Now, at long last, you can start identifying
prospective buyers. They may come from your field or be in the
periphery of your industry. They may be in a totally unrelated
field - if they can utilize the assets you have identified,
such as a distribution network or management organization.
Prospects must be screened carefully so as not
to interrupt your business. A buyer must have the capability
of acquiring your company and the necessary resources to complete
the purchase.
You want only serious buyers … not "lookers"
or "tire kickers". Most importantly, you must exclude those
who are there only to glean information that could be useful
in their own business.
Professional help is critical in qualifying
potential buyers. Once serious buyers have been identified and
have demonstrated some interest, structuring the transaction
is key to satisfying your original reasons for selling.
