Business Exit Planning

Selling a Management Consultanting Firm

A lot can go wrong during the sale of a management consultanting firm these days. More than ever before, it's important for sellers to know the tactics and techniques that are being used to maximize sales price and achieve desired sale outcomes.

Selling a management consultanting firm? You'll need to be prepared to address a variety of challenges that are common in the business-for-sale marketplace.

Does that mean selling your management consultanting firm will be a piece of cake? No -- but you might be surprised to learn that the management consultanting firms that are selling these days are finding success though simple, common sense selling strategies.

Realistic Expectations

Emotions run high during the sale of a management consultanting firm. Your estimate of your company's worth is probably skewed by your emotions and your close, personal connection to the business. Although it may be a hard pill to swallow, you need to find a way to introduce objectivity into your sale. Consider recruiting a team of objective professionals to help manage your expectations as you prepare and negotiate the sale of your business.

Brokerage Benefits

A good broker can offer several benefits to business sellers. Right out of the gate, brokers know how to help their clients properly prepare their businesses for a sale. More importantly, brokers have the ability to identify serious buyers and maintain confidentiality throughout the sale process. Although you will pay a fee for brokerage, it's generally worth it because the end result will be a higher sales prices and more favorable terms.

Preparing Your Employees

Business sellers face a dilemma when it comes to their employees. On the one hand, confidentiality is critical for a successful management consultanting firm sale. However, the longer the selling process drags on, the more likely it is that rumors will begin to circulate throughout your workforce. When that happens, it's best to have a frank conversation with your team rather than allowing rumors to circulate through the organization. Above all else, it's imperative to encourage your workers to maintain a positive attitude and work ethic. If you're having trouble navigating the employee minefield, consult a business broker for advice.

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