Preparing for a Sales process and understanding how Buyers think – a Fireside chat with GMA SVP Jeff Gruenhut

Five things to start now if preparing for a sale:
• Owner off the Org chart
• Have financials prepared in Class Codes and be prepared to present Accrual based
• Understand and track your personal expenses
• Contract – client, vendor, event – break this down a bit and be aware of any assignability or consent clauses
• Protect your data – cyber security becoming a big part of diligence and can impact valuation

How buyers think and what to expect:
• Deal making is about risk tolerance, creating multiple arbitrage, – expand on this
• Buyers want to see booked business/sales pacing throughout the m&a process
o Also understanding deferred revenue and how buyers see profits first 6 months post-close
• Buyers want to see employees stick around – sellers are worried about their employee’s jobs. Discuss