El proceso de venta de una compañía es largo y desgastador. Sin embargo, preparado con tiempo, puede traer grandes beneficios para sus dueños.
It has at least 5 distinct stages or phases:
Phase 1, o Sale DecisionThe sale of the company is the decision to sell the company and includes the definition of strategy, preparation, and obtaining information through a valuation and professional advice. Realistic sales goals must also be set, both in terms of values and associated conditions and milestones to which a staged sale could be subject.
Phase 2of Preparation: En esta etapa se levanta una posible lista de candidatos, es decir los compradores potenciales. Éstos pueden provenir de la red de contactos de los dueños, ser proveedores, o incluso clientes, como también provenir de la amplia red de contactos de firmas especializadas, como Valoriza.
Phase 3 from Negotiation. En esta etapa idealmente recién se toma contacto con los posibles compradores, a pesar de que a veces éstos llegan antes de prepararse. Se le presenta información financiera, contable y estratégica a los potenciales compradores de manera táctica y planificada, para efectos de lograr un mayor poder negociador.
The Phase 4 from Due Diligence, where the review and audit of the company, its accounting and internal information of all kinds is carried out. This stage consists of the verification, by the buyer, that the information received has been reliable.
Phase 5 and final, which is where the the negotiation end in light of the due diligence and the deal is closed in an agreement between the two parties, usually in what is known as an MOU, or memorandum of understandingwhich specifies the terms of the sale, payment terms and other critical aspects of the agreement.
Purchase and sale processes can take between 9 and 24 months., con una probabilidad de venta promedio a 2 años siendo de 20% a 60%. El porcentaje de los interesados que hace finalmente una oferta fluctúa entre el 10% a 20%. Un gran porcentaje de las ofertas son a precios menores de los definidos por las metas de los dueños. Esto es común, pero no significa que se debe acceder a un precio menor! Una asesoría profesional puede hacer toda la diferencia.
For this reason, it is essential to have a previous process of valorization The company's value of the company, in order to be able to negotiate with knowledge and clarity with respect to its real value. In addition, professional advice in the sale process will help to avoid problems and risks that may arise when facing a negotiation. In this way it will be possible to maximize the value of a company, negotiate a fair price and reach a beneficial agreement for both parties.
