Q&A for my SME transfer

This approach avoids the disillusionment that is bound to occur when a client gives a mandate to a board that offers a transfer price that is completely off the market. In addition to the disillusionment, there is the loss of time and damage to the business that results from this unsuccessful exercise. These professionals base their strategy on the law of averages. The more mandates they have, the greater their chances of completing a business transfer, which consequently results in a very low success rate.

Our strategy is the exact opposite of that of these operators. We aim for a 100% success rate. We therefore only accept mandates for the sale of SMEs that we consider feasible. So no false promises, no smoke and mirrors. The only promise we make to you is that we will devote sufficient resources to your file, so that we can claim to believe that no other professional can achieve a better result.

Do you have experience in my field?

This question is often asked. For us, it is the equivalent of asking a doctor, “Have you ever treated an engineer? Certainly previous industry experience can help initially, but every business is unique and every industry evolves. Past research needs to be redone and updated just like medical tests. What is more important is prescribing the right tests and knowing how to analyse them well.

This is why it is more important for our clients to be assured that we know our business better than they do. In addition, we always strive to have a good understanding of the issues and trends in the sectors, the business environment and the objectives of the management. This is what we believe in, offering tailor-made services.

To our clients who ask: do you have the skills to sell my SME, we explain that we provide all the skills necessary for the success of the sale of your SME, particularly financial, accounting, but also legal and tax, through our lawyers and tax partners.

Why should I call on a consultant for the sale of my SME?

For an entrepreneur, his business represents an important personal asset because it often contains the fruit of a lifetime of work. For a senior executive, the sale of a subsidiary or a division represents a huge challenge that can have a major impact on the parent company’s balance sheet. In either case, there is no turning back once the deal is done. It is therefore important not to make a mistake. Actoria Conseil provides you with the expertise you may need at each stage of the process of transfer or merger between companies.

The board is often called upon to play certain roles that are specific to it. One of the most important is to maintain the interest of the buyers at a high level and to assist them in their approach in order to ensure that they submit an interesting offer. It is difficult for the seller himself to do this without giving the impression that he is in a weak position vis-à-vis the buyer.

The advisor also acts as a buffer between the seller and the buyer, preventing any conflict that might result from excessive emotionalism and ensuring that the channels of communication between the parties always remain open. But beyond the technical considerations, the consultancy allows the management team to free itself from the time and energy required for the transfer or sale of an SME and to devote its daily efforts to the smooth running of the business. The health of the business is therefore not likely to be affected during this period, the opposite often having a disastrous effect on the interest of potential candidates.

How can I be sure that I am getting the best price for my business?

The best way is to identify a “strategic buyer”, i.e. a buyer for whom your company will complement their existing business and bring synergy. This type of buyer is usually willing to pay more for your company than any other type of buyer.

But whether or not there is a strategic buyer, enough buyers must be interested in order to create competition between the offers. This is a method that Actoria Conseil uses routinely in the execution of its mandates. We draw up a list of potential buyers from our own databases and specialised directories. If the situation is appropriate, we will also use our international network.

The final element of our strategy is strategic negotiation with potential buyers. The contribution of the board can be decisive in this respect. And it is much more than just getting the best price for your company. An experienced adviser will use creativity and imagination to try to satisfy the aspirations of his client, of course, but also those of the buyer, knowing at the outset that only when both parties are satisfied can a sale be concluded.

What is my role with regard to the firm?

We believe that our involvement should be in a spirit of partnership.

You must participate in the operation in the following way:

By trying to make the bride more beautiful (putting the company in order, widening and rationalising the product range, adapting the geographical scope, widening the customer base, moving, etc.).

By keeping an active role during the operation (presence in management clubs, speaking at conferences, in the press, winning a prize,…)