Any VAR or integrator planning to sell the business should consider the following:
Have realistic price expectations.
Be able to prove your company's worth.
Have contracts with key employees.
Have contracts with a diverse group of clients.
Underscore future growth opportunities that could be achieved with a cash infusion.
Make sure you are not liable for the new owner's mistakes.
Don't assume you can't sell for lack of profit.
Consider selling only the assets, not the entire business.
Review any non-compete clauses and notify the new owner whether you will remain in the same business.
Realize you will have to stay on board for a specified transition period.
Reveal any skeletons in the closet early.
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