What information will buyers want about my business?

8 Jun 2022

This is a very common question so we thought we would collate and share what information is usually needed at each stage of the process.

Pre-sale discussions

Before deciding to sell, owners need an idea of what it is worth, and we need to know if it’s saleable and whether we can help. Here’s what we ask for in our initial call with business owners:

  • Your annual turnover and profit.
  • The size of your team and if they are employed or contracted.
  • Your role in the business and how you are remunerated.
  • Your clinic set up and location.
  • Your client mix and if you have any key contracts, for example with the NHS.
  • The above information is only a start but it gives us plenty to go on to advise next steps.

Marketing your business

If you choose to engage us to market your business, we need to create compelling sales literature. We send all new clients a ‘fact find questionnaire’ to gather the basics. This includes:

  • Company structure and history.
  • Information about the location and terms of the lease.
  • Staff, pay and roles.
  • Products and services.
  • Client base, marketing, and growth opportunities.
  • Profit and loss accounts, balance sheet and asset register.

The Financials

Most purchasers, as you might assume, want more information on the financials as soon as they indicate an interest. They’ll most likely ask for the following:

  • Complete sets of statutory accounts for 3 to 5 years.
  • Management accounts for the last 1-2 years.
  • An up-to-date balance sheet.
  • Calculations for any adjustments made to net profit.

Q&A

Serious buyers will then want to take a closer look at how you run your business, to find opportunities and synergies. Here’s some of the most requested information on private practice businesses:

  • Number of new clients and breakdown by type.
  • Client lifetime value.
  • Average number of follow-ups appointments per new client.
  • Number of returning vs. new clients.
  • Sources of new referrals.
  • Revenue split by clinician, client type, and location (if multisite).
  • Salaries, start dates, and contract terms for employees.
  • Copies of important leases and contracts.

Due Diligence

Once an offer is made and accepted, most buyers request a short period of exclusivity to perform more in-depth due diligence. This usually last around 3 months and runs alongside preparing legal documents for the business sale. The due diligence process aims to gather evidence to support the information already provided and uncover anything that may have been omitted. Due diligence in smaller deals tends to focus on the financial and legal side of things.

Gathering and presenting all this information can be quite overwhelming but is a normal part of the sale process. If you are expecting a buyer to pay good money for your business, they will want to know that what they are buying is legitimate and worth the asking price.

Unlike many other brokers, Verilo have experience in both buying and selling businesses. We can advise you on what to expect throughout the process, how best to present information, and reduce the stress and workload considerably.

Helping facilitate major change for healthcare businesses

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