Whether you’re an owner manager looking to retire or a private equity firm looking to divest specific assets, you need to know what you want to get out of a sale in order to set your business up to achieve it.

In today’s deals environment, realizing deal value can come down to understanding critical issues for buyers and being able to speak to potential downside risks and mitigating factors – not just to upsides and forecasts.

“There are a lot of buyers out there with capital. But, there’s also a lot of competition,” says Merenda. “If you’re looking for a premium valuation, you need to choose the right advisor and be ready. You need to be prepared for any questions a prospective buyer might have and make sure the information you are presenting is consistent and accurate. Conducting sell side due diligence can go a long way toward making sure you’re in a good position to attract and sustain value.”