You may never have considered before the positioning of your company within its market, relative to various types of customers and their needs and purchase behaviors, and compared to competitors and their options. But buyers will evaluate what makes your business unique. Think about the factors that might make your Company attractive to acquirers. These may include resources, unique capabilities or skills, the attractiveness of the market in which you compete, the power of your reputation and brand, the quality / knowledge / experience of your team, your customer list and loyalty, intellectual property, a clear and compelling growth strategy, expected synergies with the buyer, confidence in the predictability of future cash flows.

• • Create a Growth Narrative: Articulate a clear vision of future opportunities for the business under new ownership.
  • Develop and/or refine a compelling growth strategy: What is the goal or target that everyone involved in the business can see and understand? How, specifically will you achieve that goal? In what timeline? With what specific objectives and tasks to be carried out? Who, specifically, will execute each of these tasks? How will you know they are accomplished (what are the measure/metrics of success)?
  • Consider commissioning a sell-side market study: The sell-side market study is primarily designed to accomplish three objectives: 1.) Help acquirers become comfortable with a market that they may not completely understand or acknowledge is attractive. 2.) Help potential buyers understand the positioning of the company within this market ) Help prospective acquirers see clear and obvious paths for growth for this company in this market. You should also be prepared to define your market carefully. Draw a fence around your chosen market. What is included and what is excluded. Why? What are the market trends and drivers that you take advantage of. What are the threats and concerns on the horizon impacting your market? Where are the most logical opportunities to expand your definition of your market, and why would you choose to expand there.