Alternative Strategies for Negotiating the Highest Value

For most middle market business owners, the sale of their business is a once-in-a-lifetime event that can greatly impact their net worth and impact their family for years to come. The owner’s natural question is,“How should I respond?” But he is really thinking, “Should I ask for more money? Is this the right deal? Would I be leaving anything on the table if Iagreed to their offer?”

For most deals there is a wide range of possible offers from multiple buyers. In fact, it’s not at all unusual to see bids range from 25 percent below to more than 25 percent above the average bid in an investment banking process. With this much uncertainty, the owner’s response to an unsolicited offer tends to be dictated by three key factors: speed, valuation, trust.

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