We frequently come across a situation where a client wants assistance to dispose of their company. After briefly reviewing the business’ performance and planned outlook it then becomes clear that in the current state of the business the potential proceeds are likely to fall significantly short of the client’s hopes. Our advice in this case is that it would be a pity to sell in the short term as much could be done to improve the value of the business prior to disposal

The key is to treat the business as a strategic asset and to pay attention to the drivers that influence the value of the asset.  The value drivers of this asset include:

• Clarity of vision of the company’s position in the market in terms of products,...
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