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Rules of the Road

Valufinder’s Buyer's Guide was created to help a Buyer successfully navigate many of the unique challenges that are intrinsic to the proprietary (non-auction) transaction process. Because the business Owner (or “Seller”) lacks the typical support services and expertise provided by a sell-side advisor, the Buyer is often called upon to play a greater and more central role in the transaction process. The primary objective of this guide is to provide Valufinder’s clients with meaningful insights to help them successfully develop relationships with non-auction Sellers.

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    Table of Contents

    In this chapter, we highlight the key differences between auction and non-auction transactions, explaining why a personalized approach is crucial when working directly with a proprietary seller.

    Here, we provide an overview of the structured process typical of sell-side auctions, contrasting it with the less formal, buyer-led approach in non-auction deals.

    This section outlines Valufinder’s unique approach to proprietary searches, detailing how we identify potential targets that align closely with the buyer’s strategic criteria.

    In this chapter, we discuss the steps buyers can take to successfully close a non-auction deal, emphasizing the need for flexibility, patience, and proactive communication.

    Here, we share best practices and guidelines for interacting with business owners, focusing on the importance of building trust and maintaining strong relationships throughout the process.

    This section covers the initial conversation with the seller, offering tips for making a great first impression and setting the foundation for a positive relationship.

    In this chapter, we emphasize the importance of using the first conversation to build rapport rather than diving into detailed questions right away.

    Here, we provide practical advice on what to do (and avoid) during the initial call, helping buyers navigate this crucial stage smoothly.

    This section outlines how to approach the first in-person meeting with the seller, focusing on preparation, communication, and setting the right tone.

    In this chapter, we discuss strategies for asking the seller for information in stages, helping to build trust and avoid overwhelming the owner.

    Here, we offer insights into the pricing and negotiation process, sharing tips on how to approach sensitive discussions with tact and patience.

    This section covers the importance of exiting gracefully if a deal isn’t the right fit, highlighting the value of leaving a positive impression for potential future opportunities.

    In this chapter, we share general guidelines for maintaining effective and respectful communication with the seller, even in challenging situations.

    This final section explains the role of the intermediary in the process, emphasizing how Valufinder’s expertise can help buyers navigate complex negotiations and close deals successfully.

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