Is the MeSoRe applicable to the sale of one’s business?
1° What is MeSoRe?
The Me So Re, you have probably heard of it: “Best Alternative Solution” also called “Best Fallback Solution” or its acronym BATNA “Best Alternative To a Negotiated Agreement). This method, written and detailed in the 80’s by Roger Fisher and William Ury, has existed since the dawn of time. This method consists in preparing the outcome of a failed negotiation or in planning an acceptable exit for both parties.
This tool is presented in textbooks as an effective way to succeed in negotiation, especially – and this is where it was proposed – when “the other side is more powerful”: “A negotiator who has a MOESORE,” write Fisher and Ury in How to Negotiate Successfully (1982), a translation of their best-selling book Getting to Yes (1981), “is therefore better able not only to determine the minimum agreement he can accept, but also to obtain it. Seeking his MEASURE is certainly the most effective course of action he can take when confronting a seemingly more powerful negotiator.
2° The transfer of position
In any classic negotiation, the position of power changes instantly from one party to the other when the order, agreement or contract is signed. Until the signature, the buyer knows the price he is willing to pay to commit himself, he knows the price he is able to accept, the seller is dependent on his decision. It is the customer who, at a given moment, will accept the seller’s offer or will impose conditions that the seller will accept (or not). The seller is ready to commit to his offer from the beginning of the negotiations, since he is usually the one who wrote it. He therefore expects to receive demands from the buyer, such as: Price reduction, payment terms, manufacturing or delivery times, warranty and after-sales management etc.
In this case, the seller can rely on a MeSoRe that he will have prepared beforehand. The balance of power is reversed as soon as the signature is effective. As soon as the contract is signed, the seller is no longer in a state of uncertainty and now knows the conditions that have been agreed. In general, they are within the limits he had set himself. The uncertainty changes sides at this precise moment, because the buyer does not know if he could have paid less, obtained more services, if he went to the maximum of the possibilities of negotiation.
3° What about the sale of a business?
Selling your business is a little different, it is unique, even if the customer can find similar ones, you must remain his favorite target. While it is true that it is not always easy to find buyers, once one or more players are interested in the business there is a strengthening of the seller’s position. There is only one company to sell, while several buyers are potentially interested. The Mesore of each of them are then divergent. The seller must be able to determine precisely the conditions he would be ready to accept and be able to fall back on a second target as soon as the main target is considered to be failing. This is why a meticulous preparation is essential in terms of valuation as well as in terms of strategy. The MeSoRe will be built with the support of the advisor chosen for this sale.
In the case of the buyer, it will be necessary for him to fall back on several targets, although in general this situation is more difficult to apprehend for the buyer than for the seller, if he is well accompanied.
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They trust us
Actoria has allowed me to quickly diagnose the dysfunctions in the processes of our company, to offer optimizations and to implement them. Actoria has also successfully supported us in all phases of our company’s transfer to a group in our sector: preparation of my company, identification of buyer partners, negotiation up to the entry of the partner’s capital. Actoria brought us negotiation expertise and found us a good partner.
We were relatively anxious to find a solution because my health was deteriorating rapidly. Actoria’s consultant allowed me to successfully carry out my company’s sale. Its action has been crucial to carry out this delicate project because it involved all of our day-to-day activities. This project was close to my heart and was becoming increasingly necessary. The impulse given by Actoria was decisive to make it happen.
Olivier de BellevueBrehm
First, Actoria made an effective diagnosis of the strengths and weaknesses of our company and then proposed to take them into account in our management in order to increase the value of our company. Actoria led this project with my entire management team which made it possible to involve all the operatives and to be able to quickly implement a solution to enter the capital of an investor supplemented by the entry of certain executives of my company as well as a bank.
Romuald SoblesseKaufmann SA
I couldn’t be happier with the result, but I am especially pleased with my decision to work with Actoria. The success of this mission was the direct result of Actoria’s hard work and sophisticated professionalism on my business. From our first meeting through the reasonable preparation process, all phases of the transfer, legal and financial operations were managed by the Actoria team. Their skills were even more evident when the complexities of this transaction were at its peak.
Hervé RoduitOmega Group
Hiring Actoria made the difference to achieve my original goal and move on to my next professional challenge. Selling a company like AMR in this market has not been an easy task. Actoria has demonstrated perseverance in identifying good buyers with knowledge of my industry in order to continue the development of my business, and has provided professional advice throughout the process.
Nicolas RafaleAMR SA
The company’s sales process has been a very long and difficult journey. The professional support of Actoria made this effort much easier. I would especially like to thank the consultants from Switzerland and France for their very effective collaboration. Your consultants proposed creative solutions during the negotiations to effectively overcome significant obstacles in order to conclude the agreement. Their experience, knowledge and professionalism contributed to the success of this transaction.
The question of selling a business in France arises sooner or later. How to find the right buyer in Europe ? How to successfully transfer my business in Europe ? When you want to hand the hand over to a successor, buyer, buyer or investor, the terms used are various: delivery company Europe, sale company france, sale company Europe, sale company Europe, sale small business in Europe. Whatever the terms used for the sale of your company in Europe, you can put your company on a list of companies for sale in Europe, a business exchange, or seek advice from a fusacq, a specialist in business transfer in Europe. With him you can think about the best buyer: family,employee,investment fund, external buyer. Sometimes it can offer you other solutions such as a getting closer to a company, a merging or establishing an alliance with another european company.
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