In addition to pre-sale planning, sellers also need to actively manage all aspects of the transition process. At the end of the day, the realization of deal value comes down to execution. By actively managing the execution of the deal, you can decrease delays and retain more value than if potential buyers dictate the process.
The critical activity during this phase is to move quickly from signing to close. This means sellers need to facilitate the rapid development of plans for transition of services, systems and back office operations to the divested business. These activities can take significant time during a sale – and the lnger they take, the more likely it is that value will be eroded. By thinking proactively about exiting and deal execution, sellers can reduce the risks associated with the later phases of a deal, phases that unprepared sellers often treat as an afterthought.