Most conversations about selling a company start with price. In our experience, that is rarely the question owners think about most.
The questions that tend to matter are quieter. What happens to the people. Whether the customers will still be looked after. Whether the name on the building survives. Whether the person who took the call for twenty years will still be there next year.
Why owners talk to us
Sometimes there is no obvious successor in the family, and no realistic internal buyer.
Sometimes the business has clear opportunities it cannot pursue alone, because the same few people are already handling customers, suppliers, hiring, pricing and operations.
Sometimes the owner simply wants to reduce personal exposure after decades of carrying the company, without handing it to someone who will dismantle it.
Sometimes the customers have become regional and the company has not.
What we look for
We are interested in established businesses with real customer relationships and a defensible position in their market. We are far less interested in fashionable categories with weak fundamentals.
We do not require the owner to leave, and we do not require the owner to stay. Both can work, provided the arrangement is honest from the beginning.
What happens after
Our starting assumption is continuity. The local brand, the management team, the customer relationships and the way the business serves its market are usually the reasons the company is worth partnering with in the first place.
Where we expect to add something is in the areas that are difficult for a single company to build alone: procurement, systems, data, specialist management capability, access to products, and the ability to serve customers across borders.
We would rather make a small number of changes we can justify than a large number we cannot.
How a conversation starts
Usually with a conversation that commits neither side to anything. No process, no adviser, no timetable. If it becomes serious, it becomes serious slowly.
Everything you share with us is treated as confidential.
Confidential enquiry
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