CHAPTER 5
Step Four: Identify Potential Buyers
At this point in the process we turn our attention outward to potential buyers in the marketplace. Having completed steps one, two, and three (the Sales Readiness Assessment, presale due diligence, and identifying the competitive advantage), we know if the owner and company are prepared for sale and what makes the company tick. It is now appropriate to identify those companies in the M&A marketplace that can use their significantly greater resources (such as access to capital, more efficient processes, deeper or wider distribution channels, or massive sales force) to make more money from the company for sale than can its current owner.
All investment bankers can provide sellers with lists of prospective ...
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