Selling: What Does An Intermediary Expect From You?

If you are seriously considering selling your company, you have no doubt considered using the
services of an intermediary. You probably have wondered what you could expect from him or
her. It works both ways. To do their job, which is selling your company; maximizing the selling
price, terms and net proceeds; plus handling the details effectively; there are some things
intermediaries will expect from you. By understanding these expectations, you will greatly
improve the chances of a successful sale. Here are just a few:
• Next to continuing to run the business, working with your intermediary in helping to sell the
company is a close second. It takes this kind of partnering to get the job done. You have to
return all of his or her telephone calls promptly and be available to handle any other requests.
You, other key executives, and primary advisors have to be readily available to your intermediary.
• Selling a company is a group effort that will involve you, key executives, and your financial and
legal advisors all working in a coordinated manner with the intermediary. Beginning with the
gathering of information, through the transaction closing, you need input about all aspects of the
sale. Only they can provide the necessary information.

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