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Mergers & Acquisitions (M&A) is often considered the lost art of finance. While the focus is often on the word “finance” it more important to consider the “art.”
Why?
Because M&A is not just about numbers. It is also about the art of a successful hand off. M&A involves real-life human beings who are the stakeholders. Powerful emotions like trust, honesty, fear, and hope are inextricably linked to the sales process. Smart M&A advisors do not under-estimate the importance of people’s feelings during an M&A transaction.
Heaton will discuss any or all of the following:
The psychology of buyers and sellers.
Sellers feelings of
- Fear and uncertainty
- Loss of identity
- Feeling judged and inadequate
The importance of empathy for both buyer and sellers.
The owner’s conundrum
- Sell when all is great
- Double down on business when there are problems
M&A advisor role as rabbi, priest, counselor and QB.
Why transactions are actually life transitions.
The secrets to navigating a stable deal.
This discussion is relevant to business owners and their advisors at any time. Five years or before the transfer occurs is when a business owner needs to be thinking about and preparing for these issues.
Sharon Heaton is the author of LIFT OFF: 12 Things to Know Before Selling Your Business, published by Forbes and a #1 Best Seller on Amazon. Heaton is the founder of the national M&A advisory firm sbLiftOff, based outside of Washington, DC. She serves on a Presidential advisory group for the SBA and has published extensively. She is a graduate of the University of Chicago Law School.