Intermediation Services
Intermediation Services
It is easy to assume that once a purchaser and seller have met, concluding a successful business sale will be relatively straightforward. However, the reality is that many negotiations break down - and the problem is rarely price!
Negotiations can fail for many different reasons, sometimes because there is a breakdown in confidentiality (deliberate or inadvertent), or because there is a failure to manage unequal bargaining power, or simply because the parties fail to navigate an impasse in the negotiations.
Having a skilled, independent intermediator is the right solution
Engaging an independent intermediator is an effective way forward for parties who are either not confident or unsure; or simply prefer to ‘step back’ from direct negotiations, in completing a business sale.
At The Collins Street Consultancy Group, our consultants are highly experienced in intermediating for parties in negotiations. Our services include:
- A confidential approach to gauge interest in a sale or purchase of a business
- Opening initial discussions to see if a sale is feasible
- Facilitating negotiations between the parties
- Mediating between parties unable to reach an agreement by themselves
- Dispassionate advice on how to successful advance negotiations
- Coordinating other parties such as lawyers, accountants and bankers.
Engaging an independent intermediator can have a number of advantages:
- Removes emotion from negotiations - and focuses on an objective outcome
- Draws on the skill of an experienced negotiator
- Allows a purchaser to approach the owners of a competing business
- Provides arm's length advice from an independent party to help in diffuse arguments or breach an impasse.