The search for a buyer
Identifying and discreetly approaching suitable prospective buyers is the core of any successful sales process. As an entrepreneur who is ready to sell, where do you find the right buyer? And how can you recognise in advance what is the best way to approach them? Is an individual, a strategic investor (sometimes also directly from the competitive environment) or a financial investor the right successor and buyer for your succession planning?
The right buyer does not fall from the sky
It is important not to draw the search radius too narrow, but to keep a broad lookout and also approach supra-regionally (if necessary also internationally). The potential buyers are first approached anonymously via a succession advisor and checked. If prospective buyers do not have a minimum amount of equity capital, there is usually no point in holding talks. Only after signing a confidentiality agreement will serious interested parties be given access to further information. Many entrepreneurs make the mistake of only looking at competitors, customers or suppliers they already know. If these turn down or make disappointing offers, there are no further candidates to secure the succession.
Don’t waste time with the wrong candidates
It is better to discreetly sound out all interested parties currently under consideration right from the start. Many sellers make the mistake of wasting too much time in talks with the wrong candidates, which drag on for a long time and often come to nothing. An experienced succession advisor has good access to MBI candidates who are currently looking and knows suitable strategic investors. After initial soundings, the field of interested parties usually thickens quite quickly. The subsequent talks and negotiations can then be more efficient and targeted.
KERN has direct access to over 300,000 vetted prospective buyers in the network and the KERN databases.
Our national and international activities and specialisation as a brand in the business succession market ensure you the fastest and best access to all relevant buyer target groups. We ensure the anonymity of your project vis-à-vis prospective buyers and thus offer the best possible security for the successful completion of your planned business succession.