Finding the Right Buyer

For many businesses, interest from potential buyers can start coming in within weeks. Some deals attract substantial interest very quickly. For instance, we recently listed a successful sign manufacturing company and received interest from 40 buyers within 4 weeks, resulting in 4 full-price offers within 8 weeks. However, finding the “right” buyer can take longer for some businesses.

One of the key services provided by Accel Business Advisors is identifying high-potential buyers. Before a prospective buyer meets the business owner, there are often several calls and meetings with the broker to ensure a good fit.

The Process

Initial Interest and Meetings:
- Potential buyers express interest by filling out NDA and buyer profile and engage in preliminary discussions with the broker.
- The broker screens and qualifies buyers to ensure they meet the necessary criteria.
In-Person Meeting:
- Typically, there is at least one in-person meeting between the potential buyer and the seller. This meeting is crucial for both parties to assess compatibility and discuss the business in detail.
Offer Submission:
- If the potential buyer decides to proceed, they submit an offer to purchase or a letter of intent (LOI). This document usually includes:
  - Offering price
  - Terms of payment
  - Expectations for what is included in the sale
  - Contingencies (e.g., due diligence, financing)
  - Exclusivity provision
  - Confidentiality terms
Due Diligence and Financing:
- Once an offer is accepted, the due diligence process begins. This involves a thorough review of the business’s financials, operations, and legal matters.
- If bank financing is involved, this stage can take 2 to 3 months. The buyer will work on securing financing and finalizing the contract.
Finalizing the Deal:
- After due diligence and financing are completed, the final contract is prepared and signed by both parties, leading to the actual transfer of ownership.
- We typically collaborate with a licensed escrow company to handle the closing. This collaboration ensures that the process is smooth, and all necessary legal and financial requirements are met. Escrow officers will work through the clearance of creditor claims, unpaid state and federal tax dues and employment agency dues, as well as keep parties informed and updated, and ensure that the buyer’s payment is securely held in escrow until all conditions of the sale are met and once everything is in order, then release the funds to the seller.

By following these steps, you can navigate the complexities of finding and securing the right buyer for your business.

To schedule a free consultation with your local business broker in San Jose, CA, please email us at [email protected].

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