Due diligence is an umbrella term that describes what business buyers do before they close on any transaction. Typically, the entire due diligence checklist can have 200-300 items on it and often these questions are segmented by operational department.
When selling a business, most owners are prepared for tough questions about their IT systems, HR and hiring practices, the backgrounds of key employees, contracts with clients and suppliers, and ultimately the continuity of the business post close.
However, one area that far too many business owners do not spend adequate time preparing for prior to due diligence is the optimization of their sales organization. Why does this matter? Because more and more buyers are drilling deeply into the sales process to determine how valid the projections are regarding future growth.
Ultimately, this is what drives the value of the company (buyers are buying your future, not your past). Determining the longer-term viability of the sales forecast, essentially by looking at it from the ground up, is becoming ever more critical.
A recent article on the Axial network written by David Winkle, Founder and President of Peak Performance Sales Solutions, is very informative on this topic, as it is written from a buyer’s perspective.
One of most important lead measures of future revenue is the sales forecast, which is typically derived from the company’s Customer Relationship Management (CRM) tool. If the CRM is set up correctly and used consistently by the sales team, the software will generate a revenue forecast by adding up the estimated revenue size from all the deals in the pipeline and assigning a probability and close date.
Now in a perfect world, every sales person in your organization would (on a daily basis) update their clients/prospects in your CRM by assigning dollar amounts to each potential transaction, probabilities, and closed dates.
In the real world, we all know how tough that is to get done. However, what will impact you most in due diligence is if you simply project your historical compound annual growth rate for the next five years.
Although that may prove to be true, the reality is, buyers want to be able to quantify the probability/likelihood of future revenue, especially by key clients. If you are simply guessing or estimating, this will come up in due diligence and may scuttle your deal.
Remember this: Buyers hate risk.
The more you can reduce risk, the better your deal structure will be and so, too, the likelihood of the deal actually closing. As part of your business exit strategy, train your sales staff to use some sort of predictive sales modeling tool long before you enter due diligence. It doesn’t have to be rocket science, just defensible. And fairly accurate.
Don’t assume buyers will “trust your gut” when it comes to forecast revenue. The more granular you can get, the better. Definitely forecasting by key clients is important, but also doing so by your major markets is critical.
To learn more about the entire exit planning process and to dive deeper into the due diligence process, please call us at 972-232-1121 or visit our website, provide us with your contact information and we will be in touch to discuss your specific situation as well as give you details regarding our educational M&A conferences. To learn more, follow these links:
By Carl Doerksen, Director of Corporate Development at Generational Equity.
© 2018 Generational Equity, LLC. All Rights Reserved.
We are extremely pleased with the way Generational Equity handled the sale of our company. Your associates, Tom and Chris, did an outstanding job of getting us (me) through the process.Michael J Polarek, President, Paragon Packaging
We were happy to see the interest in our company and what we cherished has not just a valuable company but an important company to the communities we served in.Larry Moore, Owner, A Company Portable Restrooms
We are very happy with the end result, and are very happy to be able to move forward with all of our future growth plans.Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.
Thanks again Phil and feel free to have a future client call me if they would like a referral. You are a true professional!Andy Graham, Vice President, Modern Heating & Plumbing
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I would like to thank you and your firm, Generational Equity, for being our valued advisors in our journey.Bil MacLeslie, CEO, ipHouse
Thank you again for all your guidance and support. Any company will achieve what they intend, if they have you on their team!Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.
The help you provided us during each step of this process made us feel very comfortable and confident we were selecting the right approach to transition our Company.Andy Graham, Vice President, Modern Heating & Plumbing
Your wisdom and experience were invaluable to me during this once-in-a-lifetime transaction.Ralph Noblin, President of Noblin & Associates
Generational Equity’s assistance was invaluable in compiling and marketing our business.Bil MacLeslie, CEO, ipHouse
The process was much more involved than I expected and your help, experience and advice was a big factor in making the negotiations go as smoothly as possible.Terry D. Wickman, President, Keytroller
Generational Equity educated and informed us – so that we could be on the upside of a good decision (to sell).Bil MacLeslie, CEO, ipHouse
Michael worked tirelessly, He followed every lead meticulously and urgently to make sure nothing was missed.Robert Evans, President and CEO of Mealtracker Dietary Software
We knew it would be a difficult task to have someone really understand our business and our market, prior to researching a possible buyer, so it was imperative that we found someone of your caliber, with definite proven experience in this area.Rick Nowak, President/CEO, Kurz Electric Solutions, Inc.
We will highly recommend Generational Equity and Musa Jagne to any business owner about to embark on the same process.Karen S. Williams, CFO, BW Manufacturing
I quickly recognized that Don was working for Sharpe Mixers above all else, and held our interests above others.Jay Dinnison, Owner of Sharpe Mixers
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Bruce and I wanted to take this opportunity to thank Generational Equity for assigning Musa Jagne to our transaction. In Bruce’s words, “Musa did one hell of a job for us!”Karen S. Williams, CFO, BW Manufacturing
Tom Staszak is one of the most professional people I have dealt with in my last forty years of business. You’ve got a great group of people and you have built a truly professional organization.Michael J Polarek, President, Paragon Packaging
I wanted to write you a quick letter to express our appreciation and our delight on the outcome of helping us through the process of our recent sale. We are very happy with the end result, and are very happy to be able to move forward with all of our future growth plans.Terry D. Wickman, President, Keytroller
We thank you Eric and Generational Equity making our dream come true.Larry Moore, Owner, A Company Portable Restrooms
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