First impressions are critical
By Jason D Tuzinkewich – CBI
When selling your business, one of your biggest hurdles will be that first management presentation or facility tour. This is the first time you’ll meet the buyer face-to-face. This is often a two to six hour meeting.
We’ve had sellers knock it out of the park. And we’ve had sellers who thought they nailed it, when we knew the buyers were never coming back. First impressions are critical. This meeting can’t be taken for granted.
Don’t
– claim perfection
– make it all about you
– guess at numbers
Do
– Clean up
– highlight your key people
– be transparent
– ask questions about the buyer
– practice with your advisor in advance
