CHAPTER 3
Step Two: Presale Due Diligence
In the first step of the Proactive Sale Strategy, we collected a wealth of information about the company, about sales in its industry, and about the owner. At the end of that collection process, the prospective seller has an opinion of value and marketability, and, based on the seller’s answers to the questions in our Sale Readiness Assessment, we have an idea about his or her goals, potential opportunities, and threats.
At this point we meet to discuss what we’ve learned, clarify the reasons for the range of value we assigned to the company, and probe the likelihood of getting one sale price versus another.
This usually very candid discussion gives the owner information necessary to decide whether ...
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