This document discusses the transaction process for selling a business. It recommends assembling an advisory team that includes an accountant, attorney, and broker to help with financials, legal matters, and negotiating the deal. The role of the broker is to provide confidentiality and guide the parties through the sale. Sellers should screen buyers, be helpful during due diligence, and prepare for negotiations up until signing documents. After the sale, sellers may relax, consider investment options for the proceeds, or look for new projects.

1. SELLING YOUR
BUSINESS:
Part 4: The Transaction
Presentation Series by Schwartz
Heslin Group, INC. (SHG)

2. The S.Y.B. Series
 Part 1: Introduction and First Steps
 Part 2: What is Your Company Worth
 Part 3: Preparing for a Sale
 Part 4: The Transaction

3. Finally, the transaction…

4. Assemble an Advisory Team
 Accountant/CPA
 Prepares financial statements
 Analyzes tax consequences
 Attorney
 Advises on legal aspects and risks
 Drafts legal documents
 Broker/Intermediary
 Analyzes pricing and valuation
 Negotiates and structures deal

5. Some Miscellaneous Points
 Be prepared to keep it confidential
 Negotiations WILL be time consuming
 Stay focused on your objective
 Pay attention to running the business right up
until closing the deal

6. Role of an Intermediary
 Provides confidentiality
 Provides professionalism and experience
during negotiation process
 Educates parties and guides them through the
sales process
 Creates and executes customized marketing
plan

7. Do…
 Screen buyers and letters of intent
 Be helpful while a prospective buyer is
performing due diligence
 Be prepared for negotiations right up until
signing the necessary documents

8. After the Sale
 Relax. It was a hectic process
 Think about what to do with proceeds
 If you miss the job, look for the next project
 Some options:
 Found another business
 Invest in small local companies
 Become and Angel investor

9. More Resources
 Small Business Administration: Selling Your
Business
 http://www.sba.gov/content/selling-your-business
 Business Owner’s Toolkit
 http://www.toolkit.com/small_business_guide/sbg.
aspx?nid=P11_2000
 Entrepreneur
 http://www.entrepreneur.com/grow/sellyourbusine
ss/index.html

10. Presented by: Schwartz Heslin Group
Address: Or visit us on:
8 Airport Park Bvld.
Latham, NY 12110
Phone: 518-586-
7733
Fax: 518-786-6558
Web:
www.shggroup.com