How to Prepare for a Meeting with a Potential Buyer of Your Business

hosted by: David Mariano, Director and head

of the firm’s Buy-Side advisory practice

How to Prepare for a Meeting with a Potential Buyer of Your Business

Preparation is essential when you are planning to meet with a potential buyer for the first time. Your presentation doesn’t have to be flawless, but you’ll want to be sure you are ready for this high stakes situation.

Andy Male, Director of Western Reserve’s Healthcare and Technology practice, is back with us for a conversation about preparing for a meeting with a potential buyer. After listening, you’ll know what to do beforehand and what to bring with you to this very important meeting.

Key questions in this episode:

* Why is it important to have an agenda set for these types of meetings?

* What does a typical management presentation look like?

* Why would a buyer want to get to know me and my management team at a dinner beforehand?

* How do you handle meeting location and facility tours?

* What is the function of the management presentation (at 09:26)?

* How detailed should the “growth opportunities” section of the presentation be?

* Who, from my management team, should attend the meeting?

* Should the management team practice the presentation?

* What is the format of this kind of meeting?

Key points in this episode:

* The value of a well delivered, coordinated presentation.

* How these meetings are two-way conversations.

* How to manage sensitive details during a buyer’s plant visit.

* How to handle the weakest link in your management presentation team.

* Preparing for common (and often challenging) questions.

* The importance of circling around your 10 to 15 key points (at 18:50).

* Tips on keeping your eyes on the prize.

Resources mentioned in this podcast

* Click here for access to training and templates

Listen to Fully Invested below: