在出售你的企业时保密:终极指南

埃里克·沙利文

保密 卖家常见问题解答

保密 is critical every step of the way when selling your business - from your first communications with your business 代理或米&一名顾问,负责市场营销,尽职调查和结案.

作为一个主人, 你最担心的事情之一就是你的员工, 供应商, 否则竞争对手会发现你要卖掉你的betway必威沙巴体育.  

So how do you find a great buyer and protect your confidentiality along the way? By planning and careful consideration through every step of the process. 下面是我们的终极指南.

第一阶段:初始沟通

当你用一个 代理或米&一个顾问,遵循以下建议:

1. 使用个人电话号码
当和你的经纪人交谈时,使用个人电话号码. This will keep them off office caller-id and ensure they don't accidentally tip off one of your employees by calling in. 

2. 使用私人邮箱
Don’t email your broker on an email that your employees may have access to. Something as simple as leaving your email up at lunch could lead to an employee discovering your plans to sell. 

surprised-employee

3. 进行会议离线
尽量在场外与经纪人进行会谈. This allows you to speak freely without worrying about employees overhearing or becoming suspicious. If possible, schedule tours of the facility after hours or on the weekend. 

Following these tips will set the stage for secure communications throughout the process. 一旦你选择了一个经纪人并与他们的betway必威沙巴体育签约, the next stage of protecting confidentiality is during the process of marketing your business.

第二阶段:营销业务

以最优惠的价格和条款出售企业, 你希望有尽可能多的人关注这个机会. 但是,the more people who see the opportunity, the higher the risk of breaching confidentiality becomes.

那么你该如何处理这把双刃剑呢?

Maintaining confidentiality during marketing starts with screening every potential buyer and limiting the information that is released.

每个经纪人都有不同的营销计划, you’ll need to ask your broker to describe exactly how they protect your confidentiality during this stage.

如何营销企业

在MidStreet,我们的营销包包括三个主要组成部分:

1. 盲目的广告
2. 业务总结
3. 营销视频

一旦我们把一家betway必威沙巴体育上市并完成这些营销材料, 我们从你们betway必威沙巴体育的盲广告开始广告过程.

盲人的广告
This advertisement is designed to describe the business opportunity without disclosing any identifying information. 这些广告通常聚焦于行业, 地点的一般描述, 企业的收入, and the business’s cash flow (also known as seller’s discretionary earnings or SDE).

例如:“北卡罗莱纳首任住宅屋顶承包商”
盲目的广告例子

A 盲目的广告 is the best way to create interest without risking confidentiality. It reveals enough to get buyers interested and request more information.

那些想要学习更多的人必须通过我们的筛选过程. 这要从一个简短的对话开始 打电话来评估他们的经验、经济能力和认真程度.

If we feel comfortable at the end of this discussion, we send the buyer two forms:

1. 保密/保密协议
2. 个人财务报表

For the buyer to receive more information about the business, they must fill out and return 这两个 文档. 如果他们拒绝,我们就转向其他候选人.

数据空间
候选人一经筛选, 我们提供一个安全的入口, 在线数据的房间, 通常被称为虚拟数据室, 或船舶. 我们选择使用caplink. Virtual data rooms such as CapLinked are different from Drop Box or or similar programs in that they employ the highest level of security to protect your confidential information.

在这个阶段,买家被允许进入 业务总结 和我们的专业 营销视频(点击查看过去客户端的例子).

注意: All marketing materials are approved by our clients before we share them with buyers. This means our clients have the final say on what information we share at every stage of the marketing process.

Caplinked允许我们监控用户访问和行为. 我们可以看到谁进来了,他们看了什么,看了多长时间. It also allows us to grant and/or restrict access to information at a moment’s notice. 这是在这个过程中保护机密的重要工具.

总之,我们公开宣传使用 盲目的广告 你同意哪一个,联系一下然后 筛选感兴趣,把你所有的敏感信息放在一个 安全虚拟资料室,并有选择地选择授予访问权限的人.

询问你的商业经纪人或经纪人是很重要的&指导他们如何在交易的每个阶段保护机密. 

第三阶段:尽职调查

The closer a deal gets to closing, the higher the risk to confidentiality becomes.

作为他们的一部分 尽职调查,买家可能要求会见你的一个或多个主要员工. 这可能会带来明显的挑战,而且往往是一个主要的风险. 

Protecting confidentiality during 尽职调查 really comes down to your broker's experience and expertise. 在上面的例子中, the buyer may refuse to purchase the business if their request is not fulfilled. 

business-confidentiality-tight-rope

最终,这是一个判断. Can this key employee/manager be trusted to keep the knowledge of your sale confidential? 如果是这样,允许买方进入可能是适当的. If the risk is too large and there are other buyers waiting in the wings, 冒这个险拒绝他们的请求也许是值得的.

The scenario above is just one of the many risks to confidentiality during 尽职调查. This stage of the deal is where the importance of an experienced business broker is invaluable.

如果机密性被破坏了怎么办

If word gets out that you’re thinking about selling the business, you’ll need to move quick. 你可以这样做. 

1. 尽快控制对话
Like quarantining a deadly virus, try and get ahead of any rumors before they start to spread. If one of your employees finds out you’re selling, pull them aside and be open with them. 告诉他们你为什么要卖, 向他们保证betway必威沙巴体育里没有人会有危险, 请他们尊重你的隐私.

2. 否认、否认、否认
另一个选择是否认你正试图出售betway必威沙巴体育. One clever deflection technique is to respond to questions about selling by saying: “Well the business is always for sale if the price is right!” This lighthearted retort is effective in brushing off your employee’s questions.

3. 告诉你的员工
一些企业主已经成功地运用了这种技巧. 在我们的经验, older owners are more likely to tell their employees ahead of time because their retirement is not a secret. 如果你决定走这条路, be sure to reassure your employees that their jobs are not in jeopardy and remind them that a new buyer will rely on their skills even more than you do. 

想知道如何告诉你的员工你要卖掉betway必威沙巴体育? 看看我们关于这个主题的博客:

如何告诉员工你要卖掉betway必威沙巴体育

Tell-employees-youre-selling-business - 2

最终的想法

保密是常识. Think twice before you send an e-mail, call your broker, or meet at your place of business. Make sure you select a broker who is committed to protecting your confidentiality at every stage of the deal. And finally, prepare to walk the tightrope of confidentiality in the later stages of the process.

记住,违反保密协议不是死刑. 以迅速和深思熟虑的行动, any confidentiality problems can be resolved before a major problem arises.

请, don’t let the fear of confidentiality hold you back from reaching out to a broker before selling your business. The rewards of working with experienced and trustworthy council far outweigh the risks of confidentiality.

如果你有任何想法,问题或担忧,请尽管说 接触 任何时候.

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