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How Long Does it Take to Sell a Business?

How long does it take to sell a business?  Milestones in a sale process are outlined in the following chart.

Milestone         

Timeframe

Preparation of the marketing materials (by the advisor in concert with the seller) and due diligence materials (by the seller).The documentation including a teaser, CIM and buyer list, while iterative with the seller, can be completed within four weeks.

Preparation of the due diligence materials is highly company dependent and can take from several weeks to several months.

Engaging potential buyers and securing expressions of interestPotentially to many parties; up to 2 months
Management meetings and supplemental information provisioning; securing and negotiating the final LOI.With the top 3 to 5 parties; up to 2 months.
Due Diligence and drafting/negotiating the purchase and sale agreement.With the final party; 45 to 60 days.

Total

7 to 9 months

Real-Life example

Having said that, the following is an actual example of a divestiture of a private company.  In this case, the owner and 100% shareholder wanted to retire and was well prepared to initiate the process.  The business was a very profitable software business operating out of one location servicing a diversified customer base.  In short, an attractive acquisition opportunity supported by a motivated seller.

The engagement letter to commence the process was signed May 11th, a Wednesday.  That Friday we met with the company for an information gathering and strategy session.  One week later we met again, this time having completed a first draft of a potential buyer list, a Confidential Information Memorandum (CIM) and the teaser.  First emails and calls to potential buyers commenced on may 26th; first books (i.e. CIMs) were sent on June 10th; and expressions of Interest (EOIs) were requested by June 30th.

Getting a sense of market interest and indicative value can be a fast process; in this case about seven weeks.  Key contributors to a speedy process are client readiness and working as expeditiously as possible on the factors that the selling team can control.  While only half-way through the process (with management presentations, requesting and negotiating LOIs and due diligence yet to come), the selling team will have a good sense of the market interest and whether a good deal is possible at this point in the process.

Time is of the essence

Many things, both economic and company specific, can change during the selling timeframe and it is strongly in the seller’s and advisor’s interest to complete the process as quickly as possible.

Recommended Further Reading

For more on the various stages of a sale process, see:  What are the Steps in Selling a Business?

To familiarize yourself with the documentation used in the process, see:  Terminology and Documentation

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