Accountants watch this broadcast to see how you can help your clients exit and sell their business for its maximum value. Learn the 6 life points at which clients are likely to sell and learn how you can help them. At the same time secure significant future income for you firm. 20% increase in GRF is achievable.

1. Realise the value
Welcome to today’s broadcast;
Helping accountants prepare clients for exit & selling your
client’s business for mutual maximum value”
david.oliver@bcmscorporate.com

2. Realise the value
Reasons when & why your client can be
encouraged to consider exit – we will provide
collateral
People usually sell for 6 reasons
1. Change of lifestyle/retirement
2. Time for family, self, friends
3. Entrepreneurs vs managers
4. Business life-cycle, growth needs investment
5. Bank & invest
6. Been approached
david.oliver@bcmscorporate.com

3. Realise the value
Ensuring your client gets the best deal
1. Never go to market with a value attached
2. Don’t rely on traditional methods – multiples of
profit – find strategically motivated buyers
3. Choice of buyer critical to price, terms & speed so
actively sell the business average UK number is 12!
& is woefully inadequate
4. Never sell the past, only the future
5. Always look outside sector and outside of country
david.oliver@bcmscorporate.com

4. Realise the value
The challenge our firms face
No M&A
• Lose clients
• Lose revenue
• Lose opportunities
• Client less likely to sell for maximum value
david.oliver@bcmscorporate.com
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5. Realise the value
The challenge our firms face
Some M&A
• Lose out on some sectors
• Cant source enough potential acquirers for all
• Can’t do it all for every client
• Enterprise value not optimised
NB Large or small no-one has the hundreds of staff BCMS
have for desk research & subsequent Prospect generation
david.oliver@bcmscorporate.com
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6. Realise the value
It needs a specially constructed
partnership and the the potential is great
Earn up to 20% + more fees p.a.
No on-cost. There is no cost & no obligation at any stage
Give clients a great opportunity to sell
Give clients the greatest opportunity to achieve
maximum value
Opens up a new and even better future with the
the client who sells.
david.oliver@bcmscorporate.com
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7. Realise the value
Why partner with BCMS Corporate?
• Well established – 1987 – working with 800 firms
• Market leader - sell a UK private company every 4
working days typically 40% above traditional valuations
• Negotiative dialogue with 50,000 co’s / annum
• Unique data resource – 60 million companies
• Large and highly skilled team of 200+ staff
• Offices worldwide
david.oliver@bcmscorporate.com
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8. Realise the value
BCMS Corporate
• Established 1987
• Sell more private companies
Source: Experian Advisor League Tables

9. Realise the value
The refreshingly different approach to selling your client’s business
BCMS Corporate partners
david.oliver@bcmscorporate.com

10. Realise the value
The refreshingly different approach to selling your client’s business
BCMS Corporate partners
Also endorsed by;
Accountancy Age
AVN
Peak Performance
Insight
& others…..
david.oliver@bcmscorporate.com

11. Realise the value
Desk Research The refreshingly different approach to selling your client’s business
two important numbers
The heart of the difference
12 or
Desk research at the heart of the difference 230
• Dedicated teams of 35 researchers in UK, China and
USA
• BCMSDB ..unique daat resource
• Worldwide resource of 150M companies to identify
strategic buyers
• Vast international research resource
• Producing average of 230 potential acquirers
david.oliver@bcmscorporate.com

12. Realise the value
Benefits of partnering together:
• Bolt on M&A no cost more services
** collateral for ‘own branding’ letters web email**
• Differentiation with potential new clients (letters of engagement)
• A better price for your client 40% + trad val
• Revenue from BCMS for your practice
• You can keep the project at arm’s length.. or..
• Revenue from DD, tax consultancy etc
• BCMS keeps you in the loop post sale too
• BCMS is entirely non-competitive. No danger of losing
your client.
david.oliver@bcmscorporate.com
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13. Realise the value
The potential
£low £high
Referral + share of success 6.9k 103k
Due diligence or consultancy 2k 2k
Tax scheme (£300k/£4.5m) 10k 150k
Funds under management (£2m/£16.6m) 2k 17K
Pension or new start 10k 100k
£ 30.9k £372.k
NB You don’t lose the client!!!
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WM @.1% funds invested Tax @ £34k per £1m Min success fee £35k
david.oliver@bcmscorporate.com

14. Realise the value
The potential £low £ high
£30.9k £372.k
If your average annual fee is £3k
Then in one year with one successful referral achieve 10X
If your average life time value is 7 years
Client’s lifetime fees are £21k
Achieve 40% more than lifetime value in one year
+ annual ongoing
NB You don’t lose the client…………………… when your client sells
you get a better client!!!!
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WM @.1% funds invested Tax @ £34k per £1m
david.oliver@bcmscorporate.com

15. Realise the value
Example: Traffic Management
Products Ltd
Prospects researched: 229
NDA’s signed: 25
Offers: 5
Lowest bid was £1.0M and sale was for £6.46m.
Buyer, Dewhurst PLC
david.oliver@bcmscorporate.com

16. Realise the value
TMP: What could the referring
accountant earn?
Sold for £6.46m.
What could the referring accountant have earned here?
Referral fee £ 3.4k
Share of success fee (£6.46m x 3% x10%) £19.4k
Wealth management fee on £4m £ 4k p.a.
Tax Strategy (on £1m) £ 34k
Total Revenue £60.8k year one. (+£4k p.a. ongoing)
david.oliver@bcmscorporate.com

17. Realise the value
Potential revenue
Company size £1m - £100m
Name Sale Price Ref Succ’ WM Tax Tot
fee fee 80%
Energy Efficiency £4.0M £3.4k £12k £3k £27k £45k
Waste Management £19.1M £3.4k £57k £15k £129k £235k
Tool Maker Company £5.4M £3.4k £16k £4k £34k £58k
Travel Management £7.0M £3.4k £21k £6k £48k £78k
Events Management £3.55M £3.4k £11k £3k £24k £41k
Hardness Testing £18.5M £3.4k £56k £15k £126k £200k
IT Development Int’ £14.1M £3.4k £42k £11k £96k £152k
WM @1% funds invested Tax @ £34k per £1m

18. Realise the value
Realistic fee potential – small firm
based on these case studies
Smaller firm referring just one successful client each two
years over the next 4 years
Referral fee £ 6.8k
Success fee £ 61k
Wealth management £ 16k p.a. recurring
Tax strategies £138k
£206k
N.B. £16k is annual recurring
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Calculation based on the average of all 7 studies Client pays £7450 x 6 £44.7k

19. Realise the value
The Next Step?
Invite named clients now to seminar or free business evaluation
meeting
The Passive Approach??
Wait for clients to approach then refer
The Systemised Proactive approach!!
Let BCMS do the marketing
 Free collateral for web and mail plus email
Let BCMS help with the presentation
 Free presenter for client meetings
Let BCMS do the Selling
Free seminar places or Free Business Evaluation Consultation
david.oliver@bcmscorporate.com

20. Realise the value
Let BCMS make it easy for you
We will provide
tested text for
own branded
letters or emails
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NO COST NO RISK NO OBLIGATION

21. Realise the value
Let BCMS make it easy for you
We will provide
seminar invitation
cards…….
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NO COST NO RISK NO OBLIGATION

22. Realise the value
Let BCMS make it easy for you
We will provide
A complete
Web pack for
you to add an
M&A page to
Your website
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NO COST NO RISK NO OBLIGATION

23. Realise the value
Let BCMS make it easy for you
We will provide
A pdf copy of
this book with
your contact
details
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NO COST NO RISK NO OBLIGATION

24. Realise the value
Let BCMS make it easy for you
We will provide
copies of
this book
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NO COST NO RISK NO OBLIGATION

25. Realise the value
Let BCMS make it easy for you
The most effective introduction is
Clients to a seminar or ….
A FREE Business Evaluation Consultation
Direct mail email & web copy supplied
Monthly email information updates
 60 + seminars p.a. FREE
 Business evaluation meetings FREE
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NO COST NO RISK NO OBLIGATION

26. Realise the value
The Next Steps? 1 2 3……..
The chance is very high that you will have identified several clients in your minds
During the seminar or this presentation who are prime candidates.
The advice is very simple;
Don’t give the client the fee scales instead say something like this;
‘Our firm has a strategic association with BCMS the most successful M&A firm in the UK. BCMS sells one UK
private business every 4 working days. Over 20 years their average sale value achieved is 40% above
traditional valuations.
I have been to one of the seminars to learn how they achieve this and my strong recommendation is this;
Either let’s attend the next seminar which is on … at … OR……
As a Strategic associate, our firm can arrange a totally free business evaluation consultation.
Let’s invite a consultant here (or let’s take a trip together to the BCMS HQ) and go through the consultation
experience. We will discover together how saleable your business is, what the potential outcome will be
and we can then reflect on the possibility together afterwards.
Fill in the Partners referral form and BCMS will arrange a FREE Business Evaluation Consultation
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27. Realise the value
The Next Steps? 1 2 3……..
I will send you an email with;
Free collateral details
Programme overview
Script for customer invitations
PLUS…. The referral form
Fill in the Partners referral form and
BCMS will arrange a FREE Business
Evaluation Consultation
david.oliver@bcmscorporate.com
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28. Realise the value
Do more for your client
Get more for your client
Earn more for your firm
Please contact;
david.oliver@bcmscorporate.com