Creating a Project Dossier for the Company

Concept

When selling a sizable SME or considering a non-family transfer, preparing a project dossier is often recommended, particularly for businesses with strong goodwill in industries such as telecom, biotechnology, and new technologies.

What is a project dossier?

A project dossier is a quantified representation of the company’s development during the transfer phase. It serves as a descriptive document for potential buyers or investors to assess risks and decide whether to proceed with the transaction.

The project dossier should emphasize the company’s need for equity financing over a specified period and typically includes:
– Valuation of the company (discounting future cash flows)
– Evaluation of legal and financial arrangements for the SME’s sale in leveraged deals
– Projected operating accounts
– A table of projected uses and resources

Forecasts should span 3 to 5 years, showcasing key operating factors and sensitivities.

Projected Uses and Resources

These include:
– Planned investments
– Financing (for investments, working capital requirements, etc.)
– Changes in working capital requirements (WCR)

Projected operating accounts in the sales project phase should encompass:
– Forecasted sales: by company, by product/service
– Forecasted margins: by company, by product/service
– Operating expenses: payroll (evolution, recruitment plan, etc.)
– External expenses, and more

Construction Guidelines

A project dossier for a company in the sales project phase must possess three key attributes:

– Realistic and credible: Potential buyers may condition certain financial terms on the dossier’s completion.

– Cautious: Generally, only events with high probability or clear identification should be considered.

– Ambitious: Exercise caution regarding the confidentiality of incorporated data.

Specific construction rules must be followed, paying close attention to consistency with the company’s past (a prior diagnosis during the transfer phase is often indispensable) and alignment with market and competitive conditions.

Given the dossier’s importance for the success of the transaction, it may be necessary to seek assistance in its preparation. Actoria, for example, offers expertise in this area.

FAQ

What services does Actoria provide?
Actoria specializes in mergers and acquisitions advisory for small and mid-sized businesses. Our services include company sales, succession planning, buy-side and sell-side mandates, business valuation, financial diagnostics, investor sourcing, negotiation support and full transaction execution until closing.

Who does Actoria work with?
We support SME owners, family-business leaders, shareholders, entrepreneurs, private investors, and corporate groups seeking to acquire or divest businesses in Europe and North Africa.

In which countries does Actoria operate?
Actoria has local teams in Switzerland, France, Belgium, Luxembourg, Morocco and Tunisia, and manages cross-border deals across Europe, Africa and the Middle East through an international buyer network.

How many potential buyers are in Actoria’s network?
Our proprietary network includes more than 6,500 qualified industrial buyers, strategic acquirers and financial investors, allowing us to match sellers with high-quality counterparties.

Does Actoria support confidential business sales?
Yes. Confidentiality is fundamental to our process. All discussions, documentation and buyer approaches are handled discreetly to protect the interests of the seller and the business.

What industries does Actoria cover?
We advise companies across multiple sectors, including industrial production, manufacturing, services, IT and digital, healthcare, logistics and distribution, construction, and specialized B2B services.

What is the typical size of businesses Actoria represents?
We primarily advise SMEs with revenues generally ranging from CHF/EUR 2 million to 100 million, depending on jurisdiction and market.

How does Actoria determine the value of a business?
We perform detailed financial and strategic analysis using multiple valuation methods, including discounted cash flows, market multiples, asset-based methods, and sector benchmarking.

How long does a business sale process take?
A standard transaction typically takes 6 to 12 months depending on market conditions, buyer interest, company complexity and diligence requirements.

Why choose Actoria as an M&A advisor?
With over 20 years of experience, a senior advisory team, a structured methodology, and an extensive network of qualified buyers, Actoria delivers independent advice, tailored execution and strong transaction results for SME owners.

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They trust us

Actoria has swiftly identified the inefficiencies in our company’s processes, proposed optimizations, and implemented them effectively. Furthermore, Actoria has provided outstanding support throughout all stages of our company’s transfer to a group within our industry. This includes preparing our company, identifying potential buyer partners, and negotiating up to the point of the partner’s capital entry. Actoria delivered expert negotiation skills and secured a valuable partner for us.

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Sylvain LibherTriplast

We were quite anxious to find a solution, as my health was deteriorating rapidly. Actoria’s consultant played a crucial role in the successful completion of my company’s sale. Their involvement was essential in executing this delicate project, as it impacted our daily operations. This project, which was close to my heart and increasingly necessary, was made possible thanks to the decisive momentum provided by Actoria.

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Olivier de BellevueBrehm

First, Actoria conducted a thorough assessment of our company’s strengths and weaknesses, and then suggested incorporating these insights into our management approach to enhance our company’s value. Actoria led this project alongside my entire management team, enabling the involvement of all key personnel, and swiftly implementing a solution that allowed an investor to enter our capital. This was complemented by the inclusion of some of my company’s executives and a bank.

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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.

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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.

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Nicolas RafaleAMR SA

The company’s sales process was a lengthy and challenging journey. The professional support from Actoria made this endeavor much more manageable. I would like to extend special thanks to the consultants from Switzerland and France for their highly effective collaboration. Your consultants proposed creative solutions during the negotiations, which effectively overcame significant obstacles in order to finalize the agreement. Their experience, knowledge, and professionalism played a crucial role in the success of this transaction.

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Gilbert SibersteinGroupe Janvic
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