many months. Preparation, buyer interest, financing, and issues uncovered along the way affect the timetable. We discuss the likely timing for your business at the outset.
Who handles the legal and accounting work?
Your attorney handles legal work; your tax and accounting advisors handle their areas. I coordinate the sale process alongside them.
What should I send you first?
A short description of the business and what prompted you to get in touch. Mention any offer or deadline. Sensitive documents can wait until we agree how to share them.