Buying & Selling a Business
A medical practitioner group was looking to expand its practice to a new market. It identified a potential acquisition that had many attractive characteristics and that would complement its needs. However, the seller had already refused other offers that didn’t meet his excessive asking price.
We began the engagement by surveying the local market to best determine a “market” value for the practice. Our findings supported our client’s inclination, indicating a value that was considerably less than the price offered by the seller. Despite the disparity, we knew that the seller had already refused two offers (from other potential buyers) that exceeded our valuation.
Rather than submitting an offer in writing, our strategy was to speak with seller directly. We had predicted that the seller had overestimated the business’ value because he had erroneously factored in a sentimental value – the practice represented his life’s work and it, therefore, was especially valuable to him. Thus, we believed that his emotional tie to the business would demand careful attention throughout the negotiation if we had any hope of procuring the business at such a substantial discount to his asking price. We felt that it was critical that we negotiated in a forum that allowed his emotions and sentimentality to surface and be addressed; thus we insisted on beginning the process with face-to-face conversations.
Our strategy proved to be effective. Our client purchased the practice according our valuation, and the seller walked away happy that he had found “the right buyers” for the business he had built and nurtured throughout his career.
Other negotiation examples include:
Negotiating a Private Placement
Negotiating a Commercial Lease
Real estate transactions
Buying/selling a business
The Practitioner Advantage
Each member of the Consensus team has more than fifteen years of field experience, working on behalf of clients as their negotiators and mediators. As practitioners, we routinely test and apply cutting edge strategies and theories as part of our various client situations, ranging from hostage situations to billion-dollar business transactions to political standoffs.
Accordingly, we are highly informed about the strengths inherent to different approaches and frameworks, and how various theoretical concepts would or would not apply to your contexts. Our practitioner experience translates into more concrete advice based on firsthand experience, a true understanding of how theories play out in the real world (and when popular ideas would fall short), and an ability to relate to professionals at all levels of seniority – including members of your C-suite.