How to present your business

Aitken Corporate Finance (ACF) will confidentially approach a large number of target companies who may be interested in acquiring your company.

 

After discussions and screening we will discuss with you a shortlist of potential buyers which we believe are serious about acquiring your business from you. At this stage they will have received the prospectus of your company and will have probably asked us some supplementary questions. They now need to meet you.

This meeting is important, first impressions always are. Although ACF will attend to support and answer any questions about the presentation of your financial information, the buyer wants to hear about the business from you.

Presenting your company is an unfamiliar task for many of our clients so we have compiled these notes which may be of help.

Why is the buyer interested?

ACF will give you as much information as we can. Different buyers will be interested in your business for different reasons and will come to the meeting with different agendas. Make sure that you are helping the buyer to make a good offer by providing information about the aspects of your business that he is interested in. In other words, adapt your company presentation to each individual.

What are the 'hidden' questions?

Remember that all buyers will have 4 ‘hidden’ questions in their minds when you are presenting and discussing your business.

a. I have seen last the accounts. Am I sure that these sales and profits will carry on for at least the next year?

b. What are the 'fits' between my existing business and this one? Are the synergies, potential cost savings and what do they present to my present business? Does 2+2 actually make 5 in this case?

c. If I ran this business what could I do to increase sales and profit.

d. Can I work with these people and are there any problems they are not telling me about which could affect future profits? Why are they selling now? Do I believe their reasons?

Where to present?

You need to consider confidentiality. If you have sensitivity about alerting members of staff about the sale, it may be better to hold the meeting off-site. You can rent a meeting room at a local hotel for example. If it is not sensitive you should hold it on site if you have a suitable room.

The buyer will of course want to view your facilities at some time. It is not unusual to hold the meeting off- site at say 4pm and then to visit the business itself later when employees have departed for the day.

Signing in procedures at the company reception desk, if you have them. You may not want to make public who the visitors are and what company they are from.