A large proportion of mergers and acquisitions fail, and often the cause of that failure can be traced back to the very earliest phases of the transaction timeline. This is why it is so essential to have a considered and appropriate plan in place from the beginning –and part of that is using a successful, established M & A team that understands what you are hoping to achieve through the sale of your business, and has the skills to get you there.


Setting a timeline

Your M & A team should be able to set out a reasonable timeline of the stages that you need to get through to complete the sale of your business. It is not as simple as putting your business on the market, negotiating a deal, and signing a contract –you need to make sure that you are maximizing the value of your business, only dealing with pre-qualified buyers, and leveraging experienced negotiation experts. The timeline will also give you an idea of when you can expect to step down from the business, although it will be an idealized version of events that is subject to change at any step.

Understanding the market

An often underrated, but essential part of the transaction process is understanding the market. You need to have a team working with you that has intimate knowledge of your business and the sectors that you operate in –they will know what comparable businesses have sold for, what regulations affect the business and the sale, and ultimately, what your potential buyers are looking for. All of this will not only help you to get a more accurate expectation of the price your business will sell for, but it will also speed up the transaction process.

The Negotiation Table

Having experience and expertise on your side at the negotiating table is not to be underestimated. As the business owner, you are likely to have an emotional reaction to negotiations, whereas your sell-side M & A team will be able to advise you from a more dispassionate viewpoint –always retaining your best interests at heart. Many deals fall apart when buyers and sellers cannot come together during negotiations, so make sure that you do not fall victim to this particular hurdle by getting a trustworthy team with proven negotiation skills on your side.

Pinnacle Pharmacy Group

At Pinnacle Pharmacy Group we provide expert advice and support for mergers and acquisitions across the pharmacy business and digital health industry. We have helped both buyers and sellers to complete transactions in this space for many years, and we can be the team that you need to make sure that your deal not only closes smoothly but that your goals for the sale of your business are all achieved.