Strategies for Selling a Business

Course description

This practical and interactive 2 day workshop will cover the complete cycle of a potential transaction helping you prepare to sell your business.

Regardless of the exit strategy it is never too early to start to plan for succession and sale of a business.

This course is suitable for entrepreneurs starting a business who want to develop a clear exit strategy, owners of private businesses who are contemplating an exit (or partial exit) as well as Family office staff and advisors who have responsibility for managing family enterprises.

What will you learn

By the end of this 2 day workhop you will:

  • Understand the importance of preparing a business for sale
  • Develop an awareness of the different ways to sell a business
  • Identify opportunities to maximise value
  • Appreciate the importance of post transaction integration

Main topics covered during this training

  • Understanding your company
  • Articulating your motives to sell
  • Presenting your company to “the market”
  • Defining the market and routes to market
  • Managing the sales process
  • Identifying potential buyers (Home & Overseas)
  • The negotiation process
  • Due diligence & risk identification
  • Timescales
  • Deal structures
  • Tax considerations
  • Maximising value and finding the “perfect buyer”

Who should attend

This course would be suitable for

  • Entrepreneurs starting a business who want to develop a clear exit strategy
  • Owners of private businesses who are contemplating an exit (or partial exit)
  • Family office staff who have responsibility for managing family enterprises
  • Advisors to owners of family business

Strategies for Selling a Business - A 2 Day Course

An overview of the market

Articulating your motives to sell

  • Lifestyle
  • Retirement
  • Realisation (or partial realisation) of investment – how much is enough?
  • Pursue other interests
  • Frustrations with the business

 

Case Study: Why is now the (right) time to sell? (Your perspective)

Understanding your company

Preparing the business for sale – what can you do today?

  • Reduce reliance on you!
  • Ensure that all key documents are up to date and relevant
  • Consider potential successors
  • Financial healthcheck of the business

 

Presenting your company to “the market”

Understanding buyers motives for acquisition 

  • Acquiring new products / technology / IP
  • Accessing new clients / new markets
  • Diversification
  • Consolidation / Growth / Market share
  • How will buyers assess your financial performance

 

Defining the market and routes to market

Case Study: Why is now the (right) time to sell? (the “market” perspective)

 

Managing the sales process

  • The “phases” of the deal cycle
  • Identifying potential buyers (Home & Overseas)
  • Buyer meetings and soliciting offers – the importance of competition
  • The negotiation process
  • Heads of terms
  • Due diligence & risk identification
  • Exclusivity
  • Timescales
  • Confidentiality
  • What could de-rail the process?

 

FAQ’s  

  • What is my business worth?
  • What will happen to my staff when I sell?
  • Who will acquire my business?
  • How long will it take to sell my business?

 

Deal structures

Tax considerations

Maximising value and finding the “perfect buyer”

Case Study: What are the key drivers to getting the best price?

 

What will you do next?

  • How do you prepare for your financial future after selling your business?

 

Trainer

The Course Director is working as a consultant focusing on the wealth management needs of high net worth private clients, their families and their businesses.

Prior to this Bill worked in the international private banking market for almost 20 years. His private banking career began with Royal Bank of Canada where he spent 15 years in a variety of senior roles covering all aspects of the international wealth management business both onshore (London) and offshore (Bermuda). He has managed Investment Management, Banking and Trust operations.

Bill has broad general wealth management experience but his particular area of expertise is developing financial planning solutions for international high net worth private clients, their families and their businesses who have complex cross border planning issues.

In addition to wealth structuring, tax and estate planning the practice also advises on the specific challenges in establishing, growing and ultimately “exiting” a successful family enterprise. Bill has worked with high net worth international private clients from all over the globe but with particular emphasis on the Middle East, Far East and Europe.

Bill’s current portfolio of assignments relates to assisting clients with long term strategic management of family wealth and he is currently assisting owner managers with succession and preparing their business for sale.

During his career Bill has had responsibility for designing and delivering financial education programmes for professional staff and wealthy families in the Middle East, Far East, Europe, USA, Canada, South America and Africa. Bill is currently developing and delivering training programmes for international banks, private banks, wealth managers, family offices, trust companies, professional bodies and regulators covering a broad range of financial, investment and soft skills subjects.

Bill has recently delivered a successful training programme to a major Chinese trust company on the challenges facing wealthy Chinese clients and Family Offices with respect to wealth management and succession.

Bill is a Chartered Accountant (FCA), Trust and Estate Practitioner (TEP) and Financial Planner (DipPFS).

 

FAQ

We offer banking and finance courses as well as soft skills and business management training. You can either attend an open public course in London or Dubai or arrange customised in-house training to be delivered in any of your offices worldwide.

Most of our public courses are run over 2 full days. Some programmes are offered as a 1 or 3 day training.

In-house training is tailored to client’s requirements and can be organised over 1 day, 2-3 weeks or longer.

Public courses are organised mainly in London and Dubai. Occasionally we organise courses in other centres like Paris or New York. Check our public course calendar for the current list of programmes. We use a range of training venues, all in the centre of the cities and with excellent transport links to the airports and train stations.

In London we use venues in the centre (near Oxford Circus station or in Mayfair) or in the City (near Liverpool Street or Moorgate stations).

In Dubai our courses are organised in one of 4-5* hotels in the Deira district. Once you register we will send you detailed information together with accommodation options if required.

Our in-house courses can be delivered anywhere in the world. We work with over 25 trainers worldwide. Contact us do discuss your requirements. Check our list of available programmes.

Our courses are run in central locations from 9 a.m until 5-5.30 p.m. There are 2 coffee breaks and a lunch break. Lunch is always provided in the venue.

Dress code is smart casual.

All our programmes are taught by senior specialists who have spent many years in their respective sectors, working as senior managers and head of departments, so they understand very well the market and the challenges you are facing.

The experience of our trainers allows us to create very practical programmes, focused on current market trends and challenges. You can be sure that you will gain the knowledge which can be instantly applied in your workplace after the course. You will be analysing real life case studies, take part in group exercises and discussions as well as role plays, whenever applicable.

We want our courses to be as practical and interactive as possible so we limit the number of participants in order to optimise your time with the trainer and allow you to ask questions which are important for you.

In order to understand your requirements and expectations, we will send you a pre-course questionnaire.

You will also receive post-course support so if you have any questions after you left the training, you are welcome to contact us.

There are 2 easy ways to register:

  1. Go to the course of your choice and click Register Now button to fill the registration page
  2. Email us to enquiry@eurekafinancial.com

After you register, we will send you registration confirmation and an invoice so you can arrange the payment. Please note that your place is not confirmed until we receive it.

If you register within Early Bird discount period, there’s limited time to arrange the payment in order to be eligible for the discount. You will find all the details on the invoice.

We don’t advise to make any travel and hotel arrangements until you receive full course confirmation from us.

We will send you venue and course details as soon as possible but most likely about 3-4 weeks prior to the course commencement.

You can pay by:

  • Making a bank transfer
  • Debit/credit card
  • Cheque payable to Eureka Financial Ltd. - only within UK

Just mark preferred paying option on the registration form. Whichever form of payment you choose we will always send you an invoice.

If you pay by card, a 2.2% processing fee will be added. We will send you authorisation form so you can give us your card details.

Included in the price of a public course are:

  • Course tutorial
  • Take away course materials
  • Course Certificate
  • Lunch on the days of the training as well as drinks and snacks throughout the course

The price doesn’t include accommodation, flights, transfers and any additional costs outside of the training venue.

Yes, we always offer Early Bird discount, so the sooner you register the more savings you can make. We also offer group discounts and if you register for 2 or more programmes at the same time.

If you are a full time student or unemployed, we offer a 25% discount of the full price of the training. Student ID or unemployment status confirmation is required to claim this discount.

If you attend one of our courses you will be entitled to a special discount for a year after the last course you attend with us. Also, if you have attended and recommended us to a friend, both you and your friend will receive a special discount. You will receive more information about it after you attend the course.

See our Customer Loyalty Discounts page for more details.

All our courses based in the UK are subject to the VAT charge of 20%. This fee is irrespective of the country of residence of the delegates.

You can, however, claim the VAT back by contacting UK tax office - HMRC, and filling the relevant form, as long as you comply with the following rules:

For Delegates coming from the EU countries

If you represent a registered business in another EU country, you can use the Refund Scheme to reclaim VAT you pay in the UK as long as all of the following apply:

  • You're not registered for VAT in the UK and don't have to, or can't be, registered here
  • You don't have a place of business or a residence in the UK
  • You don't make any supplies in the UK

You can find some more information here. In order to claim the VAT you have to fill Form 65.

For the Delegates from Non EU countries

If you represent a registered business in a non-EU country, you can use the Refund Scheme to reclaim VAT you pay in the UK as long as all of the following apply:

  • You're not registered for VAT in the UK and don't have to, or can't be, registered here
  • You don't have a place of business or a residence in the EU
  • You can only use the Refund Scheme if your own country operates a similar scheme and makes it available to UK businesses. If your country has its own Refund Scheme but doesn't let UK businesses use it, you can't claim under the UK Refund Scheme.
  • You don't make any supplies in the UK

If the following rules apply to you, please fill the 65A form and send it to HMRC.

If you are unable to attend the course, you can either send a replacement at no extra charge or, up to 20 working days before the training, you can transfer your booking to another course within the next 6 months for an additional fee of 25% of the full course value. Please note that you can only transfer once.

Alternatively, for cancellations requests received more than 20 working days before the course date we will offer a refund less an administration fee of 10% of the course price.

We regret that no refunds can be given after this period. Non-attendance without any notification will be charged at full rate.

Cancellations must be made in writing and reach our office 20 working days prior to the course date.

Your place on a course is not guaranteed until we receive the payment. All payments must be made in full before the course date.

All our trainers have been working for many years in their respective sectors before they begun to teach so they bring a wealth of practical experience to the classroom.

Most of them used to work for 15 or more years in the financial sector and corporate world, and were holding positions of Directors, VP and Senior Managers. Some of them have published books and have written articles for specialised magazines and newspapers including FT, The Independent, The Times etc. You can find detailed biography of each trainer on the page of the course you want to register for.

Yes, you will receive a Certificate of Attendance at the end of the course you attend.

If you have to apply for a Visa to attend a course in the UK, we will issue a letter to support your application. The letter will be issued only after the payment for the course has been made.

It is delegate’s responsibility to obtain a Visa and failure to do so will not make the participant exempt from the cancellation policy.

Anyone suspected of applying for a training course simply to gain a Visa letter will be reported to their embassy.

We will need the following information to issue an invitation letter:

  • Full name as it appears on your passport
  • Date of birth
  • Passport number
  • Passport issue date
  • Passport expiry date

This topic can be arranged on in-company basis. If you have a group of 4 or more we can customise it and deliver in any location worldwide. Contact us to discuss your requirements

WHAT PAST DELEGATES SAY

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