Strategies for Buying & Selling SMEs

25 videos – 8 hours 51 minutes

From a buyer’s point of view, this course highlights the major risks and problems likely to be encountered during the acquisition process, with guidance for their avoidance or mitigation. Process and commercial failures are examined and the necessity for a sound acquisition plan is emphasised.

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, this course examines common errors and pitfalls in the disposal process and emphasises strategies for realising maximum value on a disposal.

Strategies for Buying Selling SMEs

Full list of videos for this course

  • Video 01: Introduction – Objectives of Buyers & Sellers
  • Video 02: Acquisitions – Common Errors in the Acquisition Process
  • Video 03: Acquisitions – Acquisition Strategy
  • Video 04: Acquisitions – Acquisition Planning
  • Video 05: Acquisitions – Approach Tactics
  • Video 06: Acquisitions – Evaluation of the Synergies
  • Video 07: Acquisitions – Buyer’s Negotiations
  • Video 08: Acquisitions – Integration
  • Video 09: Management Buyouts – Management’s Perspective
  • Video 10: Management Buyouts – Management’s Estimate of Price
  • Video 11: Management Buyouts – Is the Business Suitable?
  • Video 12: Acquisitions/Disposals – Principles of Valuation
  • Video 13: Acquisitions/Disposals – Valuation by Comparison
  • Video 14: Acquisitions/Disposals – Warranty & Indemnity Insurance
  • Video 15: Acquisitions/Disposals – Appointment of Advisers
  • Video 16: Additional Problems – Family Companies & Succession
  • Video 17: Relationships With Banks – Managing Expectations
  • Video 18: Disposals – Common Errors in the Disposal Process
  • Video 19: Disposals – Preparing a Company for Sale
  • Video 20: Disposals – Grooming a Company
  • Video 21: Disposals – Searching for a Buyer
  • Video 22: Disposals – Seller’s Negotiations
  • Video 23: Disposals – Earn-Outs
  • Video 24: Disposals – Refining the Earn-Out Formula
  • Video 25: Acquisitions/Disposals – Final negotiations

Strategies for Buying Selling SMEs

Course Outline

  • Objectives of Buyers and Sellers

    • Reasons to Buy a Company – access to new markets, products or skilled staff?
    • Reasons to Sell a Company – owner ‘slowing down’ or becoming ‘risk averse’?
  • How to Make a Successful Acquisition

    • Common Errors – process and commercial failures
    • The Acquisition Plan – management, deal size, target industry & reisk tolerance
    • Preparing the Management – responsibilities before and after the acquisition
    • Deciding on the Deal Size – how much is affordable?
    • Measuring Risk – the operating risk, the risk of over-paying and the risk of over-gearing
    • How to Approach the Target – directly or through an intermediary?
    • The Importance of the First Meeting – what does the vendor really want?
  • What is the Company Worth?

    • Fundamental Questions – Is the company saleable? Is it the right time to sell it?
    • Price and Value are Different – net asset value and/or discounted cash flow
    • Using Comparables – growth rate, risk profile and price-earnings multiples
    • Disagreement on Multiples – efficient market theory?
    • Negotiating Tactics – from the points of view of both buyers and sellers
  • Appointment of Advisers

    • Why Use Advisers? – how to select them and what to expect
    • Disclosure – what advisers need to know and what should they ask a client
    • Engagement Letter – scope and extent of work to be undertaken
    • Fees – time, fixed and/or a percentage on a sliding scale
  • Family Owned Companies

    • Managing Liquidity Problems – annual redemption fund, company loan programme
    • Planning for Succession – how to make it work and why it so often fails
    • Arranging a Sale – additional problems of emotion and valuation
  • Selling a Company for the Highest Price and on the Best Terms

    • Common Errors – lack of planning, separation issues overlooked
    • Sell-Side Due Diligence – keep control of the sale process, identify ‘deal breakers’
    • Management Role – prepare the directors and the marzipan layer
    • Grooming – improve the accounting systems and the budgeting procedures
    • Writing an Effective Information Memorandum – call to action

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