{"id":29031,"date":"2023-09-28T13:46:44","date_gmt":"2023-09-28T11:46:44","guid":{"rendered":"https:\/\/kern-unternehmensnachfolge.com\/?p=29031"},"modified":"2026-07-04T14:03:02","modified_gmt":"2026-07-04T12:03:02","slug":"business-broker","status":"publish","type":"post","link":"https:\/\/www.kern-unternehmensnachfolge.com\/en\/unternehmensmakler\/","title":{"rendered":"Selling a business: Hiring a business broker or M<span class=\"amp\">&amp;<\/span>A advisor?"},"content":{"rendered":"<p class=\"wp-block-paragraph\">A business broker plays a central role in broke\u00adring business sales, acting as an inter\u00adme\u00addia\u00adry between seller and poten\u00adti\u00adal buyer. They identi\u00adfy possi\u00adble buyers, but only parti\u00adal\u00adly manage the entire transac\u00adtion process. In this artic\u00adle, we explain the diffe\u00adren\u00adces between a business broker and an M<span class=\"amp\">&amp;<\/span>A advisor, discuss various remune\u00adra\u00adti\u00adon models, and highlight in which situa\u00adtions the services of an M<span class=\"amp\">&amp;<\/span>A advisor may be advan\u00adta\u00adge\u00adous and offer signi\u00adfi\u00adcant added&nbsp;value.<\/p>\n\n\n\n<div style=\"height:24px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-lesen-sie-in-kurze\">Read brief\u00adly<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Tasks of a business broker: Prepa\u00adra\u00adti\u00adon or at least coordi\u00adna\u00adti\u00adon of sales documents with the seller, broke\u00adring a buyer, and, if appli\u00adca\u00adble, modera\u00adting sales negotiations.<\/li>\n\n\n\n<li>Diffe\u00adren\u00adtia\u00adti\u00adon from a specia\u00adlist M<span class=\"amp\">&amp;<\/span>A advisor: Inter\u00adme\u00addia\u00adry vs. Consul\u00adtant, Specia\u00adli\u00adsa\u00adti\u00adon in the compa\u00adny sale process, inclu\u00adding a thorough compa\u00adny valua\u00adti\u00adon, creati\u00adon of marke\u00adting materi\u00adals, and respon\u00adsi\u00adbi\u00adli\u00adty for the entire process up to hando\u00adver, comple\u00admen\u00adta\u00adry services.<\/li>\n\n\n\n<li>Why choosing an M<span class=\"amp\">&amp;<\/span>A advisor can be advan\u00adta\u00adge\u00adous: Exten\u00adsi\u00adve exper\u00adti\u00adse in process knowledge, objec\u00adti\u00advi\u00adty and indepen\u00addence, strate\u00adgic advice.<\/li>\n\n\n\n<li>Pitfalls that can be avoided by choosing a specia\u00adlist consul\u00adtant: Insuf\u00adfi\u00adci\u00adent compa\u00adny valua\u00adti\u00adon, failure to identi\u00adfy poten\u00adti\u00adal buyers, lack of negotia\u00adti\u00adon experi\u00adence, incom\u00adple\u00adte due diligence, lack of knowledge of legal requi\u00adre\u00adments, delay\u00aded or failed transac\u00adtions, lack of strate\u00adgic alignment.<\/li>\n\n\n\n<li>Remune\u00adra\u00adti\u00adon via fixed price or commis\u00adsi\u00adon: Fixed price (trans\u00adpa\u00adren\u00adcy, no conflict of interest, predic\u00adta\u00adbi\u00adli\u00adty), commis\u00adsi\u00adon (perfor\u00admance incen\u00adti\u00adve, lower finan\u00adcial risk, proof of exper\u00adti\u00adse), hybrid fee models.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:24px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-inhaltsverzeichnis\">Table of contents<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#1\">What is a corpo\u00adra\u00adte broker?<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#2\">Distinc\u00adtion from a specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A advisor<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#3\">Remune\u00adra\u00adti\u00adon via fixed price or commission?<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#4\">In vielen F\u00e4llen ist die Wahl eines M<span class=\"amp\">&amp;<\/span>A-Beraters vorteil\u00adhaf\u00adter, weil sie Spezi\u00adal\u00adwis\u00adsen, Erfah\u00adrung und Zugang zu einem breite\u00adren Netzwerk mitbrin\u00adgen. Sie k\u00f6nnen den Prozess einer Fusion oder \u00dcbernah\u00adme navigie\u00adren, was f\u00fcr Unter\u00adneh\u00admen, die dies nicht routi\u00adne\u00adm\u00e4s\u00adsig tun, komplex und zeitauf\u00adwen\u00addig sein kann. M<span class=\"amp\">&amp;<\/span>A-Berater k\u00f6nnen auch dabei helfen, den wahren Wert eines Unter\u00adneh\u00admens zu ermit\u00adteln, poten\u00adzi\u00adel\u00adle K\u00e4ufer oder Verk\u00e4u\u00adfer zu identi\u00adfi\u00adzie\u00adren und die bestm\u00f6g\u00adli\u00adchen Kondi\u00adtio\u00adnen auszu\u00adhan\u00addeln. Ausser\u00addem k\u00f6nnen sie bei der Bew\u00e4l\u00adti\u00adgung der recht\u00adli\u00adchen und finan\u00adzi\u00adel\u00adlen Aspek\u00adte einer Trans\u00adak\u00adti\u00adon helfen und sicher\u00adstel\u00adlen, dass alle Vorschrif\u00adten einge\u00adhal\u00adten werden.<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#5\">Pitfalls that can be avoided by choosing an expert advisor<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#6\">Mixed forms of sales consultants<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#7\">Conclu\u00adsi\u00adon<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#8\"><span class=\"caps\">FAQ<\/span> \u2013 The most frequent questions<\/a><\/p>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Tax advisor, lawyer &amp; Co: Who is really important in a business sale | KERN M&amp;A Episode 7\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/yrZfhkTEDk4?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"1\">What is a corpo\u00adra\u00adte broker?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A business broker is an expert in the field of business sales, who specia\u00adli\u00adses in bringing together buyers and sellers to initia\u00adte the sale process and align interests. Essen\u00adti\u00adal\u00adly, they are an inter\u00adme\u00addia\u00adry who acts as a go-between for both parties.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Tasks of a corpo\u00adra\u00adte broker:<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Identi\u00adfy\u00ading buyers<\/strong> Business brokers have an exten\u00adsi\u00adve network and resour\u00adces to find poten\u00adti\u00adal buyers who might be interes\u00adted in your compa\u00adny. This includes both strate\u00adgic inves\u00adtors, indivi\u00addu\u00adals, and priva\u00adte equity firms, as well as other parties in the finan\u00adcial inves\u00adtor sphere.<\/li>\n\n\n\n<li><strong>Negotia\u00adti\u00adons:<\/strong> The estate agent may media\u00adte negotia\u00adti\u00adons between the seller and poten\u00adti\u00adal buyer to secure the best possi\u00adble terms for both parties. Cauti\u00adon is advised if both contrac\u00adting parties engage a joint estate agent, as this can lead to conflicts of interest. The poten\u00adti\u00adal exper\u00adti\u00adse for carry\u00ading out due diligence proces\u00adses, such as <span class=\"caps\">DD<\/span> (<a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/en\/due-diligence\/\">due diligence<\/a>The skilled modera\u00adti\u00adon of all parties invol\u00adved, inclu\u00adding lawyers, can also be part of the tasks. This depends on the experi\u00adence and scope of services of an estate agent.<\/li>\n\n\n\n<li><strong>Comple\u00adti\u00adon of the sale:<\/strong> Final\u00adly, the business broker will either guide you through the closing process or stay comple\u00adte\u00adly out of negotia\u00adti\u00adons. The parties invol\u00adved must arran\u00adge this among\u00adst themsel\u00adves beforehand.<\/li>\n<\/ol>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-image size-full is-resized\"><a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich.png\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"768\" src=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich.png\" alt=\"Chart comparing the characteristics of business brokers and M&amp;A advisors\" class=\"wp-image-29035\" style=\"width:768px;height:undefinedpx\" srcset=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich.png 1024w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich-300x225.png 300w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich-768x576.png 768w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich-16x12.png 16w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Merkmale-von-Unternehmensmakler-und-MA-Berater-im-direkten-Vergleich-600x450.png 600w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\"><\/a><\/figure>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"2\">Distinc\u00adtion from a specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A advisor<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The world of business sales can be confu\u00adsing with various techni\u00adcal and expert terms. One of the most common sources of confu\u00adsi\u00adon is the distinc\u00adtion between a business broker and a specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A (Mergers <span class=\"amp\">&amp;<\/span> Acqui\u00adsi\u00adti\u00adons) advisor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Although both profes\u00adsio\u00adnals opera\u00adte within the transac\u00adtion\u00adal world and are close\u00adly linked, there are crucial diffe\u00adren\u00adces in their roles and focus. Here\u2019s how a business broker diffe\u00adren\u00adtia\u00adtes from a specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A advisor:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. inter\u00adme\u00addia\u00adry vs. advisor: <\/strong>A business broker prima\u00adri\u00adly acts as an inter\u00adme\u00addia\u00adry between buyer and seller. Their role is to find and present suita\u00adble buyers. Additio\u00adnal\u00adly, they may also act as a modera\u00adtor between the parties invol\u00adved, if required.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">An M<span class=\"amp\">&amp;<\/span>A consul\u00adtant, on the other hand, is a full-service provi\u00adder, focusing on provi\u00adding strate\u00adgic recom\u00admen\u00adda\u00adti\u00adons even during the prepa\u00adra\u00adti\u00adon phase in order to optimi\u00adse the entire M<span class=\"amp\">&amp;<\/span>A process before\u00adhand. While the business broker drives the transac\u00adtion forward, the M<span class=\"amp\">&amp;<\/span>A consul\u00adtant offers a compre\u00adhen\u00adsi\u00adve packa\u00adge that often begins with an analy\u00adsis, conti\u00adnues with a quali\u00adfied compa\u00adny valua\u00adti\u00adon, and perfect\u00adly concludes the prepa\u00adra\u00adti\u00adons for a sales process with a prospec\u00adtus and neutral teasers. Then the crucial sales phase begins.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. specia\u00adli\u00adsa\u00adti\u00adon: <\/strong>A business broker specia\u00adli\u00adses in facili\u00adta\u00adting the sale of compa\u00adnies. They have an under\u00adstan\u00adding of the process and typical\u00adly possess an exten\u00adsi\u00adve network of poten\u00adti\u00adal buyers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A specia\u00adlist M<span class=\"amp\">&amp;<\/span>A advisor, on the other hand, can focus on a broader range of M<span class=\"amp\">&amp;<\/span>A activi\u00adties, inclu\u00adding <a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/en\/mergers\/\">Fusio\u00adnen<\/a>, mergers and acqui\u00adsi\u00adti\u00adons, capital raising, and strate\u00adgic adviso\u00adry. This means that M<span class=\"amp\">&amp;<\/span>A consul\u00adtants typical\u00adly offer a broader selec\u00adtion of services and are process consul\u00adtants in&nbsp;depth.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. Focus on Transac\u00adtion Execu\u00adti\u00adon <\/strong>The main focus of a business broker is the successful facili\u00adta\u00adti\u00adon of the compa\u00adny sale. They work with the parties invol\u00adved to ensure that the sale runs smoothly.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A advisor, on the other hand, can adopt a strate\u00adgic role that extends far beyond mere transac\u00adtion execu\u00adti\u00adon. They assist in identi\u00adfy\u00ading oppor\u00adtu\u00adni\u00adties, valuing compa\u00adnies, and develo\u00adping M<span class=\"amp\">&amp;<\/span>A strate\u00adgies. They are a coach, facili\u00adta\u00adtor, media\u00adtor, and \u201cinter\u00adpre\u00adter\u201d as well as an advisor, all in&nbsp;one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4. Comple\u00admen\u00adta\u00adry Services: <\/strong>It is important to note that business brokers and M<span class=\"amp\">&amp;<\/span>A advisors are not neces\u00ads\u00ada\u00adri\u00adly mutual\u00adly exclu\u00adsi\u00adve. In fact, in many cases, they can work together to achie\u00adve the best possi\u00adble outco\u00adme for the client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For examp\u00adle, a business broker might invol\u00adve an M<span class=\"amp\">&amp;<\/span>A advisor to provi\u00adde strate\u00adgic advan\u00adta\u00adges for the sale process. This colla\u00adbo\u00adra\u00adti\u00adon can help to optimi\u00adse the entire M<span class=\"amp\">&amp;<\/span>A process, but it is rather uncommon.<\/p>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"How do you find the ideal consultant for your business succession?\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/9O5Dl3DhcfM?start=1&amp;feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"3\">Remune\u00adra\u00adti\u00adon via fixed price or commission?<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">When selec\u00adting a business broker or M<span class=\"amp\">&amp;<\/span>A advisor to assist with the sale of a compa\u00adny, conside\u00adra\u00adti\u00adon must be given not only to which expert best suits the speci\u00adfic needs but also to how the services of these profes\u00adsio\u00adnals should be remune\u00adra\u00adted. The questi\u00adon of remune\u00adra\u00adti\u00adon, whether via a fixed fee or a commis\u00adsi\u00adon, is of crucial importance and should be careful\u00adly weighed. Here, we take a look at the pros and cons of both remune\u00adra\u00adti\u00adon models:<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Fixed price:<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Remune\u00adra\u00adti\u00adon via a fixed price is a clear and prede\u00adter\u00admi\u00adned payment to the selec\u00adted expert, regard\u00adless of the outco\u00adme of the transac\u00adtion. Let\u2019s assume a fixed price of \u20ac30,000 was set to engage the services. Regard\u00adless of whether the compa\u00adny is ultim\u00adate\u00adly sold for \u20ac0.5 milli\u00adon or \u20ac1 milli\u00adon, the remune\u00adra\u00adti\u00adon remains the same. This model has its own advantages:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Trans\u00adpa\u00adren\u00adcy:<\/strong> From the outset, it is precis\u00ade\u00adly known how much the services will cost, which allows for better budget planning and, depen\u00adding on the scope of the services and durati\u00adon, the seller is on the safe&nbsp;side.<\/li>\n\n\n\n<li><strong>No conflict of interest:<\/strong> As the remune\u00adra\u00adti\u00adon is indepen\u00addent of the sales result, there is no conflict of interest between the custo\u00admer and the service provi\u00adder. The incen\u00adti\u00adve to achie\u00adve the best price for the compa\u00adny may not be quite as strong as with a success-based model.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">Commis\u00adsi\u00adon:<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Remune\u00adra\u00adti\u00adon in the form of a commis\u00adsi\u00adon means that the expert recei\u00adves a percen\u00adta\u00adge of the sale price. Let\u2019s imagi\u00adne the compa\u00adny is sold for 2 milli\u00adon euros, and the service provi\u00adder recei\u00adves a commis\u00adsi\u00adon of 5 % of the sale price, which amounts to 100,000 euros. In this case, the remune\u00adra\u00adti\u00adon depends direct\u00adly on a successful sale. This model also has its own advantages:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Perfor\u00admance incen\u00adti\u00adve:<\/strong> The expert has a strong incen\u00adti\u00adve to achie\u00adve the highest possi\u00adble selling price for the compa\u00adny, as their remune\u00adra\u00adti\u00adon is direct\u00adly depen\u00addent on this&nbsp;price.<\/li>\n\n\n\n<li><strong>Lower finan\u00adcial risk:<\/strong> Payment is only made if the sale actual\u00adly goes through, which reduces the finan\u00adcial risk should the transac\u00adtion fail for any reason.<\/li>\n\n\n\n<li><strong>Exper\u00adti\u00adse evidence:<\/strong> If advisors or brokers are willing to work on a commis\u00adsi\u00adon-only basis, this may indica\u00adte confi\u00addence in a successful transac\u00adtion, or it may indica\u00adte strong pressu\u00adre from the broker to succeed.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">Mixed forms of fixed price and commission:<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">For sellers of compa\u00adnies, this model is parti\u00adcu\u00adlar\u00adly relia\u00adble and safe. The indivi\u00addu\u00adal steps in the entire sales process are priced in advan\u00adce and only invoi\u00adced when a proper parti\u00adal delivery of the promi\u00adsed service has been&nbsp;made.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Additio\u00adnal\u00adly, if successful, the expert recei\u00adves a commis\u00adsi\u00adon and then deducts the advan\u00adce costs from the commis\u00adsi\u00adon (there is often a minimum commis\u00adsi\u00adon as a lower&nbsp;limit).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This way, the seller does not pay twice and can fairly and trans\u00adpar\u00adent\u00adly track success with their expert in payment upon achie\u00adve\u00adment of targets.<\/p>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7387b849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p class=\"has-text-align-center wp-block-paragraph\" style=\"font-size:24px\">Utili\u00adse our compa\u00adny value assess\u00adment from over 2,000 compa\u00adny valuations.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-3e41869c wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button has-custom-font-size has-medium-font-size\"><a class=\"wp-block-button__link has-background wp-element-button\" href=\"https:\/\/unternehmenswertrechner.com\/\" style=\"border-radius:11px;background-color:#f5ad00\" target=\"_blank\" rel=\"noreferrer noopener\">Deter\u00admi\u00adne compa\u00adny value&nbsp;now<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"4\">In vielen F\u00e4llen ist die Wahl eines M<span class=\"amp\">&amp;<\/span>A-Beraters vorteil\u00adhaf\u00adter, weil sie Spezi\u00adal\u00adwis\u00adsen, Erfah\u00adrung und Zugang zu einem breite\u00adren Netzwerk mitbrin\u00adgen. Sie k\u00f6nnen den Prozess einer Fusion oder \u00dcbernah\u00adme navigie\u00adren, was f\u00fcr Unter\u00adneh\u00admen, die dies nicht routi\u00adne\u00adm\u00e4s\u00adsig tun, komplex und zeitauf\u00adwen\u00addig sein kann. M<span class=\"amp\">&amp;<\/span>A-Berater k\u00f6nnen auch dabei helfen, den wahren Wert eines Unter\u00adneh\u00admens zu ermit\u00adteln, poten\u00adzi\u00adel\u00adle K\u00e4ufer oder Verk\u00e4u\u00adfer zu identi\u00adfi\u00adzie\u00adren und die bestm\u00f6g\u00adli\u00adchen Kondi\u00adtio\u00adnen auszu\u00adhan\u00addeln. Ausser\u00addem k\u00f6nnen sie bei der Bew\u00e4l\u00adti\u00adgung der recht\u00adli\u00adchen und finan\u00adzi\u00adel\u00adlen Aspek\u00adte einer Trans\u00adak\u00adti\u00adon helfen und sicher\u00adstel\u00adlen, dass alle Vorschrif\u00adten einge\u00adhal\u00adten werden.<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">When under\u00adta\u00adking the complex task of selling a compa\u00adny, choosing the right specia\u00adlist is paramount. In this regard, the questi\u00adon arises: when and why might hiring an M<span class=\"amp\">&amp;<\/span>A advisor be a better choice compared to other options such as business brokers or a <span class=\"caps\">DIY<\/span> sale? This conside\u00adra\u00adti\u00adon requi\u00adres a detail\u00aded analy\u00adsis of the speci\u00adfic requi\u00adre\u00adments and objec\u00adti\u00adves of a compa\u00adny sale, and it becomes clear that M<span class=\"amp\">&amp;<\/span>A advisors can play an advan\u00adta\u00adge\u00adous role in many&nbsp;cases.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Specia\u00adli\u00adsed exper\u00adti\u00adse:<\/strong> M<span class=\"amp\">&amp;<\/span>A advisors specia\u00adli\u00adse in the complex nuances of mergers and acqui\u00adsi\u00adti\u00adons. Their compre\u00adhen\u00adsi\u00adve knowledge of the M<span class=\"amp\">&amp;<\/span>A market, their abili\u00adty to identi\u00adfy poten\u00adti\u00adal buyers or sellers, and their strate\u00adgic approach to the entire transac\u00adtion process are valuable resour\u00adces. This exper\u00adti\u00adse can help create optimal condi\u00adti\u00adons and opportunities.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Objec\u00adti\u00advi\u00adty and indepen\u00addence:<\/strong> M<span class=\"amp\">&amp;<\/span>A advisors typical\u00adly opera\u00adte independent\u00adly and objec\u00adtively, without being invol\u00adved in conflicts of interest. This impar\u00adtia\u00adli\u00adty allows them to act in the best interests of the client and focus on achie\u00adving the best outco\u00admes. This is in contrast to poten\u00adti\u00adal conflicts of interest that could arise with other remune\u00adra\u00adti\u00adon structures.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Strate\u00adgic advice:<\/strong> M<span class=\"amp\">&amp;<\/span>A advisors often offer far more than pure transac\u00adtion services. They can provi\u00adde strate\u00adgic advice and analy\u00adses to ensure that the sale process aligns with the company\u2019s long-term objec\u00adti\u00adves. This additio\u00adnal perspec\u00adti\u00adve can make the diffe\u00adrence between a simple sale and a strate\u00adgi\u00adcal\u00adly valuable transaction.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The choice of an M<span class=\"amp\">&amp;<\/span>A advisor is not always the only option, and the indivi\u00addu\u00adal requi\u00adre\u00adments for selling a compa\u00adny can vary. Nevert\u00adhel\u00adess, a detail\u00aded analy\u00adsis shows that specia\u00adli\u00adsed exper\u00adti\u00adse, indepen\u00addence and strate\u00adgic advice can create clear added value for the compa\u00adny in many cases. However, the decis\u00adi\u00adon should always be based on a thorough evalua\u00adti\u00adon of the company\u2019s speci\u00adfic needs and&nbsp;goals.<\/p>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Wealth creation and succession planning for small and medium-sized enterprises \u2013 what business owners should pay attention to\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/OnbIuKhEAvA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"5\">Pitfalls that can be avoided by choosing an expert advisor<\/h3>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-image size-full is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"768\" src=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen.png\" alt=\"Graphic on the avoidable pitfalls through optimal advice in the sale of a company\" class=\"wp-image-29036\" style=\"width:768px;height:undefinedpx\" srcset=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen.png 1024w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen-300x225.png 300w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen-768x576.png 768w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen-16x12.png 16w, https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2023\/09\/Fallstricke-die-durch-die-Wahl-eines-spezialisierten-Beraters-vermieden-werden-koennen-600x450.png 600w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\"><\/figure>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. inade\u00adqua\u00adte compa\u00adny valua\u00adti\u00adon: <\/strong>The accura\u00adte valua\u00adti\u00adon of your compa\u00adny is crucial for setting an appro\u00adpria\u00adte selling price. An M<span class=\"amp\">&amp;<\/span>A advisor has the knowledge and resour\u00adces to carry out a well-founded valua\u00adti\u00adon, thereby ensuring that your compa\u00adny is offered at a reali\u00adstic market price.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. Missing identi\u00adfi\u00adca\u00adti\u00adon of poten\u00adti\u00adal buyers: <\/strong>Finding suita\u00adble buyers can be a chall\u00adenge. M<span class=\"amp\">&amp;<\/span>A advisors have an exten\u00adsi\u00adve network and can speci\u00adfi\u00adcal\u00adly identi\u00adfy and approach poten\u00adti\u00adal buyers, inclu\u00adding strate\u00adgic inves\u00adtors and priva\u00adte equity firms. The key is in the pre-selec\u00adtion, and not just any interes\u00adted party will be presen\u00adted. This could even pose a securi\u00adty&nbsp;risk.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. lack of experi\u00adence in negotia\u00adti\u00adons: <\/strong>Negotia\u00adti\u00adons concer\u00adning the sale price and contrac\u00adtu\u00adal terms requi\u00adre exper\u00adti\u00adse and experi\u00adence. An M<span class=\"amp\">&amp;<\/span>A advisor specia\u00adli\u00adses in successful\u00adly conduc\u00adting negotia\u00adti\u00adons and ensuring your interests are protected.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4. Incom\u00adple\u00adte Due Diligence <\/strong>Thorough due diligence is crucial for identi\u00adfy\u00ading poten\u00adti\u00adal risks and issues before it\u2019s too late. M<span class=\"amp\">&amp;<\/span>A advisors assist in provi\u00adding documents and infor\u00adma\u00adti\u00adon to ensure that due diligence proceeds smoothly.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>5. lack of knowledge of legal requi\u00adre\u00adments: <\/strong>The legal frame\u00adwork for compa\u00adny sales can be complex. An M<span class=\"amp\">&amp;<\/span>A advisor works close\u00adly with lawyers to ensure all legal requi\u00adre\u00adments are met and the sales process runs smoothly.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>6. Delay\u00aded or Failed Transac\u00adtions: <\/strong>Without experi\u00aden\u00adced leader\u00adship, transac\u00adtions can falter or even fail. An M<span class=\"amp\">&amp;<\/span>A advisor specia\u00adli\u00adses in overco\u00adming obsta\u00adcles and ensuring the transaction\u2019s comple\u00adti\u00adon. Further\u00admo\u00adre, they can ultim\u00adate\u00adly secure a better price, thereby even neutra\u00adli\u00adsing their costs for the seller.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>7. lack of strate\u00adgic direc\u00adtion: <\/strong>A successful compa\u00adny sale should align with the company\u2019s long-term objec\u00adti\u00adves. An M<span class=\"amp\">&amp;<\/span>A advisor offers strate\u00adgic consul\u00adtancy to ensure the sale process supports the company\u2019s long-term vision.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>8. misma\u00adnage\u00adment of confi\u00adden\u00adtia\u00adli\u00adty: <\/strong>Maintai\u00adning confi\u00adden\u00adtia\u00adli\u00adty is crucial to sustain business opera\u00adti\u00adons during the sale process. M<span class=\"amp\">&amp;<\/span>A advisors have estab\u00adlished best practi\u00adces to preser\u00adve confi\u00adden\u00adtia\u00adli\u00adty and protect infor\u00adma\u00adti\u00adon from uninten\u00added&nbsp;leaks.<\/p>\n\n\n\n<div style=\"height:24px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"6\">Mixed forms of sales consultants<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">In the realm of business sales, there is no one-size-fits-all soluti\u00adon, as the requi\u00adre\u00adments of compa\u00adnies can vary. Hybrid sales adviso\u00adry models are flexi\u00adble and adapta\u00adble approa\u00adches that combi\u00adne various services to create bespo\u00adke soluti\u00adons for clients. These hybrid models can bring together elements of business brokers, M<span class=\"amp\">&amp;<\/span>A advisors, and other profes\u00adsio\u00adnals. Examp\u00adles of hybrid models include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>Advice from M<span class=\"amp\">&amp;<\/span>A advisors with a commis\u00adsi\u00adon-based approach:<\/em> Here, an M<span class=\"amp\">&amp;<\/span>A advisor offers strate\u00adgic advice and transac\u00adtion support, retai\u00adning an incen\u00adti\u00adve through a porti\u00adon of their remune\u00adra\u00adti\u00adon being tied to the successful comple\u00adti\u00adon of the transaction.<\/li>\n\n\n\n<li><em>Business broker with exten\u00added services:<\/em> Some business brokers offer additio\u00adnal services, such as due diligence support or strate\u00adgic advice, to provi\u00adde more compre\u00adhen\u00adsi\u00adve assis\u00adtance to their clients.<\/li>\n\n\n\n<li><em>Transac\u00adtion advisor with a long-term focus:<\/em> These consul\u00adtants develop long-term relati\u00adonships with their clients, working not just on indivi\u00addu\u00adal transac\u00adtions but also on long-term strate\u00adgic goals, such as identi\u00adfy\u00ading acqui\u00adsi\u00adti\u00adon opportunities.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:24px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"7\">Conclu\u00adsi\u00adon<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A business broker and a specia\u00adli\u00adsed M<span class=\"amp\">&amp;<\/span>A advisor play diffe\u00adrent but crucial roles in the compa\u00adny sale process. The broker prima\u00adri\u00adly acts as a business inter\u00adme\u00addia\u00adry, focusing on transac\u00adtion execu\u00adti\u00adon. M<span class=\"amp\">&amp;<\/span>A advisors, on the other hand, bring in-depth exper\u00adti\u00adse and strate\u00adgic advice to the process to achie\u00adve optimal results in an all-inclu\u00adsi\u00adve package.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The choice of remune\u00adra\u00adti\u00adon struc\u00adtu\u00adre, whether fixed price or commis\u00adsi\u00adon, depends on indivi\u00addu\u00adal prefe\u00adren\u00adces, budget, and business objec\u00adti\u00adves. For more complex sales proces\u00adses, engaging an M<span class=\"amp\">&amp;<\/span>A advisor may be more advan\u00adta\u00adge\u00adous, as they offer compre\u00adhen\u00adsi\u00adve support not only with valua\u00adti\u00adon and buyer identi\u00adfi\u00adca\u00adti\u00adon but also with negotia\u00adti\u00adons, due diligence, and legal requirements.<\/p>\n\n\n\n<div style=\"height:32px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7387b849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<figure class=\"wp-block-image aligncenter size-full\"><a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/en\/advice-request\/\" target=\"_blank\" rel=\"noreferrer noopener\"><img decoding=\"async\" src=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2022\/08\/KERN-Firmenkauf-finanzieren-Beratung-anfordern.jpg\" alt=\"Request a free initial consultation on the subject of company acquisitions\" class=\"wp-image-23849\"><\/a><\/figure>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/en\/partner\/\" target=\"_blank\">\n           <img decoding=\"async\" src=\"https:\/\/www.kern-unternehmensnachfolge.com\/wp-content\/uploads\/2024\/10\/KERN-Standorte_Faehnchen_JPG_150_dpi_mit_Hintergrund_09.2024.jpg\" alt=\"Location map\">\n            <\/a>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"8\"><span class=\"caps\">FAQ<\/span> \u2013 The most frequent questions<\/h2>\n\n\n<div id=\"rank-math-faq\" class=\"rank-math-block\">\n<div class=\"rank-math-list\">\n<div id=\"faq-question-69a18246dfc83\" class=\"rank-math-list-item\">\n<h3 class=\"rank-math-question\"><strong>What does a business broker do?<\/strong><\/h3>\n<div class=\"rank-math-answer\">\n\n<p>A business broker is an expert who specia\u00adli\u00adses in bringing together buyers and sellers of businesses, aiming to bring the two parties to a conclu\u00adsi\u00adon as quick\u00adly as possible.<\/p>\n\n<\/div>\n<\/div>\n<div id=\"faq-question-69a18246dfc86\" class=\"rank-math-list-item\">\n<h3 class=\"rank-math-question\"><strong>What does M<span class=\"amp\">&amp;<\/span>A consul\u00adting&nbsp;mean?<\/strong><\/h3>\n<div class=\"rank-math-answer\">\n\n<p><a href=\"https:\/\/www.kern-unternehmensnachfolge.com\/en\/company-sale-16\/\">M<span class=\"amp\">&amp;<\/span>A consul\u00adting<\/a> stands for \u201eMergers <span class=\"amp\">&amp;<\/span> Acqui\u00adsi\u00adti\u00adons Adviso\u00adry\u201c and refers to the profes\u00adsio\u00adnal support and consul\u00adtancy that compa\u00adnies recei\u00adve when under\u00adta\u00adking mergers, acqui\u00adsi\u00adti\u00adons, or dives\u00adti\u00adtu\u00adre proces\u00adses. M<span class=\"amp\">&amp;<\/span>A advisors offer conside\u00adred exper\u00adti\u00adse, assist in identi\u00adfy\u00ading M<span class=\"amp\">&amp;<\/span>A oppor\u00adtu\u00adni\u00adties, conduct due diligence reviews, and guide the entire transac\u00adtion process as a sparring partner and advisor along\u00adside the seller.<\/p>\n\n<\/div>\n<\/div>\n<div id=\"faq-question-69a18246dfc87\" class=\"rank-math-list-item\">\n<h3 class=\"rank-math-question\"><strong>How to sell a company?<\/strong><\/h3>\n<div class=\"rank-math-answer\">\n\n<p>To sell a compa\u00adny, various steps need to be taken, inclu\u00adding valuing the business, identi\u00adfy\u00ading poten\u00adti\u00adal buyers, negotia\u00adting the sale price and contract terms, conduc\u00adting thorough due diligence, and finali\u00adsing the sale agree\u00adment. The assis\u00adtance of business brokers or M<span class=\"amp\">&amp;<\/span>A advisors can facili\u00adta\u00adte the process and ensure it is comple\u00adted successfully.<\/p>\n\n<\/div>\n<\/div>\n<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Ein Unternehmensmakler spielt eine zentrale Rolle bei der Unternehmensvermittlung, indem er als Vermittler zwischen Verk\u00e4ufer und potenziellem K\u00e4ufer fungiert. Er 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