Strategic sales get higher prices – what makes your business attractive to a strategic buyer ? - Succession Plus

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Strategic sales get higher prices – what makes your business attractive to a strategic buyer ?

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Strategic sales get higher prices – what makes your business attractive to a strategic buyer ?

By , July 12, 2012

Lots of entrepreneurs talk about trying to attract a strategic buyer and maximise sale value on exit and their is ample research supporting the fact that this does, almost invariably, create a better valuation for the seller. But for someone to pay more their must be a benefit or advantage to them, according to a recent survey on the pricing of strategic vs. financial acquisitions – their is a theme – most buyers are looking at various strategic reasons that all equate to different methods of achieving the same thing – increasing sales – to make your business more valuable as a strategic target – aim to show the buyer how you can help increase sales :

strategic-value-drivers
Craig West

Craig West

Managing Director | Succession Plus

Craig West is a strategic accountant who has over 20 years’ experience advising business owners. His background as a CPA in public practice, provided invaluable experience in the key issues of concern to business owners. Following 6 years of study to gain two masters degrees, Craig focused on Capital Gains Tax (CGT) for business sales advising on strategic management of tax issues. This experience formed a very strong view that business owners (and often their advisers) were unprepared and unaware of the steps required to prepare a business for exit.

Craig now acts as a strategic mentor for mid-market business owners and has written four critically acclaimed books on employee incentives, succession planning, asset protection and exit strategies. Craig has conducted numerous seminars and keynote presentations throughout Australia & internationally, including adviser education programs for the Institute of Chartered Accountants and CPA Australia.