The objective of a seller should be to achieve the highest price subject to the least onerous terms and to walk away from a transaction with measurable and finite liabilities. From a seller’s point of view (with particular reference to family owned companies), the course examines common errors and pitfalls in the disposal process and emphasises strategies for realising maximum value on a disposal.
Course Notes, Slides and Exercise
Participants will receive a booklet containing copies of 13 slides and 55 pages of very comprehensive notes. Each slide will cover a number of related topics and the accompanying notes will support the content of the course to be delivered by the trainer.
During the course of the day, participants will undertake one or two exercises (problems) in groups of two or three (depending on the size of the class) which will involve considering what advice should be given to a client in particular circumstances. Participants will discuss the exercise with each other and then with the trainer and will receive a written answer to the problem.
You are instructed to sell a company. Negotiations have reached an advanced stage and the principal potential buyer is now attempting to clip the price by 30% with the explanation that the target is a small private company. You are asked to argue against the logic of this proposition and commence negotiations with an alternative buyer at a higher price.