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Buying and selling companies

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Training course summary

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This course is an amalgamation of the one day “buying a company” course and the one day “selling a company” course. The destruction of shareholder value through ill-thought-out acquisitions is a well known feature of the M&A market. From a buyer’s point of view, the major risks and problems likely to be encountered by professional advisers, principals and entrepreneurs are highlighted with guidance for their avoidance or mitigation. Process and commercial failures are examined and the necessity for a sound acquisition plan is emphasised. The objective of a seller should be to achieve the highest price subject to the least onerous terms and to walk away from a transaction with measurable and finite liabilities. From a seller’s point of view, this course examines common errors and pitfalls in the disposal process and emphasises strategies for realising a maximum value for a seller whilst limiting the legal redress of a buyer.

Regions:
  • All Areas
Delivery:
  • In House
Category:
Difficulty:
  • Intermediate

Further Details

The following sets out the content of the course in the approximate order in which it will be discussed during the day. Acquisition strategy • Acquisition objectives • Process and commercial errors • Why acquisitions fail • Keys to success • The acquisition plan • Screening the targets • Approach tactics • Guidelines on negotiation Commercial assessment • Verify the projections • Evaluate the synergies Disposal strategy • Typical mistakes in disposals • Process and commercial failures • Planning for success Valuation • Initial guidelines • NAV and DCF • Price/earnings ratios • Valuation by comparison Pre-sale planning • Appointment of advisers • Engagement letter and fees • Preparing the company • ‘Sell side’ due diligence • Grooming and separation issues • Presenting the information Negotiation • Initial negotiations • Later negotiations • Earn-outs

Guide price

£3,200 per day + VAT

 

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