Questions to ask before you instruct anyone
| Question to ask | Why it matters |
|---|---|
| How will you identify potential buyers? | Tests whether the process extends beyond listings |
| Why would those buyers want my business? | Tests whether the adviser understands deal drivers |
| How do you distinguish financial and strategic buyers? | Tests buyer-strategy sophistication |
| How many credible buyers will you research? | Tests market coverage |
| Who will approach them? | Clarifies execution |
| How will outreach differ by buyer? | Tests whether the process is genuinely targeted |
| How is valuation established? | Helps avoid an unrealistic launch |
| What happens if buyer response is poor? | Tests adaptability |
| Who handles offers and negotiation? | Tests transaction capability |
| What do I pay upfront? | Tests commercial alignment |
| What happens if the mandate ends? | Identifies tail and protected-buyer issues |
A high valuation is not necessarily a sign of a good broker.
An adviser may recommend an ambitious value for legitimate reasons — a strong strategic fit, a competitive market, or genuine upside. What matters is the evidence behind it and how market feedback will be used if buyers disagree.
Ask what the value is based on, what would cause it to be revisited, and when.
What should you do next?
- 01Speak to more than one adviser and ask each the same questions.
- 02Ask for an example of how they positioned a business to a specific type of buyer.
- 03Read the fee terms in full, including Total Deal Value, tail periods and minimums.
Find out why before you simply try again.
We don't list businesses. We find buyers.
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