Do you have industry experience?

This actually is a double-edged sword to you, the seller and is frequently one of the wrong assumptions made by sellers.  Over the past 25+ years we have dealt with many industry specialists who either represent specific buyers, or claim they have contacts in the industry.  Here is what we have found: 
Industry specialists are transaction driven.  The faster they get a deal done, the faster they get paid.  When a buyer has employed an industry specialist/consultant to assist them in the deal, and we represented the seller, we have achieved, more than once, twice the offered price from these “experts”.

Don’t confuse “industry specialist” experience with one’s ability to get a transaction done.  What you should be looking for is a Sell-Side Merger Expert, one who focuses on what you want and can get you multiple offers and the highest possible price!


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