You Have a Buyer for Your Business – Now What?

While learning that you have a serious buyer for the sale of your business may feel like a cause for celebration, it’s important to hold off on the champagne. The journey from a buyer expressing interest to a finalized sale involves several steps, and your business broker or M&A advisor will play a crucial role in guiding you through the process.

Step 1: Preparing the Offer

Once a buyer is genuinely interested in your business, your broker will help you prepare an offer or proposal. It’s common for such an offer to include contingencies—conditions that must be met before the sale can proceed. These typically involve a review of your financial records, contracts, and any other relevant agreements, such as lease or franchise agreements, if applicable.

Step 2: Reviewing the Buyer’s Proposal

Your business broker or M&A advisor will then present the business buyer’s proposal to you. At this stage, you have the option to either accept the terms or make a counteroffer. Many sellers are surprised to learn that buyers can also withdraw their offer if the terms you offer don’t align with their goals.

It’s important to remember that, while your brokerage professional can provide valuable advice on the deal’s merits, you— as the business owner— will make the final decision. There’s rarely such a thing as a “perfect” deal, and you may need to weigh whether the offer meets your needs or if it’s better to hold out for something better. As the saying goes, “A bird in the hand is worth two in the bush,” and it’s up to you to decide if this deal is the right fit.

Step 3: Addressing Contingencies

If you and the buyer agree on the terms, the next step is to address any contingencies. Your broker will help you work through these requirements, which may include verifying financials, resolving legal matters, or providing additional information about the business. Transparency is key at this stage—being open with the buyer will help ensure the process moves smoothly and builds trust.

Step 4: Finalizing the Sale

Once all contingencies are resolved and both parties are satisfied, you can breathe a sigh of relief. The final sale documents will be prepared and signed. This is the point at which ownership officially transfers to the buyer, and the agreed-upon funds will be disbursed to you.

Step 5: Transitioning After the Sale

After the sale is closed, it’s natural to feel a mix of emotions, especially if you’ve owned and operated the business for many years. Sellers often experience a sense of disorientation, as they transition from business ownership to the next chapter of their life. Again, your business broker or M&A advisor will provide guidance to you during this phase. They can offer insights to help you navigate any post-sale questions or concerns.

Conclusion: Reflecting on Your Achievement

Selling your business is a significant accomplishment, and once the deal is finalized, it’s time to reflect on what you’ve achieved. You’ve successfully sold your business, and you’re now ready to embrace the next phase of your life. While the process may have been complex, with the right guidance, you can confidently move forward knowing that you’ve made a well-informed decision.