Mastering Niche Market Exit Planning

Selling a National Security Business

Most businesses are susceptible to economic conditions and national security businesses are no exception. But in some cases, a down economy can actually improve saleability. All it takes is a strategy to identify solid prospects and convert them to buyers.

Today's national security business buyers tend to be more skeptical than most about the nation's economic outlook.

If your exit strategy involves selling a national security business now, you need to apply the right combination of preparation, strategy and common sense.

Pre-Sale Checklist

The upfront time you investment in the sale of your national security business will pay big dividends at closing. The first item on your checklist should be a reality check -- if you plan to sell your business for top dollar in just a few short months, you need to adjust your expectations%However, your first priority should be to set realistic expectations for the selling process and its eventual outcome. Once your expectations are in the ballpark, you can move on to making your business presentable to prospective buyers.

Why Confidentiality Matters

Highly publicized national security business sales are risky national security businesssales. If you are rigorous about maintaining a confidential sale, there is little risk in putting your national security business on the market. Eventually, word will leak out. When that happens, it can damage your standing with customers and vendors. Successful sales walk a fine line between total confidentiality and aggressive promotion. Brokers and consultants can mitigate the risk by implementing confidential sale techniques.

Professional Appraisals

An experienced appraiser is part and parcel of a successful national security business sale. Armed with a professional appraisal, both you and your broker can enter the negotiation stage with confidence. If you're disappointed with the appraiser's estimate of your company's worth, you have the option of seeking a second opinion. However, it's more often the case that you will need to adjust your expectations of your business's value to buyers.

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