Selling a business successfully is more than the exit
Deal Leaders International joint CEOs Andrew Bolman and Rick Grantham examine what it takes to prepare an industrial business for a successful sale, recapitalisation or succession, and why value is often built years before a transaction takes place. Camerawork: Shadwyn Dickinson. Editing: Nicholas Boyd & Shadwyn Dickinson. Journalist: Mariaan Webb.
Selling a business is not simply a transaction to be dealt with when an offer arrives. The foundations for a successful exit are often built years beforehand, through stronger systems, management, governance and a clear understanding of what makes the business valuable to a potential buyer.
In Episode 5 of IN FOCUS: Built to Last – The Future of South Africa’s Industrial Businesses, Andrew Bahlmann and Rick Grantham, joint CEOs of Deal Leaders International, look at what makes a business transaction-ready and the common mistakes that can undermine a sale, recapitalisation or succession.
They consider why strong financial performance alone does not guarantee a strong valuation, how founder dependence and management depth affect buyer perceptions, and why businesses need to demonstrate their performance through reliable information, systems and processes.
Bahlmann and Grantham also examine the importance of preparing early, understanding the market and identifying the right buyer, as well as the role of competition in creating a robust transaction process. For business owners, the broader message is that building a business that can operate independently of its founder creates greater flexibility, whether the eventual outcome is a sale, a new investment partner or succession.
Watch Episode 5 of IN FOCUS: Built to Last for more on preparing an industrial business for its next stage of ownership and creating the conditions for a successful exit.
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