Familiarity with the company and its industry enables us to provide competitive advisory services. We use Concorde MB Partners’ know-how and our exclusive subscription databases to prepare for successful negotiations with potential buyers and their consultants.

When preparing a typical engagement, Concorde MB Partners does the following steps (or most of them):

• We clarify the conditions of success for the sellers.
• We analyse the company and its industry based on interviews with the owners, industry analyses, databases, newspaper articles, competitor analysis, and financial data of listed companies.
• We use multiple valuation models to prepare the company’s valuation. It may take the following forms: (i) relative comparative analysis based on regional and, if possible, global transactions, (ii) goodwill comparison with listed companies, and (iii) analysis based on the discounted cash flow model or an asset-based valuation, if the company is not profitable or only less profitable, or one otherwise characteristic to the industry.
• We identify and analyse the factors that determine goodwill and formulate a clear vision that can be well communicated to potential investors.
• Based on the relevant position in the production/service value chain and the synergies for various actors, we search for potential investors. We ourselves do research in Europe, Asia and the United States, leveraging IMAP’s global reach, relationships and market knowledge.
• Based on their investment conditions and potential synergies with their portfolio companies, we examine potential financial investors (private equity funds, entrepreneurial funds, family offices, wealthy individuals, experienced management candidates, etc.).
• We will, in consultation with the Customer, evaluate and rank potential buyers based on (i) strategic match, (ii) synergy effects, (iii) their previous acquisitions and (iv) financial standing.
• We produce an information leaflet that provides a good insight into the potential of the Company and provides a reliable and attractive image of the Company.
• We define a plan including the number of buyers, their respective profiles and the suggested order of contacting them.

After the initial period, we also suggest the most appropriate starting time for the sales process. This depends on external market factors, the Company’s marketability, but also includes possible approaches to different investors to maximize the price to be acquired for the Company.

Concorde MB Partners contacts potential customers and coordinates communication between the parties. We ensure the efficient execution of the sales process, including the following: (i) establishing and following an appropriate schedule, (ii) contacting the buyers and their feedback, and (iii) organising management-level meetings and preparing the management of the selling company. In the meantime, we continue to maintain a dialogue with interested prospective buyers.

• As soon as a decision has been made to contact the potential buyers, Concorde MB Partners contacts them and provides them with the information leaflet following the signing of the confidentiality statements.
• We then begin discussion with potential buyers to determine their plans for buying the company and the purchase price they offer individually. We introduce the potential buyers to our client.
• We analyse the indicative offers received and, depending on their number, content and the seriousness of the interest of the prospective buyers, make proposals to the sellers regarding the further process of the selling of the company.
• After finalising the letter of intent, we will organize a data room to coordinate the company’s business, accounting and legal due diligence in consultation with the company’s lawyer and accounting department. Potential buyers are then given the opportunity to verify the accuracy of the information and data they have previously received.
• Final negotiations and closing of the transaction take place in cooperation with the buyer’s and seller’s consultants.

Concorde MB Partners’ sales experience and thoroughness ensure that the client begins negotiating with the best potential buyer(s). During the negotiations, we verify the fulfilment of our client’s goals in terms of the purchase price, the extent of the seller’s additional commitment, warranties and other terms of the agreement. At the same time, we are closely watching the buyer and the seller so that the transaction does not fail due to misunderstandings and personal conflicts.