Selling a Business

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Online Course on Selling a BusinessSelling a Business Online CPD Training Course

Selling a business is a difficult and complex transaction. Achieving a smooth exit depends on early planning. Sellers need to think about structuring the business for exit, about timing, the economy and their employees. Selling a Business covers the steps from putting together information to stimulate interest, marketing the business, negotiating the outline of the sale, going through due diligence, the purchase agreement and finally to completion.

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Selling a Business is a very practical course, useful for anyone involved in selling a business. It provides learners with up-to-date and detailed information on what is involved, presented in an accessible way that will enable a learner to apply their knowledge so that the sale of a business can be completed smoothly and successfully.


Rating: 5 Stars for online course 100% of learners thought this course met their CPD needs

“An excellent refresher that sharpened my skills and was directly relevant to my current work load”

“Very practical with excellent examples. No jargon – clear and precise throughout. The quiz is an excellent method of recalling the information. The course was comprehensive.”

“Concise course very well organised.”

“Met my objectives of increasing knowledge of sales process considerations and decisions to take – and my potential role for future employers.”

You can review this course using the questionnaire in the course completion area.

Learning outcomes for selling a business

Deciding to sell
• When should you sell a business?
• What are the available exit routes?
• How is a business groomed for sale?
Selling a business - deciding

Launching the sale
• How do you choose and use advisers effectively?
• How should you value a business?
• What should you do with an unsolicited offer?
• What is the usual sales process?
• What goes into an information memorandum?
• What is vendor due diligence and when is it done?
• How do you identify potential purchasers?
• How do you ensure confidentiality?
• What happens at the initial meetings?
• How do you evaluate an offer?
• What are Heads of Terms?
• How is the period between Heads of Terms and legal completion managed?
• What happens to net assets and surplus cash?
Selling a business - launching

Negotiating the sale
• What are warranties and indemnities?
• What are earn outs?
• What is the due diligence process?
• How do you review and negotiate the sale and purchase agreement?
• What does negotiation involve?
• How should you carry out a negotiation?
• What are the essential negotiation tactics?
Selling a business - negotiation

Completing the sale
• Management pending completion
• What happens at a completion meeting?
• So what happens afterwards?
Selling a business - completion

Target audience for Selling a Business

Accounting and finance professionals in practice and in industry.

Author of Selling a Business

Peter Howson
Peter Howson is a director of AMR International, London’s leading independent provider of commercial due diligence. He has so far worked on over 200 due diligence assignments.

In addition he has over 25 years of mergers and acquisitions (M&A) and business development experience gained both in industry and as an adviser.

Prior to joining AMR in 1998, Peter worked at United Engineering Steels (a joint venture between British Steel and GKN), TI Group, T&N and spent three years in corporate finance at Barings.

At TI Group he worked in its Spanish joint venture with the Japanese company Kayaba and subsequently on 70 transactions, which transformed TI from a UK based supplier of commodity products to a global manufacturer of niche engineering products.

At Barings he was a member of the Corporate Finance team concentrating on manufacturing industry.

Peter has a degree in Economics, is a CIMA qualified accountant and holds an MBA from Manchester Business School. He has written three M&A and due diligence related books:
• Due Diligence: The Critical Stage in Acquisitions and Mergers, published by Gower April 2003
• Acquisition Essentials: A Step-by-Step Guide to Smarter M&A Deals (with Denzil Rankine), published by FT/Prentice Hall October 2005
• Commercial Due Diligence: The Key to Understanding Value in an Acquisition, published by Gower May 2006

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