Business Brokers and Advisors

I Can Do Sales & Marketing, So Why Should I Use A Professional Intermediary?

By on Jul 11, 2017 in News, Seller FAQ, Selling a Business | 0 comments


27 Reasons to use a Professional Intermediary


  1. To maintain confidentiality: it is difficult to be working in your business and talking to prospective buyers on phone, without “letting cat out of the bag”!
  2. Someone to coordinate the key participants: schedules phone calls and meetings.
  3. A professional intermediary regularly interfaces with “Deal” professionals: business attorneys, transaction accountants, and other advisors.
  4. To keep principle, players, and advisors focused…your professional intermediary generally only gets paid when the “deal” closes and YOU get paid!
  5. To maintain deal momentum: a professional intermediary manages the flow of information and documents. “Deals are like sharks”, they die if they don’t keep swimming forward.
  6. To negotiate the broad strokes and parameters of a possible “deal”. An intermediary is a professional negotiator; he/she does this for a living.
  7. To handle frustration levels: every deal is a roller coaster and a professional intermediary “wears a lot of hats” such as connector, dealmaker, psychologist, facilitator, delivery service, EMT, etc.
  8. To find the pool of potentially qualified buyers: An intermediary has the tools, databases, and experience to find and vet qualified buyers.
  9. To chase the buyer: it’s all about the follow up, & then more follow
  10. Intermediaries have broad third-party prospective from completed and failed deals.
  11. Intermediaries and some advisors know how to sell businesses; most sellers don’t.
  12. To deal with buyer competition: brokers create and manage it.
  13. Intermediaries coach sellers to answer buyers’ questions and concerns.
  14. The compensation basis of a professional intermediary is commission upon sale or partially contingent upon done deal.
  15. To determine the best selling price.
  16. To determine the best time to offer a business for sale.
  17. To develop a marketing strategy and plan its implementation.
  18. To perform financial analysis and recasting.
  19. To help the buyer obtain financing.
  20. To minimize interference with seller’s management or company.
  21. To perform a quick sale when an owner is facing a pressing crisis.
  22. To receive, present, and help evaluate purchase offers.
  23. To reconcile differences between tax returns and financial statements.
  24. To reduce frustration during the offering and sales process.
  25. To view the business from the perspective of buyers.
  26. To understand the local marketplace of businesses for sale.
  27. To properly field an unsolicited offer from a buyer which requires a professional intermediary’s expertise.

Post a Reply

Your email address will not be published. Required fields are marked *