A recent Business Brokerage Press newsletter featured an article titled, “What Serious Buyers Look For.” It mentioned seven topics, in which they say business buyers will be interested, other than the financial statements, and which sellers often don’t think about. Those topics were the industry, inventory, cut backs in spending on marketing, R&D, etc. (meaning the bottom line looks better but the future isn’t as bright), under-market wages, capital expenditures, and future cash flow.
All great topics. All of them, and many more, on every due diligence list a buyer can get from me, their CPA, attorney.
So, what do I think business buyers are really looking for? It’s simple,
Buyers look to see if and where they can add value.
Then it’s can they get behind the product, will it challenge them or bore them, and does it line up with their personal values? They want to grow the firm, create jobs, make more money, and feel good about what they’re doing.
It’s no different than when people look for a job. They don’t want to be stuck in a rut for 5, 10, or more years. They want to contribute, advance, and be recognized.
If I’m selling something, especially a business, I want to appeal to the emotional side. There are enough checklists to cover the logical side.
“Life is like a game of poker: If you don’t put any in the pot, there won’t be any to take out.” Moms Mabley
