February 21, 2020  
 
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Selling an International Affairs Business

Is the economy still a little shaky for a business sale? Sure it is. Yet international affairs businesses haven't heard the news and are reporting steady action on the business-for-sale market.

The economy isn't the only thing that is uncertain these days. So are international affairs business buyers, many of whom are waiting to pull the trigger on their next acquisition.
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A business sale is always a sophisticated transaction and if you aren't prepared for it, your international affairs business sale could have an unexpected outcome. To stay on course, you'll need sound strategy and meticulous execution on your side.

Closing Strategies

Today's international affairs business buyers expect sellers to offer concessions to persuade them to close the deal. Concessions can consist of non-cash as well as cash incentives. It's not unusual for sellers to offer non-cash incentives to help inexperienced entrepreneurs get off to a successful start. A limited amount of training and mentoring may seem inconsequential to you, but to a young international affairs business owner, they can be critical launching points for their ownership journey.

Timing the Market

Worried about timing? Believe it or not, this could be an advantageous time to put an international affairs business up for sale. A depressed economy means lower interest rates; lower interest rates increase the number of investors willing to take a chance on international affairs businesses. As the interest rates rise, it will be more difficult for buyers to make the numbers work in their favor. So we see market timing as a concern that can be easily mitigated by applying fundamental sales strategies and adequately preparing your company for buyers.

Adjusting Expectations

When you made the decision to sell your international affairs business, you had a specific set of outcomes in mind. Ultimately, many sellers find that the market is unable to deliver their anticipated outcomes. Despite your best efforts, you need to prepare yourself for the possibility of receiving less than you expected from the sale of your international affairs business. If price is the most important outcome, you may need to agree to seller financing or other concessions. If a fast sale is the highest priority, you may need to lower the asking price to quickly capture the attention of the marketplace.

More Exit Planning Articles

Ready to learn more? You may find these additional resources to be of interest.

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Why Hire an Exit Planning Consultant


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