How well do you understand the potential buyer of your business?
If the answer is “not very,” your odds of conducting a timely sale at your preferred price are diminished. Understanding the most common business buyer personas is one of the most overlooked aspects of a successful sale. This is because each potential buyer typically has a specific roadmap for strategizing, operating, and growing a business.
Parties interested in buying a business most often come in four distinct categories. In this post, we will detail these four buyer personas. This explanation will help you tailor your sale opportunity to encourage a fast exit on the most favorable terms possible.
The Strategic Buyer
Business sales to competitors — or other firms in related industries — represent one of the most common types of exits. These are full ownership acquisitions, with the seller often having nothing to do with the business post exit.
If you are pursuing strategic buyers, it is imperative to take steps to enhance the value of your company before entering negotiations. Business owners who can lower operating expenses without adversely impacting revenue or profits will have greater leverage at the negotiating table.
That is critical, because strategic buyers are typically deeply informed about the industry. Buyers who already operate in your space (or in a related niche) have a thorough understanding of the relevant market dynamics. They are also in a stronger position from which to assess your firm’s value, so it is important to ensure that any weak spots are addressed before exploring a sale.
Strategic buyers will typically buy all business assets as well as existing equity, although this is not always the case.
The Private Equity Buyer
Private equity buyers offer capital in exchange for an ownership stake in the business. The amount of the stake is variable, ranging anywhere from one percent to a full buyout.
Private equity firms typically take ownership stakes with an eventual exit already in mind. The goal, in most cases, is to sell the stake they acquired for a better price within three-to-five years. Business owners, meanwhile, often retain either controlling or minority interest in their firm following an equity sale.
Private equity buyers are squarely focused on generating the best possible return on their investment and may take a more limited operational role within an invested business. These buyers also have a finely tuned understanding of risk vs. reward and may submit a lower buy offer based on this assessment.
Sellers should be aware of this tendency and then mitigate it by de-risking the business as much as possible. This can be accomplished by ensuring that written agreements are in place for all key business relationships; properly incentivizing top employees; identifying and registering all intellectual property and demonstrating full legal and regulatory compliance.
The Management/Employee Buyout
Management or employee buyouts occur when staff members come together to buy a business from current management.
This is typically one of the easiest business sale transactions to conduct. Employees know their business better than just about anyone, giving them a privileged perch to evaluate the competitive strengths, weaknesses, and overall value of a firm.
Employees also have a keen understanding of potential growth opportunities, which can make them motivated buyers in many cases.
These types of sales are also notable for the benefits provided to buyers in terms limiting uncertainty and disruption. Business sales can be unsettling for existing staff members, who may worry about the impact a sale will have on the company or their jobs.
Management buyouts are often financed with loans, but they may also be financed by placing a portion of employee salary and benefits into a stock ownership fund. Once enough employees participate — or the fund is sufficiently capitalized — the ownership transfer can take place.
The Individual Buyer
Individual or solo buyers typically acquire businesses with the expectation that it will provide them with a significant source of income or compensation. These are often people who want to own their own business, but who do not have the time or entrepreneurial skill to build it from the ground up.
Individuals buyers often seek outside financing from banks, investors or other third parties to complete a transaction.
Because individual buyers often rely on newly acquired firms to provide immediate cash flow/income, they tend to be focused on short-term operational concerns and revenue streams. Sellers should ensure that their businesses are operating as smoothly as possible, as any disruption that could threaten short-term revenue could be a deal-breaker for an individual buyer.
The Takeaway
Understanding your market of potential buyers is vitally important in terms of securing a prompt sale at your preferred price.
By learning what motivates buyers — and understanding the concerns specific to each buyer category — you can tailor your opportunity to generate maximum interest.