A successful business sale requires careful preparation—regardless of whether it’s a family-run enterprise or part of a corporate group. In practice, however, essential conditions for a smooth transition are often created too late or not at all.
Challenges in Family Businesses
In many family-owned companies, the absence of an internal succession—often because the children are not interested in taking over—leads to the decision to sell externally. A frequent stumbling block is the lack of a second-tier leadership team: without established, capable managers beneath the owner‑CEO, potential buyers often lack confidence in the business’s future stability.
Early installation and development of a competent management team is therefore essential to reduce dependency on the current owner and enhance the attractiveness of the company.
Particularities in Group Divestitures
In corporate contexts, divestitures are often strategically motivated—perhaps because a division fails to meet financial expectations or no longer aligns with the core business. Still, a potential buyer must not be confronted with unresolved issues. Open management positions, unclear responsibilities, or a lack of strategic perspective are deterrents.
The principle applies here too: do your homework before the sales process begins—especially in key areas such as operations, sales, and finance.
Other Key Preparatory Considerations at a Glance
Neben den Personalfragen spielen zahlreiche weitere Aspekte eine entscheidende Rolle für einen erfolgreichen Unternehmensverkauf:
- Legal structure: Optimize corporate setup, e.g. by spinning off non-essential assets.
- Contracts & documentation: Review and, if necessary, update customer, supplier, and employment agreements.
- Finance & reporting: Ensure transparent, traceable numbers based on clean year‑end accounts and reliable controlling.
- Tax situation: Analyze tax risks and structuring options before the sale.
- Compliance & risks: Identify and document potential legal and regulatory risks.
- Competitiveness: Assess market position, innovation capacity, and business model.
- Intangible assets: Document patents, trademarks, software licenses, or proprietary know‑how.
Conclusion:
A well-prepared business sale is not a matter of luck. The earlier you start preparing, the greater your chances of a successful outcome—both in terms of the achievable purchase price and the sustainable continuation of the business.
Leu Advisory Services. We get things done. Whether it’s your project of acquiring or selling a company, or your need for an interim manager during post-merger integration, we simply make it happen—with extensive experience, know-how, and great diplomatic finesse—together with you.