Selling a business is a major undertaking and should not be taken lightly. Did you know that the majority of mergers and acquisitions fail or are completed at a price well below their true value due to a lack of preparation?
At Match Entreprises, we leave nothing to chance. Our mission is simple: to transform a complex and risky process into a major financial and strategic success. Thanks to our cutting-edge expertise, we protect your interests, attract the best buyers, and support sellers through every stage of the sale.
Discover here the 10 essential questions you need to ask yourself—the ones that cause other sellers to fail—and how our experts can help you avoid them:
Signing a letter of intent does not mean the money is in your account. In reality, a large number of transactions fall through at the last minute. The main causes? Poor negotiation management, a decline in the SME’s performance during the process (which often lasts 6 to 12 months), or disagreements over the payment structure (balance of the sale price, price adjustment clauses).
The Match Entreprises difference:
We are process management professionals. While we screen buyers and structure the transaction optimally, you remain 100% focused on growing your business. We control the pace of negotiations to prevent the deal from stalling, and we align both parties from the outset to eliminate roadblocks.
Without proper guidance, business owners often make critical mistakes that undermine the value of the business, scare off buyers, and literally jeopardize the success of the sale:
Poorly prepared financial statements: Unclear accounting scares off investors.
Excessive customer concentration: More than 15% of revenue coming from a single customer represents a major risk.
Lack of written contracts: Verbal agreements have no transferable value.
Lack of documented processes: If know-how isn’t documented, the business isn’t transferable.
Obsolete equipment: Technological lag is directly deducted from the sale price.
A weak management team: A business must be able to survive without its owner.
Neglecting intellectual property: Unprotected trademarks or source codes weaken your position.
Waiting until the last minute to sell: Selling under pressure (due to health issues or burnout) reduces your bargaining power.
Poor inventory management: Obsolete inventory hinders working capital adjustments.
Setting a price based on emotion: An unrealistic overvaluation discourages serious buyers.
Serge Naud’s team has more than 45 years of business management experience across a variety of industries. Having been a founder, owner, and shareholder of several companies himself, he knows every aspect of an SME.
In every business sale transaction, the Match Entreprises team identifies errors and shortcomings that could be improved or corrected to present a flawless case to buyers.
Read our full articleThe mistake to avoid is answering this question with a specific date or a simple “now.” The best time to sell your business depends on many factors: the company’s performance, market conditions, the owner’s goals, and the preparation for succession or the transaction. A response that is too hasty or simplistic risks leading to an ill-considered decision. Before considering a sale, it is essential to analyze the entire situation and carefully plan the process.
With Match Entreprises, the process of selling a business begins with thorough preparation: assessing the business’s value, organizing financial documents, and defining the seller’s objectives. This is followed by the search for potential buyers, preliminary discussions, negotiation of terms, and due diligence. Once the agreements are finalized, the transaction is closed, and a transition plan is typically put in place to ensure a smooth transfer of operations.
A rigorous sales process carried out by a firm specializing in business sales, such as Match Entreprises, is the key to success.
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The duration of the business sale process varies depending on several factors, including the company’s size, industry, level of preparation, and market conditions. Generally, it takes between six and twelve months to complete a transaction, and sometimes longer for more complex deals. The search for buyers, negotiations, due diligence, and financing can all affect the timeline. Thorough preparation in advance can often speed up the process and minimize unforeseen issues.
For over 30 years, Match Entreprises has supported entrepreneurs through every stage of the transaction, from valuation to the closing of the sale. Thanks to its extensive network of targeted buyers and its confidential approach, the company facilitates meaningful connections and increases the chances of achieving a successful “match” between seller and buyer.
The due diligence phase is a comprehensive review of your business by the buyer’s accountants and lawyers. This is where unprepared transactions fall apart: discrepancies between reported and actual figures, hidden tax or environmental liabilities, or problematic change-of-control clauses in customer contracts.
The Match Entreprises Solution
With over 30 years of experience as a mergers and acquisitions advisor, Serge Naud prepares your file with surgical precision. At Match Entreprises, we orchestrate a “pre-due diligence” process. We maintain complete transparency and structure the transaction so that the buyer can confirm what they’ve seen from day one. No skeletons will come out of the closet, ensuring a smooth transaction close.
If you’re the sole decision-maker, the top salesperson, and the only point of contact for your key clients, you’re not selling a self-sustaining business—you’re selling your job. For a buyer or an investment fund, the risk that everything will fall apart once you leave is too great, which drives down the value of your offer.
Match Entreprises’ Strategic Support:
As a specialist in transaction structuring and business development, Serge Naud helps you make your business “transferable.” We advise you on the best strategies for delegating responsibilities and empowering your management team 12 to 24 months before the sale, transforming your small business into an independent, highly attractive entity that is valued at its maximum potential.
Yes, confidentiality is an essential part of the business sale process. Premature disclosure of information can create uncertainty among employees, customers, suppliers, and financial partners. It can also disrupt day-to-day operations or affect the perceived value of the business. By maintaining confidentiality and sharing information only with serious buyers who have signed a confidentiality agreement, you protect your interests and ensure that negotiations proceed smoothly until the transaction is completed.
Match Entreprises systematically follows a rigorous method designed to sell your business:
A confidentiality agreement is put in place from the very beginning of the engagement.
Match Entreprises screens and qualifies potential buyers before granting them access to sensitive information.
The seller retains the right to review the presented buyers and may accept or reject their continued participation in the process.
Before receiving detailed information about the business, buyers must sign a confidentiality agreement. Information is disclosed gradually: first a summary, then a more comprehensive dossier provided only to serious and qualified buyers.
Failing to identify the type of buyer you’re looking for is a mistake, because not all buyers have the same goals, resources, or expectations. Without a clear strategy, you risk spending time on candidates who are poorly qualified or ill-suited to your vision for the company. By targeting buyers most likely to appreciate the value of your business, you increase your chances of securing better sale terms, facilitating negotiations, and ensuring a smooth transition after the transaction.
One of the advantages of Match Entreprises is its extensive network of qualified buyers from numerous industries and with varying financial capabilities. Thanks to this constantly updated buyer database, the team is able to quickly identify the candidates most likely to be interested in your business. This targeted approach saves time, maximizes opportunities, and increases the chances of securing a true “match” between a seller and a buyer whose goals, expectations, and vision are compatible.
Selling a business can have a major impact on your personal finances, as it converts a business asset into cash or investments. This is a fundamental issue. Selling your business can enhance your financial security, fund your retirement, or enable new projects. However, the tax implications—particularly capital gains tax—must be carefully evaluated. Payment terms, such as a lump-sum or installment payment, also influence how you manage your income and your long-term financial planning.
When you think about it, this may be the first question you should ask. As the owner of your business, you must indeed ask yourself questions regarding your strictly personal financial situation.
Match Entreprises bases its values on respect, personalized service, and, above all, transparency.