How do you find out what buyers really want?
Positions versus interests in a sale negotiation, and the four buyer interests Canadian owners most consistently miss when they focus only on price.
Articles Sell-Side
Selling your Canadian business? Explore our sell-side articles to learn how to maximize your company's value, find the right buyers, and successfully exit.
Why does anchoring high set the price in M&A?
Why the first number stated in a negotiation becomes the gravitational centre for everything after it, and how an ambitious but credible anchor changes the outcome.
Why should you give buyers options in a sale?
Multiple Equivalent Simultaneous Offers: why presenting two or three complete deal packages at once produces better intelligence than negotiating one offer sequentially.
How does running a process control your sale outcome?
Process control, how buyers are identified, engaged and selected, is the most consequential lever a seller has. The five dimensions that determine the sale outcome.
What Atlantic owners told us about due diligence
What Atlantic owners told us about due diligence: takeaways from the BTF Halifax panel